Bukit Merah - Regional Director of Sales and Partnerships

This role involves both strategic oversight and hands-on leadership to drive growth and success.

Responsibilities

Strategic Leadership:

• Collaborate with the regional leadership to craft and implement a comprehensive sales and partner strategy tailored to the APAC market.
• Set ambitious targets and develop actionable plans to increase market share and achieve revenue goals.
• Ensure that SHI's key investment areas and areas of competitive advantage are at the forefront of key Go-to-Market messaging, from a marketing and sales engagement perspective.
• Act as a local brand ambassador for SHI in the APAC region, building the overall visibility and quality of messaging to customers and partners.

Team Development:

• Recruit, mentor, and develop a high-performing sales and partner management team.
• Provide ongoing coaching and professional development to enhance team capabilities and foster a culture of excellence.
• Identify areas for operational improvement in the sales and partnership processes and engagement model to deliver productivity improvements.

Sales Strategy Execution:

• Lead the sales team in executing a solution-selling approach that emphasizes SHI’s value propositions.
• Work closely with sales managers and their teams to target new accounts, increase wallet share, and convert leads into long-term customers.
• Ensure the right training and development is delivered and successfully utilized to ensure all staff members are capable of delivering key messaging to both customers and partners.

Partner Alliance Management:

• Establish and nurture strategic partnerships with selected key vendors and partners to align business strategies and drive joint initiatives.
• Ensure that operational processes and associated tools deliver operational excellence and high customer satisfaction across all partnerships, irrespective of size.
• Act as an ambassador and point of escalation for partner-related matters, ensuring alignment and effective collaboration.
• Align with SHI PPSS organization, where relevant and possible to adopt similar practices, processes, and tools to support the reporting and performance of partner relationships.
• Ensure that the teams stay up to date with key new market trends and associated new technology partnerships.

Performance Management:

• Monitor and exceed monthly and quarterly sales metrics, including certifications, customer engagements, and technology standards.
• Conduct regular performance reviews and 1-2-1 meetings to set objectives, address challenges, and identify development needs.
• Ensure the global standards and tools SHI are investing in globally are being effectively implemented and utilized in the APAC region.

Market Analysis and Planning:

• Analyze industry trends and whitespace data to identify growth opportunities and refine sales strategies.
• Develop and own go-to-market strategies, outlining target customer segments, product offerings, and promotional activities.
• Identify specific measurable areas for market growth, either based on territory, customer segmentation or specific technology focus areas.

Relationship Building:

• Build and maintain strong relationships with senior IT and business executives to ensure customer satisfaction and long-term partnership.
• Replicate these same principles across key strategic partnerships.
• Lead business reviews and strategic planning sessions with partners and key accounts.

Financial Management:

• Optimize partner programs, manage financial incentives, and strategize around re-investing funding to maximize profitability and drive growth.
• Meet assigned targets for profitable sales volume, market development funds (MDF), and strategic KPIs.

• A minimum of 5 years of enterprise sales experience and 5 years in a sales management role, with proven success in achieving sales targets.
• A minimum of 5 years of Director experience in IT Channel sales.
• Demonstrable track record in partner/alliance management and building strategic relationships.
• University Degree or equivalent experience in an accredited university.

• Strong experience in defining and executing sales strategies within the IT industry.
• Established reputation within the IT industry as a forward-looking leader
• Excellent leadership and team development skills, with a proven ability to motivate and inspire high-performing teams.
• Superior communication and relationship-building skills, capable of engaging with senior executives and partners.
• Strong planning, organizational, and analytical skills with a focus on business acumen and strategic decision-making.
• Passion for technology and innovation, with the ability to lead discussions and initiatives without needing to be a subject matter expert (SME).

• This role requires flexibility in working hours to accommodate international collaboration and occasional travel to SHI office locations as needed.
• The candidate must be adaptable and prepared to work outside of standard business hours to meet business needs and objectives.
• Compensation will be commensurate with the experience and education of the candidate.