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Territory Sales Manager, Shanghai

KEY RESPONSIBILITIES & TASKS                               

  • Recruit competent partners that have a focus in selling licensed software
  • Work with Qonnect Partner Manager to enable the partners for Lead Generation, Selling and Implementation
  • Establish and perform targeted lead generation marketing events with named partners
  • Work with assigned BDR to set strategy and execute on that strategy for creating leads with Named Partners
  • Assist Named Partners, where needed, in the sales cycles to end user clients, utilizing the Partner Presales Engineer
  • Implement/introduce QlikView sales methodology to named partners.
  • Manage Partner pipeline and forecasts in salesforce.com and submit forecast weekly to management, ensuring to maintain forecast accuracy monthly
  • Present at external marketing events
  • Achieve or exceed quota and accurately forecast quarterly

KEY CHALLENGES IN THIS ROLE 
(key objectives and focus areas in first 6 – 12 months)
 
  • To bring on the right partners and focusing on top level partners, getting their mindshare and getting them productive asap

DIMENSIONS SPECIFIC TO THIS 
ROLE (scope/scale of role)
 
Key Stakeholders  
  • Regional Director, Greater China
  • Partner Managers
  • Alliance Director APAC

Geographical accountability/Region
  • China, East Region
 
COMPETENCIES & SKILLS
  • Excellent communication skills
  • Strong knowledge about IT industry structure in China
  • Understanding customers’ business problems
  • Presentation skill
  • Understanding information management including database
  • Experience in indirect selling through partners
  • Experience in generation of structured proposals

Qualifications and Experience
 
Qualifications
  • Bachelor equivalent mandatory
  • Master equivalent preferable
  • MBA advantageous

Languages
  • Business level proficiency in English & Mandarin mandatory
  • Other language skills are of advantage
 
Experience (technical, commercial, industry / product / functional expertise, etc.)
  • 5+ years experience in selling licensed software products to enterprise
  • Strong record of achieving revenue quota of at least $ 2 Million working with resellers
  • Contacts within resellers focused on Data Management, BI or Vertical solutions
  • Experience managing complex sales, with CCS (Customer Concentric Selling), in matrixed organisation
  • Knowledge in creating proposals with an understanding of revenue recognition and royalty structures
  • Experience in working with partners from recruitment to enablement to lead generation to closure of deals
  • Understanding of value of information to businesses and ablity to elaborate
  • Must have excellent communication, PowerPoint and presentation skills
  • Must be self starter and able to work independently within a matrixed organisation
  • Mobility - willing to make business trips to regions
QlikTech is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at QlikTech via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of QlikTech. No fee will be paid in the event the candidate is hired by QlikTech as a result of the referral or through other means.

*LI-MP

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About Qlik

Qlik is a leader in visual analytics. Its portfolio of products meets customers' growing needs from reporting and self-service visual analysis to guided, embedded and custom analytics. Approximately 40,000 customers rely on Qlik solutions to gain meaning out of information from varied sources, exploring the hidden relationships within data that lead to insights that ignite good ideas. Headquartered in Radnor, Pennsylvania, Qlik has offices around the world with more than 1700 partners covering more than 100 countries.