Channel Director, APAC (BI)

Our client is a leader in the BI space and is one of the fastest-growing technology companies in the world, with more than 80% year-over-year sales growth reported in 2013.

As the Director, Channel VAR/Reseller, you will strategically and tactically drive sales through company's VAR channel in APAC; including Regional System Integrators and other Solution Providers. You’ll refine and bring leadership to the current channel model in order to achieve overall revenue and profitability objectives for the Company, and implement channel programs that allow the company to better leverage and enable existing partners (and recruit new ones!).

Some of the things you’ll be doing include…

• Develop, execute and own VAR channel strategies for the Annual Operating Plan in APAC.
• Drive the implementation of the Company’s Channel programs that account for geographical differences while also optimizing the channel mix across various target segments.
• Continue to build and evolve the channels organization from a structural and operational standpoint.
• Contribute to the overall strategic direction of APAC Sales as a key member of the management team.

• At least 7 years of channel management experience with focus on value channels. Experience with high value, SMB/SME products is a must.
• Should be an experienced leader who can take ownership and responsibility for a fast moving and growing team; you’ve worked in a Channel Sales/Development capacity in a rapidly growing technology company that achieved a successful outcome.  
• Strong stakeholder management and good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.
• Has successfully navigated of a $20M - $50M+ ramp; experience with channel organizations internationally; prior experience running an APAC coverage area is preferred.  Proven ability to significantly ramp revenue, and a record of managing organizations that deliver targeted sales and market share numbers.
• Has entrepreneur spirit and able to strategically identify and build relationships with appropriate channel partners including, Resellers, VARs, and other partners. Strong business skills; effective in “seeing” the customer’s/channel partner’s underlying business issues.
• Aggressive and with high energy yet “polished” and composed.
• Have excellent communication skills and know what to say and more importantly, how to say it.
• Effective in a dynamic environment, comfortable with environments lacking full definition, willing to take risks.
• Demonstrated track record as a top performer throughout your career and have worked at quality companies known for effective, best-practices channel organizations.