Sr Sales Manager Partner & Alliance - Ekahau

Sales Chiyoda-ku, 2-2-2, Kaji-cho


Description

Position at Ziff Davis

Join our fast-growing team to help reshape the Wi-Fi industry and make products that enable great Wi-Fi experiences for everyone. We have over 15,000 happy customers and over 500 000 product users.

We are seeking a Sr Sales Manager Partner & Alliance in Japan to lead sales through the channel (VARs, SIs, and Distributors) and work closely with key alliance partners such as Cisco and HP/Aruba to drive activity throughout the region. This includes recruitment, contract execution, partner enablement, and go-to-market initiatives with Ekahau’s Reseller Partners (both existing and new), that will drive sales across Japan, and
potentially other APAC markets in the future. This position will be based in Japan and report to the head of APAC Sales in Singapore.

The Sr Sales Manager Partner & Alliance evangelizes Ekahau’s products, drives new sales, and develops joint marketing initiatives with partners. S/he is expected to develop highly productive reseller partner relationships, so that partners become self-sufficient in marketing and selling our products.

In this role, you will work in close collaboration with the sales and marketing teams to deliver high-impact business results. This individual will therefore have a significant opportunity to impact the growth, direction and future of Ekahau’s business, with a specific emphasis on driving go-to-market execution and measurable reseller sales.

Location: Tokyo, Japan

Essential Job Functions

• Identify and recruit new reseller partners in key markets through market analysis and cross-leveraging channel ecosystems of key alliance partners including Cisco and HP/Aruba.
• Coordinate and conduct sales training for partner on-boarding.
• Manage sales opportunities with all designated partners, providing accurate and up to date sales pipeline.
• Build and maintain quarterly business plans for top partner accounts.
• Development of territory plan including, but not limited to, documenting recruiting strategy.
• Assist partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources.
• Provide timely and on-going deal support to help close new opportunities at identified resellers including pricing requests, resource coordination, and other partner management activities.
• Drive marketing initiatives, go-to-market programs, and demand generation activities that will result in new reseller sales opportunities
• Proactively develop incentives or contests that will increase Ekahau’s consideration rate within the reseller’s sales force.
• Provide overall relationship management and act as the central point of contact for channel resellers and distributors.
• Work closely with Sales, Marketing and Engineering teams.
• Knowledge of Wi-Fi and prior working relationship with Cisco, Aruba, HPE and Ruckus is an advantage
• Be a key contributor to help define and scale the optimal channel partner program.

Qualifications, Requirements, & Skills

• Must be fluent in English and Japanese
• Bachelor’s Degree required. MBA a plus.
• Minimum 3-5 years of experience in Channel Sales field experience (Reseller, VARs, Distributors or other).
• Recent experience in software channel sales is mandatory, including knowledge of 2-tier (distribution) reseller models.
• Ability to quickly build relationships and garner attention both in person and on the phone.
• Knowledge of the Wi-Fi industry and recent experience with Cisco, HP/Aruba or related software sales experience.
• Strong working knowledge of business tools such as Salesforce.com & MS office.
• Excellent communication skills.
• Self-motivator and energetic personality.
• Must be comfortable with working independently, managing ambiguity, and able to work cross-functionally.
• Travel 50% to channel partner sites, customers, and events as required; this may include international travel to other countries in Asia Pacific as needed.