Channel Sales Director - APAC

Overview:

The Channel Sales Director – APAC role requires a highly organized, results-driven professional with a proven track record in driving new business through partnerships and re-sellers. The ideal candidate has experience in software sales in the Hotel industry and is responsible for expanding market reach through strategic channel partnerships across the entire range of Cendyn products and services.

Main Activity:

The Channel Sales Director is responsible for developing and executing a regional sales strategy focused on building and managing a network of re-sellers and partners. The individual will maximize every sales opportunity and achieve sales targets for an assigned territory. We are looking for a “self-driven and motivated individual” with a proven track record in creating and managing partnerships, who can present Cendyn Solutions via on-line demonstrations, and represent the company at trade shows, hotel conferences and association events. This position will engage with hotel chains, management companies, ownership groups and other accommodation providers within the APAC region through a network of channel partners.

Essential Functions:

• Develop and execute a comprehensive territory sales plan focused on building and managing channel partnerships, and support a robust network of re-sellers and strategic partners
• Develop and maintain a diversified sales pipeline for potential new partners
• Review and analyse market data to identify partnership opportunities
• Generate leads through partnerships and channel activities
• Proactive inbound lead response time
• Understand the business needs of partners and develop solutions that meet their goals
• Utilize consultative sales approach—ask relevant discovery questions to uncover needs, identify barriers, budgets, and overcome objections
• Thoroughly understand each partner’s decision-making process, timelines, and key stakeholders
• Develop and maintain rapport with key stakeholders for partners and customers to build strong, long-term partnerships
• Prepare and deliver compelling sales presentations and proposals tailored for re-sellers and partners
• Identify additional product opportunities and upsell through channel partners
• Timely and professional follow-up with both internal team members and partners
• Negotiate and prepare contracts with partners, understanding the legal ramifications of agreements
• Achieve Sales Quota on a consistent basis throughout the year
• Represent the company at trade shows and other official events
• Use Salesforce (or other CRM) as the system of record for all partnership activities, comply with SOPs for keeping accounts, leads, opportunities, contacts and activity up to date
• Establish thorough knowledge of Cendyn’s product and service offerings, pricing structure, contract management parameters, policies, and procedures
• Follow internal processes to assist Project Management and Customer Success teams in successfully onboarding new partners
• Participate in regular structured sales and business training programs to improve partnership management skills
• Develop and maintain awareness of industry trends, opportunities, and competitive landscape

Interaction:

This position has daily interactions with partners, customers, team members, and various critical departments within the organization. Interactions with both internal and external parties will often be at mid and upper management levels.

Requirements

• Bachelor's Degree preferred or any equivalent relevant business knowledge
• Strong experience in sales within the hotel, travel, or hospitality supplier industry
• Proven experience in successfully selling cloud-based software and SaaS solutions
• Experience in creating and managing partnerships and re-seller networks
• Successful track record of building, managing, and closing a sales pipeline through partners
• Strong analytical, organizational, communication, and people skills
• Knowledge of hotel sales management
• Ability to adapt quickly to new technologies, products, and procedures
• Ability to innovate, overcome obstacles and implement best practices including sales methodologies
• Ability to travel as required to support regional and corporate business objectives
• Proficiency with Microsoft Office Suite and other applications as needed

Expected Competencies:

• Partnership Management: Experience in successfully creating and managing re-seller networks and partnerships
• Relationship Building: Builds effective relationships through positive communication that motivates and influences others in achieving corporate objectives
• Personal Effectiveness: Produces outstanding results both professionally and personally by being proactive and committed. Continually focuses on achieving positive results contributing to the company’s business success
• Customer Focus: Passionately meets and exceeds customer expectations. Enters the customer’s world through listening and understanding. Nurtures relationships by recognizing and delivering on customer needs and opinions
• Managing Complexity: Works effectively in a highly complex, diverse, changing environment. Adapts well to and is energized by change while maintaining focus on key business goals and personal objectives
• Goal Setting/Short Term Planning: Achieves results by setting goals using quality planning, analysis, and decision-making. Adapts and copes successfully with changes
• Reporting & Business Management: Produces outstanding results both professionally and personally by effective management of business processes that include accurate Salesforce reporting. Effectively plans, budgets, tracks, and evaluates performance of his/her business area
• Professional Attitude and Work Ethic: Demonstrates a “get it done” attitude and professional work ethic

Work Environment:

This job operates in a home office environment and is an outside sales role. Working in a home office environment requires a high degree of discipline.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus. This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.

Travel:

This position requires up to 30-50% travel. Frequently, travel is outside the local area and overnight

EEO Statement

Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Cendyn complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Cendyn’s employees to perform their job duties may result in discipline up to and including discharge.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.