Senior Channel Sales Executive

Role Overview

Senior Channel Sales Executive at Tencent, Cloud & Smart Industries Group (CSIG). Location not specified in source.

Company Overview

Cloud & Smart Industries Group (CSIG) is responsible for promoting the company's cloud and industry Internet strategy. CSIG explores the interactions between users and industries to create innovative solutions for smart industries via technological advancements such as cloud, AI, and network security. CSIG drives the digitalization of retail, medical, education, transportation and other industries, helping companies serve users in smarter ways and building a new ecosystem of intelligent industries that connect users and businesses.

Role Purpose

Drive channel partner success and generate enterprise revenue by promoting cooperative selling, developing high-value customer relationships, and delivering Tencent Cloud's value proposition to key decision makers across strategic accounts and industry verticals.

Key Responsibilities

Partner Management

• Work with channel partners by promoting cooperative selling to the market.
• Understand customers' businesses and build relationships with key decision makers.
• Demonstrate solid knowledge of customers' positions within an industry or channel, partners' strategies, needs, and profitability drivers.
• Improve partner performance to enable best practices, training and support.
• Develop strategic Partner plans based on industry trending (FSI, Manufacturing & Energy, Pan-Internet, ISV) and customer analysis.
• Manage Partner sales life-cycle for all accounts.
• Work closely with the Solutions Engineer team in delivering and ensuring Partners are gaining high value from their investments.

Sales Execution & Pipeline Management

• Provide customers with Tencent Cloud's value proposition and directly lead key pipelines.
• Utilize networking and prospecting skills to generate leads and identify strategic solution based sales opportunities.
• Develop and manage high-value relationships with key stakeholders.
• Achieve and exceed sales goals, sustain revenue growth and provide recommendations to enhance account growth and revenue potential.
• Proven ability to grow revenue and manage accounts.

Account Strategy & Planning

• Preparation and execution of strategic account plans, status reports, sales and revenue forecasting and quota attainment.
• Partner with the Business Contracts Manager on contract negotiations.

Team Leadership & Support

• Provide leadership and guidance to other team members on enterprise accounts.
• Participate in providing input on sales and marketing collateral.

Product & Market Knowledge

• Become proficient in Tencent's cloud offerings, working to understand customers' needs and providing service solutions.

Qualifications & Experience

• 10+ years' experience selling IT and cloud services.
• Zero to one market, customer, or channel partner breakthrough experience.
• Experience selling at C-level and working with C-Levels in Partner organizations.
• Track record of accelerating overall business outcomes through work with partners (Consulting, Channel, ISV).

Skills & Competencies

• Exhibits "hunter" mentality and possesses outstanding ability to close sales.
• Outstanding presentation and communication skills; ability to communicate effectively and tactfully with customers and staff at all levels.
• Strong sensibility for technology and ability to solve customer-related problems in a positive manner.
• Strong in consultative and insight-based selling.
• Experience articulating complex solutions to decision makers and executives.
• Knowledge of Cloud, CDN, SaaS industry and internet space.
• Experience analyzing data, trends and the market to develop key selling points.
• Ability to work well in a team environment and build interdependent partnerships.
• Experience in problem solving, negotiation, and decision making.
• Diplomacy and comfort to manage complex partner conversations.
• Demonstrated aptitude to engage and influence C-level executives.
• Continually learning about new products, technologies, and communication skills.

Additional Information

Tencent is an equal opportunity employer that fosters an environment where every employee feels supported and inspired to achieve individual and common goals, believing that diverse voices fuel innovation and allow the company to better serve its users and the community.