Snr Channel Account Manager

Ribbon Communications delivers global communications software, packet and optical network solutions to service providers, enterprises, utilities, Transportation, and critical infrastructure sectors.

One of our key goals is helping our customers modernize their networks for improved competitive positioning and business outcomes for their end-customers in today's smart, always-on, and data-hungry world. Our innovative, end-to-end solutions portfolio delivers next-generation unparalleled scale, performance, and agility, including core to edge IP solutions, cloud-native offers, leading-edge software security and analytics tools, as well as 5G-ready packet and optical networking solutions.

We are looking for an experienced and proactive Channel Sales Manager, predominantly for our Carrier and Enterprise Voice portfolio Channel Business across the ASEAN, Australia, and New Zealand markets. The main objective will be onboarding resellers and business development through Channels, working closely with the in-country territory managers.

POSITION SUMMARY

ESSENTIAL FUNCTIONS:

• The sales management of RIBBON Voice portfolio and services through existing and new ASEAN & ANZ region channels, including enterprise sell through our service provider, global system integrators, and alliances to achieve bookings and revenue objectives.
• Implement channel sales plans to achieve/overachieve corporate goals. Maintain global supply contracts/ agreements as required.
• Maintain and grow relationships with strategic regional & global channels in ASEAN and ANZ to make Ribbon an integral part of their solutions. Have the capability to interface with relevant key stakeholders on all levels at the global channel organization and in alignment with the local Ribbon sales teams in specific countries/ regions, in addition to the global channel local branches.

• Manage the regional channel onboarding, training processes, and accreditation policy in cooperation with the appropriate internal entities.
• Support regional sales managers with developing programs and initiatives, working with the global channel team, marketing, and other channels support entities.
• Collaborate with Marketing on planning and conducting campaigns, events, etc.
• Own and drive the pipeline of business opportunities.
• Collaborate with the local regions to plan the annual channel budget.
• Attend trade shows, conferences, and network within the industry to positively position RIBBON at a high level. Provide input to regional marketing plans and collaborate with Portfolio Marketing to share regional requirements and market insights.
• Be responsible for the interface with a pre-assigned global channels team promoting Ribbon technology solutions, managing the opportunity pipeline, and pushing the global channel to offer Ribbon solutions when applicable.

• Regular business travel to customer locations and Ribbon offices in APAC as required. Minimum 30% Travel required.

• Position reports to the Ribbon head of APAC Channels

 EDUCATION AND EXPERIENCE:

• Bachelor’s or master’s degree in engineering or business.
• Cisco IP Certification or Equivalent IP background is desirable
• At least 5 years’ experience as a Channel Manager in the Carrier and Enterprise voice domain with a track record of success, preferably with an Enterprise voice equipment company or telecommunications service provider. Experience of IP Networking products preferred.
• Fundamental understanding and current knowledge, and experience in IP voice.
• Aptitude for problem solving; ability to determine solutions for customers (consultative sales approach).
• Must be results-oriented and able to work both independently and within a team environment, and related applications or use cases.

• Strong commercial skills and experience with negotiations, have the right mix between a hunter and a farmer type of sales manager.
• Excellent team player looking to make a real impact with good communication and interpersonal skills.
• Proven ability to present at both technical and decision-making levels appropriately, articulate benefits, and value propositions accordingly.
• Existing network of channel contacts – an important advantage
• Experience with Critical Infrastructure, Utilities, and transportation networks – an advantage.
• Must possess excellent verbal and written communication skills. 
• Proficiency in using Microsoft Office Suite applications and Salesforce.

Languages:

• Fluent in English, both verbal and written. Additional languages are an advantage.

The successful candidate must be eligible to work in Singapore or Malaysia.

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'