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Distribution Account Manager
2 months ago
The EME-APAC Channels Team is seeking a dynamic Distribution Account Manager to accelerate revenue growth through partners in Australia & New Zealand. As a quota-carrying, revenue-producing role, you will be responsible for fostering and managing mutually beneficial relationships with our Distributor and a defined portfolio of partners in the ANZ market.
Key Responsibilities- Analyze assigned territory to identify coverage gaps and recruit, onboard, and enable sales-driven resellers in ANZ together with our Distributor based on aligned business priorities with the SAS ANZ leadership team.
- Understand partners' business models and prepare business cases to incent partner investment.
- Build strong relationships with key stakeholders from distributor and resellers ensuring significance and commitment for their partnership with SAS.
- Set sales targets and key result areas for partners appropriate to the market opportunity & business plan, ensuring coverage across partner portfolio is sufficient to meet/ exceed assigned channel sales target and objectives.
- Execute and support partner initiatives, demand generation programs, timely renewal by working with Distributor, Customer Advisory, Marketing, Customer Success and Education teams etc.
- Ensure compliance and data integrity of partner-driven opportunities and engagements.
- Hands-on experience of recruiting, enabling, and managing high-performing partners (i.e. resellers/ distributors) in ANZ market.
- Track record of achieving sales targets through and with partners.
- Sound knowledge of partner business models, channel sales policies and procedures.
- Ability to develop and execute joint business strategies with partners to expand a software company's share of wallet.
- Excellent pipeline management skills; ability to lead and coach partners to develop pipeline, ensure forecast accuracy, and close deals in a timely manner.
- Experience of front-facing clients in ANZ market, inspiring trust and securing buy-in with strong influencing skills and executive presence.
- Ability to travel as per business requirements.
- Bachelor's degree in business or related discipline (MBA preferred), and/or the equivalent in training and related experience.
At SAS, we believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and it's essential to who we are. To put it plainly: you are welcome here.
