• Direct the activities and manage the performance of Channel Sales Executives/Managers within ASEAN, setting expectations and providing guidance and direction as needed.
• Determine proper channel coverage, compliance with policies, and VAR and/or VAD recruitment and on-boarding. Identify potential partners and negotiate partnerships.
• Act as a business consultant to help Key VARs and/or VADs set and drive their business strategy. Collaborate with internal and external business partners to build, maintain and implement business plans to support the sales effort.
• Responsible for maintaining the health of channel.
• Provide regular pipeline forecasts and business health checks to senior management.
• Coordinate with sales teams on reseller quotas, certification requirements, programs and policies. Devise process for managing qualification and distribution of leads to Channel partners
• Run and own QBR with VARs and VADs in order to recap past quarterly results and more importantly plan and drive alignment on strategies and tactics for the quarter ahead to meet Autodesk’s goals
• Own the quarter-end process with VADs to ensure that quarterly forecasts are met in each authorization while ensuring inventory is aligned with Autodesk's targets.
• Plan road shows and other events to build channel business and create marketing events to generate sales leads. Participates in Channel initiatives as required.
• Collect training needs of VARs and VADs; coordinate training scheduling and partner attendance to trainings in areas such as product training, sales training, account development, presentation and demonstration skills, seminar activity, marketing plans, proposal development, etc.
• Drive Channel Management best practices in ASEAN and share with peers worldwide.
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