Channel Program Manager

 Looking for Channel Program Manager, || Experience 10+ years || Contact us at surendra@pivotal.associates     || H/P: +65 9165 5825

 

Job Title: Channel Program Manager

 

What’s on offer:

 

Opportunity to join the incubation team for an exciting game changing start-up Cloud fabric fiber operator in Asia which backed by a large global PE fund with+30B USD in digital infra investments globally and a world class management team.

 

About the Company:

 

Company is a network infrastructure platform set up by I-Squared Capital, a global infrastructure- focused private equity fund. The mission of Company is to create a digital native and market leading network platform-based business, built on asset acquisitions roll up and business transformation strategy.

 

Our client infrastructure platform is built to solve the hyperscale demands and quality network infrastructure issue in emerging markets. We are the winner of the 12th Aegis Graham Bell Awards in the category of Digital Transformation for Telecom. A few things that sets us apart:

 

v  Trusted by hyperscalers and several Fortune 500 companies for high-quality resilient network

v  Network platform built ground-up using next-generation technology with no legacy to hold us back

v  Superior utility-grade fiber network ensures 100% uptime, flap and latency guarantees, allowing businesses to deliver a superior end-user experience

v  Powered by software-defined architecture, our on-demand platform allows businesses to quickly connect, scale and dynamically manage their network

v  Led by industry leaders from diverse technology backgrounds, Company has adopted an innovator mindset to solve the pain points of traditional networking

 

Overview & Role description:

 

We are looking for a talented Channel Program leader to build, launch, and run the Channel Partner Program for our NaaS (Network-as-a-Service) platform. The NaaS platform will enable Company’s customers to order, provision & monitor networking services orchestrating the full B2B customer life cycle. The platform is the customer touchpoint for our whole portfolio of networking solutions including third-party value-added service via partners.

 

You are a key member of a global product & marketing organization helping to bring to life the vision & strategy of a successful NaaS platform. This is a unique opportunity to play a key role in an incredibly fast growing business. The ideal candidate is experienced in building partner programs, and has a proven ability in managing Channels in the Cloud ecosystem.

 

The Channel Program Manager plans, organizes and executes programs — while supporting channel partners — that create relevant two-way interactions with indirect local buyers and customers to inform and influence their buying decisions and broader relationship with Company.

The Channel Program specialist is aligned across segments, markets, country, or cohort of these, and paired with channel sales teams and partners to support the attainment of annual channel sales revenue objectives.

 

The role also partners with demand marketing function to create and deliver channel marketing plans that deliver maximum impact through a combination of tailored global and new market-specific activities.

 

Primary responsibilities and accountabilities:

 

• Design, build and manage Partner Programs including the Program Guide, MDF Program, Reseller, Services, Alliances, Deal Registration Program, etc.

• Design, build & launch partner portal.

• Design & launch field enablement on Partner Program, Rules of Engagement, Deal Reg, How to Partner, etc.

• Create channel marketing plans that help local channel sales and partners achieve a healthy pipeline

• Build comarketing plans with designated partners in support of revenue targets in line with local marketing plans

• Understand local partner requirements for program localization and local execution support

• Support collection and analysis of indirect buyer insights and audience segmentation into roadmap for the Channel Program.

• Work with partners to deliver high-quality, localized marketing activities that drive targeted demand generation

• Develop and manage local partner engagement activities (e.g., partner events, local launch execution, to-partner communications, partner training, partner webinars)

• Actively seek and create local joint customer success stories to demonstrate best practices and strong partner relationships

• Work cross functionally with sales operations, marketing, finance, enablement and technical teams to secure, operationalize and manage all the committed benefits to the partners.

• Measure, analyze, and report on local channel marketing pipeline-building activities to determine their contribution to pipeline health and evaluate marketing effectiveness/ROI

• Establish and track metrics of the Channel Program and run a quarterly compliance process

 

 

Education

• Bachelor’s degree required

• MBA preferred

 

Background/Experience

 

He/She needs to be a self-starter with ‘growth mindset’ to be able to take up ‘industry first’ challenging assignment with the approach of a ‘entrepreneur-manager’ (do-what-you-have-to-do, v/s to do- what- you- have- to be -told to do)

 

• 8-10 years partner management, sales, business development, or partner channel development in the technology industry

• Three or more years working in channel program and supporting partners in the Cloud space

• Hands-on experience building and managing partner program in Cloud space

• Marketing experience and a strong understanding of indirect B2B channels

• Track record of success in all key areas of responsibility

• Proven experience working successfully with sales teams

• Product-Led Growth mindset keeping customer at the center of everything

• Never afraid to question notions or beliefs of how things should be done

 

Technologies Supporting The Role

 

• Sales force automation systems

• Marketing resource management

• Productivity applications (e.g., Microsoft Office)

• Channel marketing and management

• Channel incentive management

• Partner relationship management

• Tools for partners (e.g., partner portal, learning management system, lead management)

 

Success Metrics

 

• Annual Channel Sales targets

• Channel fund (e.g., MDF, co-op funds, launch funds) utilization and ROI

• Partner adoption of campaigns and assets

• Number of partner-generated leads

• Contribution to channel pipeline

• Deals registered from channel-marketing–influenced programs

• Lead performance by partner

• Partner adoption of channel campaigns, activities, assets, and tools

Global HRIS and Operations Manager – Mexico/India

Looking for Global HRIS and Operations Manager, Location: India or Mexico || Experience 10+ years || Contact us at surendra@pivotal.associates     || H/P: +65 9165 5825

 About Client

Our Client is an innovative, global leader in Enterprise Data Management. With smart and powerful resources like our award-winning software platform and premier consultants, Our Client helps the world’s top enterprises create unique advantage and value with their data. Whether the goal is bringing new products to market faster, accelerating time-to-value for a new ERP system or corporate acquisition, powering new AI/ML initiatives, or increasing profitability by eliminating inefficiencies, Our Client ensures your business’s data is a high-performing and trusted asset. Our Client is also a preferred data solution used by the world’s top system integrators, and a portfolio company of Bridge Growth Partners LLC. Headquartered in Boston, Massachusetts with offices in 25 countries around the world, Our Client operates in all global regions and industry verticals, and maintains a 100% client success rate across thousands of complex data projects and initiatives. We live by our Core Values which are Think Big, Be Curious, Take Action, and Stronger Together.

 

The ROLE

Reporting to the Chief People Officer, the Global HRIS and Operations Manager, is a key member of the Global HR leadership team committed to the highest level of customer service and data integrity, supporting a fast-growing company. They will own and drive all HR data operations activities while leading initiatives aimed at improving operational efficiency and productivity of our systems. The role will support HR business processes as well as develop solutions that support the organization's strategic objectives through dashboard analytics to support decision making, quality data management and system controls, process evaluation, and technical development. The Global HRIS and Operations Manager will be a key collaborator supporting the HR intersection points across all areas of the business and systems, serve as a liaison to IT, Finance and third-party vendors.  As a leader, they will provide management to direct and indirect HRIS team members to ensure data governance and data quality.

 

Preferred Location – India or Mexico

 

WHAT YOU WILL DO

The Global HRIS and Operations Manager will be responsible for leading and managing the design, testing, configuration and maintenance of SuccessFactors Recruiting, Onboarding, Employee Central, Performance and Goal Management and Analytics.

• Manage and drive operations necessary to ensure global core data quality, data structure integrity, and operational efficiency of HR systems in a fast-paced, matrixed organization to support the business
• Organize, prioritize, and rationalize recommendations in the design, development, and automation of HR business processes to support company objectives and ensure that any new business solutions can be supported and integrated with third-party systems as needed
• Implement process change management across the company to drive HR data integrity, quality, reliability and accountability with continual inspection and validation
• Develop, maintain and audit workforce analytic reports, dashboards, metrics and trends to enable recommendations to the Executive Leadership team and the Board
• Collaborate with Regional HR Leadership, IT, and other stakeholders to identify data needs and user requirements, assess available technologies, recommend and implement solutions, and drive change management and adoption
• Manage SuccessFactors projects to ensure functionality is developed in a way that complies with business requirements, established methodologies, and the security of sensitive information using best practices
• Subject matter expert that leads the team to troubleshoot functional problems in SuccessFactors and SAP HCM modules and other application software
• Initiate, research and resolve HRIS problems such as mass updates of data, process flaws, data discrepancies and recommend solutions to meet business needs
• Accountable for SuccessFactors and SAP configuration changes for production support, enhancements, upgrades or quarterly releases
• Direct the business process analysis, creation of business requirements documents, and testing for projects and all system changes
• Develop business relationships and integrate system activities with other departments to ensure successful implementations, efficiencies and stakeholder support

 

WHAT IT TAKES

• Bachelor’s degree preferred in fields such as data analytics, computer science, business administration, or HRIS 
• 8+ years of hands-on team leadership/management experience and the configuration and support of HR systems, preferably SuccessFactors modules Employee Central, Recruiting, Reporting, Onboarding, Performance and Goal Management and Analytics
• Champion HRIS change management activities to drive maximum benefits, usage, and operational discipline
• Ability to translate complex information into actionable reporting and insights to support decision making
• Curiosity, strategic thinking, planning and operational implementation skills with attention to detail
• Strong business acumen, analytical, and qualitative skills along with robust excel knowledge
• Excellent problem-solving abilities, good business judgment and strong customer focus
• Proven ability to lead a project team and work independently, a self-starter and quick study
• Working knowledge of benefits, payroll, compensation, and other HR disciplines
• Strong interpersonal skills with the experience preparing content and messaging for an executive audience
• Comfortable reviewing and understanding country specific laws and business needs impacting system configuration

 

WHAT WE OFFER

• Trust that you are good at what you’re doing. At Our Client you will find a supportive environment and access to learning tools, but micromanagement is not our thing.
• Growth. We are growing rapidly and steadily solving the biggest challenges enterprise companies are faced with today. There was never a better time to join and grow with us. Most importantly you will have the chance to shape our journey and share in our success story.
• Support. We all rely on each other and enable each other to be successful. You won’t stand alone.
• Curiosity and genuine interest in you. We all have our different stories, all equally fascinating with each depicting a different journey and we want to hear them all.
• Recognition. We are the sum of individual achievements and we always take the time to celebrate them.
• An open organisation. Hierarchies are not our thing and access is something we make sure of across the board. We are a family where everyone is just as important, everyone’s work is seen and ideas valued.

 

Pre Sales/Sales Engineer (SEA) - Singapore

 Are you from UVCP, IVMS, ITMS technology here is the role

Looking for Pre Sales/Sales Engineer (SEA), Location: Singapore || Experience 10+ years || Contact us at surendra@pivotal.associates     || H/P: +65 9165 5825

Pre Sales/Sales Engineer - Territory – SEA

Our Client, a Pioneer in providing Unified Video Computing Platform powered by Artificial Intelligence & Deep Learning. Our Client has been ranked #1 Video Management Software provider in India, and among the top 5 in Asia (OMDIA Informa Tech 2021)

Our Client Unified Video Computing Platform (UVCP™) helps make sense of surveillance, by providing with an end-to-end solution for a wide range of applications such as Intelligent Video Management Software (IVMS), AI powered Video Analytics, Intelligent Traffic Management Systems (ITMS), Facial Recognition and various other video forensic & investigation tools. The platform is powered by our Artificial Intelligence and Deep Learning engine, which is trained on humongous data sets, making our solutions incredibly robust and smart. All our products and solutions are integrated yet modular, ONVIF compliant, OS and hardware agnostic, scalable and interoperable.

We have built a complete ecosystem of strategic partnerships with System Integrators, Consultants and OEMs, always supporting them with our high-performance teams and world-class service.

As a part of business expansion Our Client is looking for an experienced Pre Sales/sales Engineer for the territory of Southeast Asia & ASEAN. The position is based in Singapore.

The Pre Sales/Sales Engineer will be a member of global pre-sales team and would be reporting to Regional Manager/Director of SEA region.

 

Responsibilities

 

The role contributes to the business by being responsible for the technical aspects of the sales cycle, transmitting knowledge and information about Our Client Products & Solutions to its partners, consultants & end users.

As holder of the position, he/she will be responsible for providing pre & post-sales support to partners/end users etc. This involves preparing response to RFPs/RFIs, providing proof of concepts/demos and engaging with partners & customers for designing the optimum solutions.

More specifically the work will involve but not be limited to the below:

•               At all time support and work in close conjunction with Regional Manager/Director.

•               Making customers visits, conducting product demonstrations, PoCs and installations.

•               Supporting the sales organization in tender and RFP/RFQ process and answering project related questions.

•               Helping the sales organization to qualify tenders in order to select projects

•               Continuously keep the technical knowledge up to date on the latest products

•               Work with the central pre-sales organization and develop written pre-sales material of technical nature, both in the form of articles and PowerPoint presentations (incl case studies).

•               Helping sales organization & partners to increase knowledge about the Our Client portfolio.

•               Conducting partner trainings/solution seminars etc. to increase awareness & knowledge transfer.

•               Follow-up on set KPI's related to the function and offer a contribution to reach the target set for the region.

 

Qualifications

•               Engineering graduate in computer science/equivalent

•               6-8 years of experience in pre-sales/solution designing/product support for similar products.

•               Experience in Video Security & Surveillance Industry will be an added advantage

 

Regional Manager/Director (SEA) - Singapore

Regional Manager/Director (SEA) - Singapore

Looking for Regional Manager/Director (SEA), Location: Singapore || Experience 15+ years || Contact us at surendra@pivotal.associates     || H/P: +65 9165 5825

 

Regional Manager/Director - Territory – SEA

 

Our Client, a Pioneer in providing Unified Video Computing Platform powered by Artificial Intelligence & Deep Learning. Our Client has been ranked #1 Video Management Software provider in India, and among the top 5 in Asia (OMDIA Informa Tech 2021)

 

Our Client Unified Video Computing Platform (UVCP™) helps make sense of surveillance, by providing with an end-to-end solution for a wide range of applications such as Intelligent Video Management Software (IVMS), AI powered Video Analytics, Intelligent Traffic Management Systems (ITMS), Facial Recognition and various other video forensic & investigation tools. The platform is powered by our Artificial Intelligence and Deep Learning engine, which is trained on humongous data sets, making our solutions incredibly robust and smart. All our products and solutions are integrated yet modular, ONVIF compliant, OS and hardware agnostic, scalable and interoperable.

 

We have built a complete ecosystem of strategic partnerships with System Integrators, Consultants and OEMs, always supporting them with our high-performance teams and world-class service.

 

As a part of business expansion Our Client is looking for an experienced Regional Manager/Director for the territory of Southeast Asia & ASEAN. The position is based in Singapore.

 

The Regional Manager/Director will be a member of Global Sales & BD Team reporting to VP of Sales & BD. The Regional Managers will be a P&L head, responsible of business development, sales & marketing of Our Client products in the assigned territories through channel development, consultant & end user relationships and other stake holder relationships.

 

Responsibilities

 

▪ Build Our Client business grounds up in the assigned territory.

▪ Achieve assigned growth targets and KPIs.

▪ Provide regional business leadership

▪ Execute the Our Client Channel Partner Program

▪ Promote and develop a value selling culture

▪ Deliver sales revenue on budget objectives

▪ Analyse and report the market intelligence.

▪ Perform other related tasks as assigned from time to time

 

Tasks

▪ Sales budget development, tracking and delivery on budget.

▪ Expense budget development, tracking and delivery on budget.

▪ Ensuring Monthly sales team pipeline discussions and associated reporting.

▪ Sales revenue forecast management and reporting (90-day, 30 day, bi-weekly updates).

▪ Frequent field travel to ensure visibility, channel & other stake holders’ relationship.

▪ Ensuring field interaction with the eco-system.

▪ Ensuring field interaction with A&E and consultant community.

▪ Education, promotion, and adoption of channel partner program strategies in the field.

▪ Review and approval of project registration and deviation process/documents.

▪ Interaction with pre-sales engineering on pilot approvals, on-site assistance, and related issues.

▪ Follow up with post-sales on outstanding, stranded or strategic support issues.

▪ Global interaction on strategic or large project support issues.

▪ Assistance with overlay events that are not specific to regional field sales territories – National tradeshows, company events etc.

▪ Actively working to streamline process and empower sales team success.

▪ All other duties as assigned periodically by the manager.

▪ Expected travel time for this position is approximately 60% annually.

 

Professional Qualifications:

 

▪ Minimum Graduate (Engineering Preferred) with Degree or Diploma in Business Management,

▪ Minimum 15+ years field sales and/or sales management experience

▪ Exposure & Experience in Video Surveillance & Security Industry (preferably direct product companies) in the region with established contacts.

 

Preferred Skills:

▪ Hands on tactical

▪ Detailed

▪ Proficient in Microsoft Excel, Word, Power Point and Outlook

▪ Process minded

▪ Structured

▪ Problem solver

▪ Strong negotiation skills

▪ Ability to manage through a strategic outlook

▪ Fluent in the technology of virtual communications

▪ Excellent public speaking ability

▪ Ability to operate on a remote basis

▪ Awareness in the industry of market intelligence

▪ Ability to close large projects

▪ Competitive, goal-orientated drive

▪ Ability to motivate and coordinate in fast paced industry

▪ Ability to exercise discretion and independent judgement with important matters

▪ Upholds organizational values