Partner Account Director (APAC region)
Calabrio, Singapore
Job Description
Calabrio’s software forms a key part of the technology ecosystem in a contact centre. Our applications integrate with ACD, CCaaS and CRM vendors, such as Amazon Connect, Genesys, Salesforce, Cisco, Avaya, Twilio amp; many others. Calabrio ONE is a ‘Workforce Engagement Management’ suite that provides Workforce Management, Quality Management, and post-interaction Analytics to: drive contact centre efficiency; support regulatory compliance; help to identify agent training needs, and agent wellbeing; and provide granular reporting and insight into contact centre operations.
Our Partner Management Team is committed to driving significant value to Calabrio through identifying, and leveraging partnerships with contact centre technology vendors, and their network of Resellers amp; Systems Integrators (SI). These organisations combine Calabrio with other solutions to help contact centers to transform the way they deliver service to their customers.
What you will be doing:
This role sits within Calabrio’s Global Partner Management team. Based in Singapore, you’ll report to the Director Strategic Partners-International, and play a significant part in the success of the APAC revenue organisation.
As such, you will be a vital representative of Calabrio to our reseller/channel partners across the APAC region, specifically ANZ, ASEAN and India. You’ll work with a defined set of partners to achieve agreed upon bookings targets, enable partners to identify and qualify sales opportunities, connect partner sellers to Calabrio’s field account managers, and identify, cultivate and recruit new partners.
You will be in regular contact with your partners to track progress, provide assistance, and communicate Calabrio sales programs, marketing programs, and product content. You will be responsible for defining and driving QBR’s with each of your assigned partners, with a focus on results, ideas for continuous improvement, and planning for the following quarters. As you sign on new partners, you will be responsible for onboarding, enablement, training, and partner support. Across all of your partners, you will also ensure that CRM/contact details are kept up to date.
The Partner Director will work closely with our Global team to understand available programs, incentives, and communication tools that can be deployed with your partners. You’ll also work closely with Calabrio field sellers with an objective to deliver a significant percentage of Calabrio’s total bookings via channel partners.
- Relationship Building Identify, develop, maintain, and expand relationships with key vendors; prioritize the same with their leading SI’s.
- Value Articulation Understand amp; articulate the value of our portfolio amp; Calabrio’s differentiation; drive go to market strategies with and through your partners;
- New Business Creation Leverage the resources of our partners and support them in pipeline generation; work with Calabrio partner marketing to launch demand generation campaigns that resonate with existing amp; prospective customers;
- Deal stewardship Collaborate with sellers to support opportunities through the sales lifecycle, assisting to navigate the programmatic requirements of our partnership;
- Recruitment amp; Onboarding With Legal, lead partners through the contractual process of becoming a Calabrio reseller. Guide new partners through onboarding, including introduction of content, toolkits, documentation, training, and processes.
Requirements
- The ideal candidate has a passion for technology, a strong network, a sterling reputation, and the ability to foster relationships at multiple levels across teams both internally and externally.
- Ideally you will be familiar with the vendors associated with the contact centre technology landscape, and its partner community, and have held sales or marketing roles.
- 7+ years of experience developing and managing strategic Partner relationships in the UC/CC space, with SaaS or CCaaS background preferred;
- International business experience; ability and desire to travel across the APAC region.
- Cross-Functional - Must demonstrate the capability to operate and excel within a cross-functional team environment.
- Possess the desire to operate as a ‘swiss army knife’, a multi-faceted amp; proactive individual that can do what’s needed to get the right things done
Benefits
Calabrio People are: Open, Clear, Ambitious, Accountable, Collaborative, Consistent
What we value mostworkplace diversity and ensuring an environment of mutual respect. We believe that diversity and inclusion are critical to our success, and we are proud to be an equal opportunity employer.
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