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Channel Manager - SAP Emarsys

SAPTokyo, Tokyo, JP

30+ days ago

Job description

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Overall purpose and objectives

The Channel Manager is responsible for securing new business revenue through the channel network by following best practices and procedures. They are responsible for developing, supporting and retaining the Reseller partner network in their designated territory.

Main tasks and duties

Build a complete network of partners from the ground up
Create new partnerships by prospecting, building and managing a pipeline of new prospective channel, marketing agencies, integrators and value added reseller partners
Manage the ongoing relationship with your partner network
Provide sales support to your partners during deal negotiation
Train partners to qualify target accounts that will lead to successful opportunities.
Manage on-boarding and enablement process for partner
Drive Case Studies, Press Releases and other Marketing Collateral with partner
Liaise with Marketing to establish and conduct Joint Marketing events, including Marketing Development Funds process
Develop deep trusted relationship across partner’s organization and win mindshare of partner’s product and sales teams.
Drive product marketing, and demand generation activities with partners including, attending customer events, seminars and trade shows.
Network and cultivate personal relationships within all levels of the partners’ organization (specifically sales, account managers, and management)
Timely and accurate forecasting and reporting of activity

General requirements

Minimum 5 years software channel sales experiences.

Demonstrated sales track record in meeting or exceeding assigned individual quota in a software or SaaS company, including a proven track record of new business sales through partners.

Experience in building partner network of marketing agencies and integrators in a Saas company

Have an extensive existing network of contact with marketing agencies and integrators

Strong business development skills; you should be comfortable calling directly into an organisation and seeking out decision-makers for our products and services

Relevant channel sales experience in the last two years in Saas industry

Enjoys working in a dynamic, fast growing environment to challenging KPIs

Demonstrated ability to deal with change, think strategically, and make complex decisions

Strong technology skills. You should be able to do complete product demonstrations and credibly discuss technical topics such as data integration, XML APIs, etc.

Thorough knowledge of MS Office software (e.g., Project, Access, Excel, Word, Power Point)

Working knowledge of Salesforc

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Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

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Channel Manager • Tokyo, Tokyo, JP