The Channel Head wins, maintains, and expands relationships with assigned channel partners. He/she is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents all of HCM suite of offering at Excelity (starting with payroll and associated point solutions) , to assigned partners based in Asia-Pacific.
The incumbent is a senior sales catalyst who can anchor & manage end-to-end Channel management across the identified countries in the region. A deep understanding of Channel qualification and pipeline management is required to maintain an optimal sales funnel mix. Ability to thrive in a multi-cultural environment will define success. The role will require extensive collaborate across multiple team spread across geographies and partners
Proactively recruits new qualifying partners
Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
Embeds himself/herself to be a part of the partner organization. Sells through partners to end users in coordination with partners
Establishes productive, professional relationships with key personnel in assigned partner accounts.
Leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Overseeing the Partner Enablement:
Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
Coordinates the involvement of Excelity’s channels constituents- Technology, product management and Channels Support Group, in order to meet partner performance objectives and partners’ expectations
Partner Account Management:
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
Ensures partner compliance with partner agreements.
Drives adoption of company programs among assigned partners.
Knowledge & Experience
Full understanding of Excelity Product Portfolio, including
In-Country payroll services & Multi-Country payroll services across APAC
SaaS/Cloud Based HRMS suite
Highly desired experience in HR Solution sales,/Payroll Service Providers/ HRMS or HRIS service providers.
Must have worked or covered broader ASEAN region; have strong, current relationship with, prospective clients in the defined territory
Strong domain expertise in at least one of the specialty areas. Demonstrated managing channels in HR Services will be an added advantage.
Strong MS Office and good presentation skills.
Should have demonstrated capability to initiate, manage and grow relationships
7 – 10 years, minimum, demonstrated selling success/track record selling HR technology to financial and technology partners
Ability to qualify deals in conjunction with Excelity’ s value proposition and channel partner’s needs
Ability to apply the firm’s positioning and brand strategy to all aspects of business development efforts
Negotiation skills with working knowledge of contractual/legal terms and conditions.
Should have an inclination to understand technology based solutions.
Experience in promoting team environment while leading & participating in complex channel sales
Role to be based in Philippines or Malaysia
Considerable travelling – 40%
Office work environment
Requires the ability to interact with others in multiple locations globally.
Occasional evening and weekend work to meet business needs
Frequent computer use at a workstation for extended periods of time
Send us your Resume
Insights and Resources
Technology is a great enabler;
organizations that combineHR
and technology seamlessly, will
outshine their peers