The Technical Partner Manager is responsible for co-ordinating the development of the technical relationship between Company and a number of nominated channel partners. This is a highly influential role, working closely with channel development and sales counterparts to nurture and exploit the capabilities of the technical resources within the nominated channel partners. The role holder must be results driven, customer focused, technically knowledgeable, and skilled at building internal relationships and external partnerships.
The overall responsibilities of the Technical Partner Manager are to provide enablement and development of the pre-sales technical individuals within our key channel partners. The TPM is also responsible for working closely with all other sales, SE and PS organisations to ensure we achieve a co-ordinated approach to channel development.
Specific areas of Responsibilities:
Enablement of pre- and, where appropriate, post-sales technical individuals in line with both our global and local partner strategies
Work with channel development, channel marketing and sales functions to develop and execute a co-ordinated approach to partner development
Be actively involved in guiding Partners to shape, create and deliver compelling Customer Demand generation activities, leveraging channel sales and marketing when appropriate
Work with the channel partner training team to ensure alignment of enablement activity with the corporate training and certification curriculum
Collaborate with other TPMs at the Area and Geo levels to ensure comprehensive and consistent delivery of enablement activity
Ensure the enablement and development activities across nominated channel partners align with our strategy and vision
Provide appropriate and timely reporting of activity and achievements to next level of management and above, as required
Actively engage our SE and PS teams in enablement and development activities to foster a sense of community and team spirit
Create and execute a comprehensive set of workshops that meet the needs of local channel partners
Share workshop content with peers across APAC to ensure efficient re-use and enable the co-operative development of material
Engage subject matter experts from the wider SE and CSE teams to support the delivery of enablement activity
Attend Quarterly Business Reviews and lead the discussion around technical status (education, gap with Company Partner Program and actions plan)
Innovate, create and execute events and activities that supplement the core enablement activity when the need for such is identified
Presenting and explaining our value proposition at both the technical and the management level within nominated channel partners
Measure the skill level and the self sufficiency of the nominated channel partners on a regular basis via a scorecard and in conjunction with sales and PS functions and take actions based on this assessment to improve it if necessary
Articulate our value proposition across a wide range of individuals and job functions within nominated channel partner staff including pre- and post-sales, sales and technical and business leadership.
Be an advocate of Company to channel partners and vice-versa
Strong verbal and written communications skills, including presentation skills.
Strong organisational skills
Ability to work collaboratively with employees within department and across functions.
Must have an aptitude for understanding how technology products and solutions solve business problems.
Must have a good understanding of all aspects of public cloud technology and Vietnam public cloud market.
Ability to build relationships and exercise influence with individuals in external organisations.
Management and Interaction:
This individual uses their management and technical skills to contribute to the development of company objectives and principles, and to develop channel partner relationships in creative and effective ways.
This individual manages the coordination of activities for a specific geographic region.
May act as an advisor or subject matter expert to sales Areas.
This individual must effectively work with, and influence senior internal personnel within the function, peers in other functions, and has direct channel partner contact.
Has the ability to gain cooperation of others through leadership, mentoring, management and interpersonal skills.
Education and Experience
A minimum of 10 years of experience as an individual contributor within IT
A Bachelor degree in in Electrical Engineering, Computer Science; or related fields is desirable
Experience which demonstrates a significant level of expertise in technical specifications required to articulate the value of Company products and services is required
Experience work with, or within Channel Partners or Systems Integrators highly desirable
Ms. Van Anh – email@example.com – Phone number/Zalo: 0935059669