Channel Sales Manager, Philippines

From the bustling streets of Tokyo, to the quaint local shops in London, we make your everyday purchases simple and seamless. Ingenico is not just a company, we’re the invisible link that connects you with the things you love. We're not just for the big players - we aim to cater to everyone, including retail, banks, payment companies and more! Innovation is the heart of our culture and fuels our drive to shape the future of commerce. We're sparking change and crafting cutting-edge solutions for a global audience. At Ingenico, we stand for trust, sustainability, and empowering and developing our employees.

Whether you're skilled in software development, product management, sales, or finance for example, we invite you to join our teams. If you're eager to leave your imprint on the fintech world, we're committed to helping you make it happen.

KEY RESPONSIBILITIES:

Chanel development strategy

• Focus on enhancing relationships with customers and channel partners, to promote the adoption and sale of Ingenico’s products and solutions
• Review addressable markets and Ingenico value proposition and define Channel sales priorities based on market conditions, solution readiness, and business value
• Map players, ecosystem, and existing relationships
• Formulate and drive the business development strategy and go-to-market principles to develop the channels in cooperation with the local sales teams
• Work with the product, sales and marketing teams to help guide product and solution offerings that are fit to develop with the target channel partners
• Analyse and set pricing guidelines to meet revenue and profitability goals

Partner recruitment

• Screen potential business partners by analysing their market strategies, needs, goals and potential
• Identify key targets in the primary markets (verticals, countries) focusing on the key growth opportunities
• Engage with prospective partners to create opportunities and understand decision-making processes
• Build alliance business cases (partner value, incremental revenue, and resource requirements)
• Qualify and secure business opportunities, manage full sales cycle up to closing
• Prepare proposals to target partners that are quantifiable, defensible and focus on value proposition
• Review and approve direct partnership requests coming through the Group Partner portal or campaigns

Partner management

• Build, maintain, and manage long-term professional relationships with current and prospective partners
• Proactively lead a joint partner planning process that develops mutual performance objectives
• Work with partners to develop sale proposals, quotations, and pricings for the end-users
• Ensure partners are continuously kept fully abreast of Ingenico capabilities and offerings
• Assess, clarify, and validate partner needs on an ongoing basis, work with partners to develop solutions that answer their business needs and can help grow overall Ingenico business pipeline
• Coordinate the involvement of relevant Ingenico teams, including support, service, and management resources, in order to meet partner expectations and performance objectives
• Drive adoption of B&A Channel Partner programs and agreements
• Manage potential channel conflicts (direct/indirect or between partners) by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Evaluate partner performance and recommend improvements to optimize partner management activities
• Address partner related issues, sales conflicts and pricing issues in a timely manner.

Working with the organization

• Maintain continuous interactions with region Marketing and Sales teams to ensure converged sales strategy
• Provide monthly reporting and forecasts on opportunities and pipeline, ensure accuracy of SalesForce data relating to all partners and opportunities
• Support the Southeast Asia Sales teams as required in the end-to-end sales process of Ingenico’s future Payments Platforms as a Service solutions

Other

• Maintain extensive knowledge of current market conditions (industry trends, market drivers, competition, innovation) and share relevant market data with APAC teams
• Deliver effective presentations and business reviews to management as required
• Ensure compliance with Ingenico values, policies and standards, and with all local statutory requirements.
• Assist in partner marketing activities such as tradeshows, campaigns and other promotional activities.

SKILLS/COMPETENCY SPECIFICATION

Competency/Skill requirements:

• Experience selling IT/technology services and solutions with a good understanding of the payment industry
• Strong sales and marketing experience with proven aptitude in commercial negotiation and closing at all levels of management, including in multi-country business organisations
• Experience building and cultivating relationships with strategic external partners
• Proactive and creative approach to sourcing new clients
• Ability to communicate effectively with clients to identify needs and propose solutions both from a technical and business stand point, translating technical language to non-technical audiences
• Experience developing a pipeline and working it to increase win/loss ratios and closure rates
• Business insight and strategic vision, with an ability to understand, analyse and manage complex subjects
• Ability to develop client pitch decks and proposals from scratch and communicate compelling messages

Behaviour skills:

• Self-starter able to manage priorities and work with a high degree of autonomy in a matrix organization
• Strong ability to coordinate effectively with people (internal/external) across geographically diverse cultures
• Excellent client facing skills and able to be credible to the key client contacts and decision makers
• Great ability to lead and execute project plans
• A strong team player and contributor to the success of the team

Languages :

• Excellent communication and presentation skills (both written and oral) in English are required. Other regional languages are a plus.

Education qualifications / Experience requirements :

7+-yr experience in sales and marketing in technology/services environments

As part of our values, we embrace diversity and inclusion at Ingenico. We are an equal opportunity employer and do not discriminate on the basis of an individual's race, national origin, color, gender, gender identity, gender expression, sexual orientation, religion, age, disability, marital status or any other protected characteristic under applicable law, whether actual or perceived.

Ingenico welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

We want to adapt our processes and create a safe work environment that welcomes everyone.

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