Job Role: Channel Sales Director
Organization: HCL Software - Business Partner Management
Geography: APJ
Location: Indonesia
HCL Software is a division of HCL Technologies (HCL) that operates its primary software business. We develop, market, sell, and support over 30 product families in the areas of Customer Experience, Digital Solutions, Secure DevOps, Security & Automation
The HCL Software Partner Account Manager is a key partner sales role in the APAC Business Partner Management. It is a function focused on selling HCL Software products to drive business growth and pipeline with our Partner Eco-system in support of the company's revenue goals.
Managing the named Business Partner Accounts, this role is responsible for the execution of the company's Business Partner strategy, developing plans focused on pipeline generation, marketing, and enablement, and driving alignment with Field Sales (Product Sales Specialists and Client Directors) and Marketing teams across country/region.
Maximize business value for HCL Software and Partners and Drive Growth:- Responsible for developing and growing New Software Sales Business for the country through Channel.
- Building a deep, more strategic, and sustainable business partnership with Channel Partners and increasing our market share against our competitors by building a joint go-to-market plan.
- Responsible for hunting New Software Opportunities for HCLSoftware Products - BigFix, AppScan, Volt-MX, Workload Automation, Unica, Commerce, Digital Experience.
- Implementing a structured, programmatic execution of Global Partner Program with the Named Partners.
- Developing strategies and leveraging company resources to generate incremental partner-originated pipeline (Existing New and Net New) to maximize sales volume and profit goals from the Partner Accounts.
- Effectively engaging and building collaborative cross-functional relationships with HCL SW - Product Sales Specialist team, Technical Advisors, Customer Success Managers, Legal, and HCL Senior Executives as required.
- Ensuring commitment from Business Partners for pipeline generation and revenue goals, focus and capabilities, across the Partner Sales Territory.
Minimum Required Qualifications
- Bachelor's Degree with 5+ years in a hunter software sales role, partner management, business development in Enterprise Security, Digital Transformation
- Should have existing relationships at CXO level with Channel Partners specialized Enterprise Security, Applications Development, Digital Transformation.
- Proven success in closing complex deals & technical understanding of Enterprise Software opportunities.
- Proven ability to manage partner sales relationships effectively at senior executive levels.
- Proven ability to work across culturally diverse teams to solve partner and customer issues
- Strong communication and presentation skills & good understanding of HCL Software business models.
- Deep understanding of Software Licensing business/sales model
- Experience driving partner led sales engagements
- Strong partnering, collaboration, and negotiation skills