About the Role
The key role and responsibility of this role is to strategize and establish, develop, motivate and manage a quality channel partner network in assigned territory. You are overall responsible for the sales target as our sales go via our channel partner network and ensure we are successful in our Go-to-Market. You are to also manage the MarCom strategy and establish processes necessary to support your development of sales/ market and sales results.
Responsibilities:
- Achieve sales targets and YoY growth via SI and project-driven channel partner network.
- Hunt, develop and maintain a high-quality network of System Integrators and project-focused channel partners who will scale with us.
- Onboard, activate, motivate and manage SI partners across the full project lifecycle.
- Actively identify, qualify and drive new project opportunities together with SI partners, from lead generation to project closure.
- Develop SI partners to maximize their solution integration, project delivery and sales potential.
- Influence and develop annual partner Dobot strategy and project-based business plans.
- Regularly review SI partner business and project performance, conduct root cause analysis and implement corrective actions.
- Manage SI and distribution partnership contract negotiations and signing.
- Provide market and project intelligence, manage project pipeline, and conduct sales forecasting and reporting.
(中文)工作职责:
- 通过系统集成商(SI)及项目驱动型渠道合作伙伴网络,实现销售目标及YoY增长。
- 拓展、开发并维护高质量的系统集成商及项目型渠道合作伙伴网络。
- 在项目全生命周期内,负责SI伙伴的引入、激活、赋能、激励及管理。
- 与SI合作伙伴共同主动识别、筛选并推进新的项目机会,从线索获取到项目成交全程跟进。
- 赋能SI合作伙伴,最大化其方案集成、项目交付及销售能力。
- 参与制定并推动年度合作伙伴Dobot业务策略及项目型业务计划。
- 定期复盘SI合作伙伴业务及项目表现,进行根因分析并推动整改措施落地。
- 负责SI及分销合作伙伴的合作协议谈判与签署。
- 提供市场及项目信息洞察,管理项目管道(pipeline),并进行销售预测及报告分析。
Who we are looking for:
- Min. 5 years of experience in establishing, developing and managing channel partner network.
- Preferably from the automation or robotic industries.
- Ability to operate between hunting for new possibilities and farming existing customers and finding the required channel of partners to develop the business.
- Strong understanding of solution sales business and working with channel partners.
- Willingness to travel as needed (40-60% of the time).
