Channel Manager (Design Automation Business Unit)

Responsibilities:

The Channel Manager will manage all business development aspects of Autodesk products with a primary focus on sales revenue and lead generation. The roles will balances partner sale support, partner management and sales training with the focus of growing the sales funnel.

The Channel Manager in acting as a liaison between ACA and its Channel Partners will be responsible for:                                                                                                          

• Meeting and exceeding the set sales quotas while adhering to ACA’s sales rules of engagement
• Manage and be the main point of contact for existing and new Autodeskalliance partners
• Aggressively drive partners to maximize sales and total partnership potential through sales best practices, training and support
• Create system and streamline partner management
• To drive programs and events to extend the relationships to new prospects
• Managing a complex, major accounts solution sale with direct engagement approach or with ACA’s partners; to include managing the RFP, RFQ, Tender process
• Continually learning and improving selling skills. The Channel Manager is required to attend training and certified by Autodesk
• Demonstrating industry knowledge
• Providing weekly reporting of pipeline and forecast
• Keeping abreast of competition, competitive issues and products
• Attending and participating in Channel Sales meeting, product seminars and events
• Prepare presentations, reports and price quotations
• Defining and executing partners’ sales plans

Requirements:

• Diploma or Degree in Marketing, Business or IT
• 2+ years’ sales experience in the IT industry/environment. Knowledge in IT Channel Management preferred
• Excellent presentation and communication skills (verbal and written)
• Ability to manage a pipeline with multiple accounts and partners
• Ability to work in a team environment
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, discussing solutions with C-level and other decision-makers
• Ability to craft a solution with appropriate products and services that meets goals based on client discussions
• Must be able to travel frequently within Indonesia

Pre Sales Engineer Responsibilities:

• Assist sales team to achieve product revenue and profit margin targets.
• Analyze helpdesk (Level 1 support) / via phone or email requests promptly and provide solutions, follow-up on helpdesk for technical support on all Business Unit Products and Solutions
• Conduct & deliver product trainings and consultation classes related to Imaging and Business application products
• Support the Sales and Marketing effort by assisting in product demonstrations, proof of concepts and installation for customers & resellers
• Ensures our system solution platform is functioning properly at the customer site
• Responsible for promoting awareness of ACA Pacific solutions and offerings
• Able to work independently with minimum supervision and under tight schedule / pressure
• Assist the business team members to meet or exceed sales quota, through the provision of technical expertise & project management
• Understand customer’s production support problems, recommends solutions to meet their needs, and ensures high level of customer's satisfaction
• Provide a fast break-fix solution and service to increase customer satisfaction
• Integrates company’s products and services (at the system & solutions level) into customer’s environment
• Excellent interpersonal relationship building skills.
• Ensure that Sales, Product Management and Marketing receive such support as they request.
• Work with Product Management and Marketing to help define/refine sales messages and ensure sales packages are developed and messages communicated to sales team.
• Ensure that the Pre-Sales resources evolve in line with the Marketing Message and Sales Teams stated requirements.
• Knowledge of strategic, conceptual, consultative selling.
• Work with Sales Personnel to provide product, business and technical knowledge in support of pre-sales activities.
• Coordinate requirements for proofs of concept with Product Management.
• Responsible for staying abreast of product roadmap as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems. This includes interacting with Product Management on an on-going basis to stay current.
• Responsible for preparing for meetings and tailoring communications to address business needs of potential clients as part of the pre-sales process.

Job requirements:

• Degree in Computer Science, Information Systems or equivalent with at least 2 years of relevant experience in pre-sales and technical consulting / Diploma holders with similar field with at least 5 yrs experience may also apply
• Excellent presentation skills as well as verbal and written communications skills
• Able to work independently with minimum supervision and under tight schedule / pressure
• Self-starter and a quick learner with good communication and presentation skills
• Able to communicate technical and business information to widely varied audiences.
• Strong analytical skills.
• Able to understand business processes and business problems.
• Ability to understand and capture business and technical requirements.
• Ability to develop a broad awareness of the client's technical architecture and emerging technologies with enough knowledge to determine what is and is not possible.

Business Development Manager Job Description:

• Achieve product revenue and profit margin targets
• Establishment / cultivation of strong rapport with resellers & manage their expectations & requirements
• Develop and implement sales plan to maximize revenue from new and existing clients
  

• Target major accounts/companies from various industries

• Identify and solicit new leads and prospects through networking
• Develop Marketing programs, channel and end customer demand generation, including Go-To-Market strategy and action plans
• Prepare and present proposals, BOM pricing and quotation

• Visit existing clients on regular basis to nurture and cultivate relationship

 Pre-Requisites:

• Diploma or equivalent, with at least 3-5 years of experiences in selling IT Networking & Security Solutions and Products like: Wireless Access Points, Firewalls, Anti Virus etc
• Independent, mature, self-driven and aggressive in sales with established record
• Excellent interpersonal and communications skill
• Experience in Business Development work to identify and win IT solution and services projects
• Possess good domain knowledge in various verticals & Industries or SMEs customers / System Integration / Resellers. Knowledge in the product(s) is preferred.
• Team player with good interpersonal skills
• Resourceful, able to generate sales leads and develop new accounts
• Ability to work independently and results oriented
• Sales professionals with successful sales track records in relevant industry are highly desired

Channel Manager Job Description:

• Achieve product revenue and profit margin targets
• Establishment / cultivation of strong rapport with resellers & manage their expectations & requirements
• Develop and implement sales plan to maximize revenue from new and existing clients

• Target major accounts/companies from various industries

• Identify and solicit new leads and prospects through networking
• Develop Marketing programs, channel and end customer demand generation, including Go-To-Market strategy and action plans
• Prepare and present proposals, BOM pricing and quotation

• Visit existing clients on regular basis to nurture and cultivate relationship

 Pre-Requisites:

• Diploma or equivalent, with at least 3-5 years of experiences in selling IT Networking & Security Solutions and Products like: Wireless Access Points, Firewalls, Anti Virus etc
• Independent, mature, self-driven and aggressive in sales with established record
• Excellent interpersonal and communications skill
• Experience in Business Development work to identify and win IT solution and services projects
• Possess good domain knowledge in various verticals & Industries or SMEs customers / System Integration / Resellers. Knowledge in the product(s) is preferred.
• Team player with good interpersonal skills
• Resourceful, able to generate sales leads and develop new accounts
• Ability to work independently and results oriented
• Sales professionals with successful sales track records in relevant industry are highly desired

Product Manager Job Descriptions:

• Achieve product revenue and profit margin targets.
• Review & manage Inventory level of product life cycle & Stock Ageing
• Develop product strategies and manage product life cycle.
• Develop differentiated products to meet market needs.
• Develop benchmark against competitors’ product offering to improve product features, pricing plan and business processes for new and/or existing services to ensure market competitiveness.
• Provide product training and update product information to internal staff and business partners
• Develop Go-To-Market strategy and action plans.
• Provide business case analysis to support customization of product to meet specific customer needs.
• Marketing programs, channel and end customer demand generation
• Establishment/ cultivation of strong rapport with vendors & manage their expectations & requirements
• Channel development and training

• Diploma or equivalent, with at least 3-5 years of experiences in selling IT Storage like Network Attached Storage / Direct Attached Storage / Storage Area Network / HBA Cards / Tape Library / Backup products / solutions etc.
• Independent, mature, self-driven and aggressive in sales with established record
• Excellent interpersonal and communications skill
• Possess good domain knowledge in various verticals & Industries or SMEs customers / System Integration / Resellers. Knowledge in the product(s) is preferred.
• Team player with good interpersonal skills
• Resourceful, able to generate sales leads and develop new accounts
• Ability to work independently and results oriented
• Sales professionals with successful sales track records in relevant industry are highly desired