渠道销售经理 Channel Sales Manager

The Channel Sales Manager will be responsible for developing and executing channel sales strategies, managing channel partners, and driving revenue growth in the assigned territory. You will work closely with the solutions consulting team, marketing team, system Integrators, and partners to identify and pursue new business opportunities, establish, and maintain strong relationships with partners, and achieve sales targets.

渠道销售经理将负责制定和执行渠道销售战略、管理渠道合作伙伴、并推动指定地区的收入增长。您将与解决方案咨询团队、市场营销团队、系统集成商和合作伙伴密切合作，以发现和寻求新的业务机会，与合作伙伴建立并保持牢固的关系，实现销售目标。

Your Impact

岗位职责

61 Develop and execute channel sales strategies to achieve revenue growth targets in the assigned territory.

制定并执行渠道销售战略，以实现指定地区的收入增长目标。

61 Articulate solution business value to customers and lead solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service, and management resources to meet account performance objectives and customers' expectations.

向客户阐明解决方案的业务价值，并领导解决方案制定工作，以***方式满足客户需求，同时协调所有必要的公司人员的参与，包括技术支持、项目服务和项目管理部门，以满足客户的绩效目标和期望。

61 Demonstrate thorough understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.

充分了解客户的业务重点和计划。结合行业知识和解决方案知识讨论相关趋势和优先事项。

61 Have complete understanding of current usage of AspenTech software applications, white space, and competitive software usage within the Account.

充分了解艾斯本软件应用程序的当前使用情况、空白区域以及客户内的竞争性软件的使用情况。

61 Ability to challenge customers’ current way of doing business to drive results.

能够挑战客户当前的业务模式，以推动业绩。

61 Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within SalesForce tool.

负责管理SalesForce工具内的整体战略客户规划、机会管理、竞争性替代定位和渠道开发。

61 Build strong relationships with key partners and stakeholders and provide them with the necessary support and resources to ensure their success.

与关键合作伙伴和利益相关者建立牢固的合作关系，并为他们提供必要的支持和资源，以确保他们的成功。

61 Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.

响应RFP、投标准备、跟进、谈判和销售单子关闭。

61 Provide sales and executive management with account updates, sales forecasts, etc.

为销售和高管层提供客户更新、销售预测等。

61 Accurately forecast deals for current and future business.

为当前和未来的业务交易提供准确的预测。

61 Achieve aggressive sales quota.

实现竞争性的销售配额。

61 Ensure compliance with company policies, procedures, and guidelines.

确保遵循公司的政策、流程和指导方针。

What You’ll Need

岗位要求

61 Proven Industry software sales / channel sales experience in a consultative selling role.

在咨询销售岗位上有丰富的工业软件销售/渠道销售经验。

61 Proven track record of achieving sales targets and driving revenue growth through channel partners.

具有通过渠道合作伙伴实现销售目标和推动收入增长的良好记录。

61 Strategic sales or channel sales thinker - must be able to see how existing customer solutions can be repeated and leveraged within an industry sector.

是一位战略销售或渠道销售思考者-必须能够了解如何在行业内重复和充分利用现有的客户解决方案。

61 Demonstrated track record in solution sales with multi-year achievement against personal quota.

在解决方案销售方面有良好的业绩记录，多年来都能够达到分配给个人的销售指标。

61 Ability to work independently and as part of a team in a fast-paced, dynamic environment.

能够在快节奏、动态的环境中独立工作，拥有团队精神。

61 Proficient at establishing and cultivating "C" level consultative relationships.

精通建立和培养“C”级咨询关系。

61 Significant experience leading multimillion dollar sales campaigns.

具备主导数百万美元的销售项目的丰富经验。

61 Excellent written and oral communication skills.

优秀的书面和口头沟通的能力。

61 Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager.

具备自律和积极主动的能力，能够设定超出公司或经理期望的目标。

61 Travel is expected 50% of time.

预计有50%的出差。

Additional consideration for candidates with:

对具备以下条件的候选人的额外考量：

61 Bachelor’s degree in chemical, Industrial, production, or petroleum engineering, electrical engineering, automation etc.

具有化学、工业、生产或石油工程、电气工程、自动化等专业的学士学位。

61 Experience selling to customers in the Energy/ Petroleum/ Engineering/ Miners/ Mining/ Metal industry.

拥有向能源/石油/工程/矿产/采矿/金属行业客户销售的经验。

61 Familiarity with process simulation and modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.

熟悉流程模拟以及建模软件产品与服务、先进过程控制/实时优化、及工业制造执行系统以及计划与调度解决方案领域者优先考虑。

61 Knowledge of asset management and maintenance business processes.

具备资产管理和维护的业务流程知识。

61 Knowledge of Chemical production and supply chain business processes.

了解化工生产和供应链的业务流程。

61 Process industry knowledge.

具备过程工业知识。

61 Relative technical background is plus.

有相关技术背景者优先。

61 Fluent in English and Mandarin.

英语和普通话流利。