ABOUT Our Client
our client , is nasdaq listed , is the global leader in telepresence, video, and voice solutions and a visionary in communications that empower people to connect and collaborate everywhere.
Companies choose our client for solutions that allow geographically dispersed workforces to communicate and collaborate more effectively and productively over distances. Using their voice, video, and telepresence solutions and services, people connect and collaborate with one another from their desktops, meeting rooms, class rooms, and mobile settings. In today's economy, our customers need to cut the time, cost, and carbon emissions associated with gathering the right people in one place to solve problems. Their teams use our client's solutions to easily and quickly collaborate “face-to-face” wherever they are, spending their resources, time, and energy addressing business challenges.
Collaborating with Our Client's solutions has also become a key competitive advantage for leading organisations around the globe. Our customers tell us it makes sense to have the ability to communicate and share information in real time over any device and across any network. It makes sense to connect and communicate with our client's solutions using their existing business applications, because our client's integration with leading unified communications (UC) platform vendors makes it possible. Quite simply, it makes good business sense for our customers to rely on the broadest offering of communications solutions so they improve productivity, reduce their costs, lower their carbon footprint—and thrive.
To find out how you can collaborate anytime, anyplace with any device in a virtual experience that’s as natural as being there.
our client in Asia Pacific is a fast growing team of around 700 people. The Marketing organisation is a relatively small but tight-knit and highly motivated team of 25 or so people who are passionate about the product! We are a very dispersed team but use our products daily to communicate and collaborate with each other and thus practice what we preach and can advocate their use in a very practical way. As we are a small team, we have to pull together to get things done and often roll up our shirt sleeves to make things happen.
JOB SUMMARY
The overall objective for this role is to develop partner marketing strategies and implement plans that enable effective marketing of products through our different channels of distribution and improve partner performance.
Whilst we have a high touch sales model is most countries, our client only sells through distribution. The dynamics of the voice and video business are different which present challenges in meeting the needs of the different sales models sometimes required. Additionally, the data, voice and video market is gravitating to a Unified Communications model which is changing the partner landscape and the opportunity for our client. Candidates for this role need to understand the dynamics of the UC marketplace and how the industry is moving from a product-centric to a solutions-and applications-centric model.
The role will require some travel within India & SAARC, however we expect all employees to use our equipment to collaborate both internally and with external parties, on a daily basis, and actively encourage this work ethic to save both costs and to work towards a greener planet.
REPORTING STRUCTURE
This role reports to the Head of Partner Marketing for Asia Pacific with a dotted-line report to the local Head of Marketing, whose engagement is critical to integrate Partner Marketing strategies and plans with local our client's marketing activities.
The other key stakeholders are the local Channel Sales Managers with whom this role must have a close day to day working relationship to ensure that sales and marketing strategies are working in harmony, with strategies, priorities and plans agreed with all parties in advance of any execution.
ROLE REQUIREMENTS
These will include:
Working with key internal stakeholders, described above, to understand sales imperatives so as to be able to align the territory’s channel, sales & marketing objectives. This will include localising and managing the new CHOICE Partner Programme. Over time, there will be updates and upgrades to the programme which will also require incorporating and communicating to Partners.
Lead and facilitate business and marketing planning between our client and its partners, which will include segmentation, targeting and positioning of the our client's brand in key market segments in line with Partner capabilities.
Support the territory in ‘programmatising’ local marketing activities, directed at the channel community. The role should avoid personalised or bespoke Partner activity, but rather taking what is available (campaigns, assets, tools, messaging) and convert/promote them as “TO” and “THROUGH” marketing assets for Partners.
Provide direction and inputs to the our client's partners in the execution of their our client's related marketing initiatives, to facilitate effectiveness and ensure that initiatives ultimately impact end user customers, growing pipeline in the channel.
Identify and work with key stakeholders in partner organisations to facilitate the flow of pertinent information to the partners to enable their planning and implementation processes.
Be responsible for approval of JMF (joint marketing fund) activities, in conformity with the guidelines and investment strategy.
Monitor the use and application of our client’s brand and logo by the partner community and provide feedback and alerts to the partner where/when non conformity exists.
Obtain timely feedback from partners on sales and marketing initiatives for analysis and reporting purposes.
Work with the Channels to harness their skills, resources and customer contacts to drive local events.
Take ownership and roll out our client's corporate and regional initiatives as required.
Propose processes, systems, initiatives and where applicable develop and implement them to ensure maximum return on our client’s resources invested in channel activities.
Comply with the internal reporting requirements and feedback mechanisms including keeping the Head of Partner Marketing up to date with developments in the assigned territory on a regular basis.
CORE COMPETENCIES REQUIRED FOR ACHIEVEMENT OF THE ABOVE
They should be a self-starter; able to analyse the marketplace and develop localised strategies that complement those of regional and corporate teams
Results and action orientated.
Broad marketing experience is an advantage, but understanding of Channel Marketing and Direct Marketing techniques are important.
High level understanding of the organisation strategy (vision and objective) and the role of Marketing toward achieving the objective.
Strong planning and organisational skills to prioritorise and implement only what can be executed effectively, within limited budgets and to best achieve the business goals
Ability to manage across and up through the matrix organisation structure and in terms of channel relations.
Sound communication skills that provides a platform for building business relationships with internal and external stakeholders along with the skill to position organisation resources for partner success with our client's solutions.
Ability to deal with ambiguity and propose a resolution/resolve problems
Direct, hands-on experience with events, production, etc.
Ability to engage the Sales Team and Channel Partners (at a senior principal level) using the processes of business and marketing plan execution as a guideline for marketing investment.
Clear understanding of the principles of ROI.
The candidate has to be a team player as the company is still young but very fast-growing in APAC and rely on supporting each other to maximise opportunities.
ROLE ACCOUNTABILITIES
Channel satisfaction
Partner plans in place/executed against
JMF metrics including feedback on lead generation
Brand consistency – use of templated materials.
Ability to leverage regional/corporate marketing activities cost effectively
Creation and execution against plans and goals
QUALIFICATIONS & EXPERIENCE REQUIRED
Degree educated, preferably with a Marketing qualification
8+ years in marketing or related field
Preferably, a proven track record working for major IT or Telco vendor
Channel marketing experience essential
LOCATION
The position will be based in New Delhi – currently in Noida, but moving office to Gurgaon in Q4.
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