Senior Channel Sales Manager

We're an ambitious, forward -thinking global business who build transformative solutions for our customers to deliver best -in -class sustainable mobility, connectivity, and technology solutions. We support our customers with a range of products and services to meet their needs. Since 1990 our ambition has never wavered. From humble beginnings, our vision and drive has seen us venture into new markets with confidence and stay ahead of market trends. Our mission is to help businesses of all sizes adapt to the future and take advantage of the opportunities that change brings. Sustainability is at the core of our offering. With our leading mobility, telephony and ICT solutions, we're committed to guiding businesses through technology transitions, building solutions for a more sustainable, connected future. This is where you come in. We are on a journey of growth. We pride ourselves on being at the forefront of technology innovation and we invite you along on this journey. The Telematics Channel Sales Manager Malaysia primary purpose is to identify, qualify and acquire new Channel Partners in Malaysia as required to support the Groups overall sales, revenue and growth targets and in line with the direction provided by Head of Telematics Key Role Functions and ResponsibilitiesIdentify and evaluate potential partners that could join our Channel Sales program. Whilst maintaining a sufficient pipeline of prospective partners to ensure sales targets can be met and these are qualified in terms of partner profile and potential.Develop partnership proposals with specific prospects covering partnership objectives, go -to -market approach, technical integration/product development, and incentives structures while considering strategic, commercial, technical, operational and financial perspectives of potential partners.Assist in the onboarding of any new Channel Partners helping to ensure a flawless onboarding experience.Build close relationships and coordinate with relevant and key internal resources that help to support any new channel partner being onboarded into the company's eco -system, in particular Operations, IT, PP management, marketing, operations, finance, order management and post -sales support.Routinely spend time on -site or virtually with your partners developing and fostering relationships with key resources and the company as well as agreeing and managing mutual expectations.Engage with our partners' leadership and operational teams to support them in defining strategic direction for their business, identifying new growth areas (geographical expansion, new product development, new business models), and enhancing their commercial and operational capabilities.Collaborate with the prospective channel partners to design, iterate, and evolve joint, yearly plans that address channel partner priorities with an eye to increasing overall value delivered and to expand the adoption and usage of our solutions.Help ensure your partners are well versed, up to date and capable in the specifying and understanding of our latest solutions portfolio through effective collaboration and training with the relevant departments.Drive coordination of technical resources both internally and externally as needed to close prospective partner opportunities. RequirementsExperience within channel sales and territory management in Telematics. Experience building and managing channel sales across Malaysia in support of company objectives.Experience building business and marketing plans designed to deliver alignment of key channel objectives and business goals.Strong technical acumen with proven track record of driving new partner acquisition, cross -sell, renewal and retention activities in support of the install base.Strong negotiation and account management skills across SMB and Large Enterprise partners and distributors.Must have experience in delivering sales training, selling methodologies, and channel acquisition plans in line with company revenues.