Director - APAC Channel Sales - McAfee - Singapore

Director to provide leadership, and strategic management of our Channel Sales organisation in APAC. This role is responsible for the creation and direction of the Channel sales go-to-market strategy in APAC and works with Geo sales management to oversee channel functions and leading large complex deals and campaigns throughout the region.

Reporting to the President of APAC and a strong matrix reporting relationship to our Global SVP for Channel and In direct, this is a key position on the APAC Leadership team and will be responsible for leading and influencing the shape of the business across the region.


Key Responsibilities

Develop clear strategy for the regional team
To drive alignment with regional VP’s on Channel and general sales strategy operations in the region
Deploy McAfee’s channel program in a consistent manner with clear re­gional variations
Assess the quality of the internal Channel team as well as the Channel Partners and make changes as necessary
Drive accountability and measurement of performance from all regional channel teams and partners
Focus around channel capacity and structure, strategy and SMB / Com­mercial segment results
Develop and execute a communication plan for the partner community. Align Channel marketing with overall plan
Serve as a spokesperson for McAfee to customers and partners about MFE product and marketing strategy and execution success
This role will directly manage, and provide leadership and direction to the APAC staff responsible for Channel and indirect routes-to-market sales and strategy
Collaborate and forge joint partnering opportunities with Intel’s Channel and Solution Provider Organization
Work with marketing to drive regional campaigns and programs that drive solution messaging and customer promotion
Manage and grow a multi-million dollar software business through a sell-through channel model
Manage distribution partners to ensure that the company is working with those distributors most suitable to assist in meeting corporate goals
Develop and manage alternative route-to-market partners including MSSP (Managed Security Service Providers, Cloud/hosting partnerships, Professional Services and Consulting organizations
Design and rollout sales training programs to increase sales force effectiveness
Identify internal process and systems improvements in order to streamline effectives that work in tandem with the channel and field sales organizations
Maintain regular communications with geographic, segment and functional operations to ensure achievement of common goals.
Ensure all sales transactions in McAfee and Channel partners are above board, ethical and within Intel Security policies and guidelines; promote a culture of maintaining the highest levels of ethical business practices
Ensure McAfee policies are adhered to internally and with Channel partners
Manage personnel activities such as: hiring, training, appraisals, awards, discipline etc… recommend any actions that may be appropriate
Coach, train and motivate the sales team to ensure the consistent achievement of sales objectives
Ensure that all team members have the most current knowledge of company's products and services, are thoroughly trained, in order to more effectively perform customer and channel support activities
Keep knowledge up to date of the Security market and meet training targets to maintain a thorough understanding of McAfee products, process and promotions to provide the highest levels of sales support.

Position Number

Must have demonstrated success in holding a senior level sales and business leadership role
Experience should show consistent overachievement of sales & quota targets
Experience in managing and leading a channel sales model within a software business, ideally within security
Experience selling into a high-volume business environment through partner distribution models.
You should have proven experience in a high-tech sales environment.
Outstanding analytical skills and be able to use data to drive improvement
This individual must have a proven ability to manage and develop individual performer and manager employees
This individual can give critical feedback in a positive manner, and has excellent problem solving and decision making-skills
Knowledge in opportunity management, Channel strategies, workforce management and sales monitoring is a prerequisite
Knowledge of the security software or related software sales skills is critical.
Experience driving Channel programs through Fortune 500 level partners.
Must have strong written and verbal communication skills with a willingness to take on new-function creation is important. Familiarity with sales management through CRM business applications and Microsoft Office Suite products is a must
There will be very regular travel to McAfee operations throughout the APAC region, as well as participation in channel sales events globally as necessary

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