Channel Sales Manager

In our ‘always on’ world, we believe it’s essential to have a genuine connection with the work you do.

The Asia Pacific Channel Lead is responsibility for managing and delivering on all business through distribution partners channel partners in the Asia Pacific region. Develop and execute an APAC wide channel strategy to drive Broadband and Service Provider revenue growth, customer acquisition and market penetration. The Channel Leader is directly responsible for the development, optimization and ongoing support and evolution of channel programs that support CommScope’s business objectives in the Asia Pacific region. The successful applicant must have a high level of knowledge and understanding of Enterprise Infrastructure markets and channels: how customers buy, and how they engage with eco-system partners. The successful applicant must also demonstrate the proven ability to work in a team environment to develop, execute and manage regional channel programs.

Key responsibilities:

• Prioritised In country plans including identifying targeted partners, channels and end Broadband and Service Provider customers.
• Contract negotiations with new partners
• Establish agreed business plans including quarterly and annual revenue performance targets and review processes.
• Put in place Partner on boarding and enablement plans including training and development programmes
• Marketing programmes to drive market penetration, raise market awareness, promote CommScope solutions and products and strategic initiatives.
• Work cross-functionally to create, optimize and manage programs that define and document the working relationship between CommScope and channel partners
• Identify and deliver strategic initiatives to differentiate and drive incremental revenue through distributors and channel partners - ensuring successful adoption and revenue growth for new and existing products.
• Focus on driving sales goals and accurate sales forecast for CommScope distributors and channel partners in the Asia Pacific region.
• Develop run rate program and sales acceleration plans with distributors and partners to drive channel growth and enhance loyalty.
• Execute channel strategy and channel programs to drive desired business outcome.
• Drive Quarterly Business Reviews with senior management of key distributors and partners
• Ensure sales and technical knowledge and accreditation levels for distributors and partners by conducting training, seminars, and presentations.
• Manage operational efficiencies with distributors including inventory management and reporting
• Create and analyze sales reports, identify issues contributing to success, define and manage incentives, and take necessary corrective actions.
• Establish and maintain positive and proactive relationships with distributor and channel partner management and sales teams to build mindshare and drive sales activity.
• Identify and recruit new distributors/partners to expand channel coverage as appropriate
• Create best-in-industry partner experience as a competitive differentiator

 Requirements and Qualifications:

• Preferably with 10 years of channel management experience in the Asia Pacific region, preferably in the Information Technology industry
• Preferably with Bachelor’s Degree in a related field or equivalent experience
• Experience managing Tier 1 Distributors and partners.
• Strong background with FFTH, WIFI, networking OR Data Center security products.
• Must have experience of working in an organization with high touch sales teams.
• Must have experience of selling via Distributors and channels into the large enterprise, hosting and Service Provider verticals.
• Must have experience develop top tiers channels to drive programs and initiatives to generate run-rate revenue.
• Must be a proven leader capable of working with and collaborating with sales, finance, marketing, legal, product management, logistics and other extended teams.
• Proven track record of sales and in-depth knowledge of indirect channel sales model for Enterprise Infrastructure or adjacent solutions
• Ability to develop, roll-out and measure the success of programs and processes, and to effectively communicate plans and strategies across a matrix organization, at all levels within the company and to channel partners
• Strong written and verbal English communication skills. Proficiency in Mandarin or other Asian languages a plus.
• Willing to travel internationally on a regular basis.
• Preferably based in Singapore.

Desirable

• Thorough understanding of the data and telecommunications industry, competitors and evolving technologies. Thorough competitive knowledge including solutions, technology and product offerings.

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Why CommScope:

CommScope is on a quest to deliver connectivity that empowers how we live, work, and learn. Our employees push the boundaries of communications technology that enables game-changing discoveries like 5G, the Internet of Things, and gigabit speeds for everyone, everywhere. With our unmatched expertise in copper, fiber, and wireless infrastructure, our global clients rely on us to outperform today and be ready for the needs of tomorrow. 

If you want to grow your career alongside bright, passionate, and caring people who strive to create what's next…..come connect to your future at CommScope.

CommScope is an Equal Opportunity Employer (EEO), including people with disabilities and veterans. If you are seeking an accommodation for the application or interview process, please contact us to submit your request at talentacquisition@commscope.com. You can also learn more about CommScope’s accommodation process and EEO policy at https://jobs.commscope.com/eeo