Channel Business Development Manager, AMER &

at  Synacor Inc

General Purpose:
Zimbra, a Synacor product, is a secure, interoperable collaboration platform that seeks to connect the dots in the enterprise – Connected People, Connected Systems and Connected Tools in order to adapt to the new ways of work. Zimbra has an extensive network of partners that are integral to the success and growth of the business.
We’re seeking a highly motivated and results-oriented Channel Business Development Manager to drive revenue expansion through our channel partners in AMER & APJ. You will be responsible for prospecting, qualifying leads, developing strong relationships with distributors and resellers, securing new business opportunities, and managing non-named accounts within our established channel network. This role is based in Singapore and reports to the Sr. Manager, WW Channel Business Development.

REQUIREMENTS:

• Bachelor’s Degree (or equivalent), preferably in Sales, Marketing, Business Management, or a related field.
• 5+ years of relevant business development and indirect sales in AMER and/or APJ with a strong track record of success within prior experience in a regional capacity.
• Demonstrated experience in driving measurable revenue growth through an indirect business model leveraging partners.
• Proven ability to effectively coordinate and work across functional teams – internally and externally, in-person and virtually.
• Demonstrated ability to work well under pressure, thrive in a fast-paced environment and stay flexible through growth and change.
• Dynamic and engaging style with excellent written and oral communication across difference audiences and levels.
• Willing and able to travel domestically and internationally as needed.

DESIRED COMPETENCIES/SKILLS:

• Consultative and collaborative working style, outcome focused, and data driven.
• Strong conceptual, problem solving and analytical skills.
• Be self-motivated and able to work with minimal supervision independently.
• Positivity, resilience, drive and resourceful.
• Strategic thinker who is willing to roll the sleeves and execute on priorities independently.
• Attention to detail and a strong understanding of Salesforce.com and/or Hubspot preferred.
• A good practical understanding of Zimbra and/or similar messaging platforms with a focus on driving end user adoption highly desirable.
• Experience in Technology, Internet & SaaS businesses would be an added advantage.
• Exemplary verbal and written English communication skills required, while fluency in Japanese, Spanish and/or another Asian or European language would be an added advantage.
  Note: This document describes typical duties and responsibilities and is not intended to limit management from assigning other work as desired

• Manage and grow assigned non-named accounts (partners) including quarterly business reviews (QBR) to drive adoption and revenue.
• Understand competitive products and pricing strategies to ensure the Company retains and grows market share.
• Identify, qualify, and develop new opportunities through prospecting and networking.
• Identify and establish relationships with new business prospects and maintain relationships with the key existing installed base.
• Develop positive working relationship with channel partners in assigned territory to drive marketing and sales activities.
• Address partner related issues, sales conflicts, and pricing issues in a timely manner.
• Assist in demand generation and lead management activities such as email campaigns/outreach, tradeshows, and other promotional activities.