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)
At Singtel, our mission is to Empower Every Generation. We are dedicated to fostering an equitable and forward-thinking work environment where our employees experience a strong sense of Belonging, to make meaningful Impact and Grow both personally and professionally. By joining Singtel, you will be part of a caring, inclusive and diverse workforce that creates positive impact and a sustainable future for all.
Be a Part of Something BIG!
Are you a dynamic and results-driven professional with a knack for building strong partnerships and driving revenue growth? Do you have a passion for the telecommunications and ICT services industry? If so, we want you to join our team as a Channel Sales Manager!
Make an Impact by
- Achieving company’s financial objectives in Billable Revenue (BR) and Contract Value (CV).
- Building achievable Goal & Action Plans to Maximize Performance for Channel Partners
- Supporting channel partners initiaitves to defend, grow Growth Market Segment
- Focus initiatives to Grow New Logos
- Identifying Hidden Issues Impacting Partner Performance
- Virtual Sales Manager to Partner, Build Partner Sales Skills – from prospecting & sales Conversations to Negotiation
- Conducting Pipeline & Opportunity Reviews with Partners
- Prioritising Partner Sales Activities & Optimize our Support Resources
- Analysing Partner capacity to pinpoint activities to match recruiting efforts. Perform analysis of partner mix by product specialty and develop plans
- Analysing sales and industry trends and make appropriate recommendations to ensure long-range planning needs are met
- Maintaining a reliable communication mechanism with sales and product management departments to ensure efforts are in line with objectives
Skills for Success
- Min Degree in any field
- Min 5 years of experience in Sales and/or Channels
- Experienced in Channel/Agent Management
- Engaging Customers (including C-Level) for requirements and proposals
- Experience in working with various support teams in coming up with pricing, proposals
- Ability to identify opportunities and manage strong pipeline
- Basic Office Skills (Powerpoint, excel)
- Basic understanding of Telecommunications/ICT services
- Strong communication and presentation skills
- Confidence and ability to engage customers
Rewards that Go Beyond
- Flexible work arrangements
- Full suite of health and wellness benefits
- Ongoing training and development programs
- Internal mobility opportunities
Your Career Growth Starts Here. Apply Now!
We are committed to a safe and healthy environment for our employees & customers and will require all prospective employees to be fully vaccinated.