THE ROLE
Reporting to the Head of Partner Sales - APAC, the role finds and onboards new Sales Partners (Introducers, Resellers, Distributors) with the objective to drive partner channel sales across Temenos multi product portfolio.
You will be responsible for managing the ongoing relationship with the existing sales partners, ensuring they remain engaged to promote Temenos to their market. You will also act as the liaison between the partner and the Temenos sales & solutions groups.
OPPORTUNITIES
- You will prospect companies to explore Sales Partnership (Introducers, Resellers, Distributors) opportunities, define and assign targeted accounts, markets, products, explored routes to market.
- You will engage with prospective partners, present them with the Temenos value proposition and evaluate the company based on defined KPIs and criteria's and communicate with them throughout the discovery process.
- You will define mutual business cases / business plans with estimated ROI.
- You will define market-focused brand awareness strategies as well as go-to-market programs and execute those to generate pipeline.
- You will assume the ownership of opportunities and support the partners throughout the sales cycle until closure.
- You will define procedures to organize the partner's team to manage / monitor the healthy growth of our mutual business (setup weekly cadence calls, reviewed pipeline, support the partner to engage with clients, provide the partner with technical and sales trainings).
- You will assist partners throughout forecasting, sales planning, and managing RFP and Pre-Sales processes.
- You will coordinate the involvement of various internal teams such as solution pricing, product teams, professional services, support and legal in relation to the sales opportunities brought by the partner.
- You will be responsible for the organization of sales enablement sessions to partners.
- You will act as the partner channel interface into Temenos with key focus on driving to sales execution and expanding Temenos` reach into identified markets.
- You will perform such other duties, functions and services, consistent with status or vocational ability, as may from time to time be required.
SKILLS
Sales skills:
- You should have a deep knowledge of the financial services industry, the trends, challenges, and innovations.
- You should have a proven track record of success in selling complex technology solutions to the financial services sector.
- You should be culturally aware and experience of working in a globally matrixed organization.
- You should be ambitious with an entrepreneurial spirit, energy, and a passion for continuous learning and improvement.
- You should have experience of successfully selling in the Asia region.
- You should have international experience and a global mindset.
Channel Partner management skills:
- You should be able to manage sales/distribution partner's life cycle and related activities from its start to a sustainable and meaningful relationship position, producing measurable qualitative and quantitative results.
- You should be able to structure partner relationships within relevant go to market, integrating partner potential, market opportunities and dynamics under constraint. Developing consistently and complementarily the sub-region partner ecosystem avoiding channel conflicts while optimizing Temenos` long term revenue.
- You should be able to think strategically and building long term relationship to reverse traditionally opportunistic sub-region strategic partner behaviors.
Technical skills:
- You should have a strong knowledge of banking applications and operations, including business processes (retail banking, corporate banking, payment solutions, etc..) as well as core banking and related solutions.
- You should have experience with sales in the specific sub-region in question and proven track record of relations with established market partners and alliances.
