Channel Sales Manager, Japan

To increase revenue in Japan by identifying, recruiting, and developing opportunity-generating partnerships with NG-Value Added Resellers (VARs).NG-VAR are Cloud based VAR building Cloud practices around MS, AWS and CGG on one hand, and security specialists on the other hand, especially the Channel of our 2 OEM Alliances of Cisco and Checkpoint. Ensure that VAR partners are operating as an extension of Radware's direct sales team through effective sales and technical training, demand generation marketing efforts and mutual business planning and forecasting.

Responsibilities

• Work closely with the sales organization leaders to significantly leverage our highest value Partners as part of overall Radware Strategy.

• Build a Channel Strategy to capture new opportunities in cloud and in security expand rapidly the business.
• Drive revenue with reselling partners at a senior level.

• Develop and execute partner and business strategies.

• Define strategic direction for Partner Relationship Managers and influence strategic direction of partners.

• Engages with customers and/or partners to develop strong qualitative and quantitative business cases for Radware.

• Target, recruit, and manage new/existing channel partners in Japan. To establish and manage the sales process for Radware in a given location through to sales closure. This includes customer negotiation skills/experience.

• Day-to-day execution and management of the sales process including writing proposals and in many cases being partner premises-based.

• Develop relationships with channel partners and distributors to obtain leads and undertake joint marketing and sales activities.

• Manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirement.

• Responsible for channel partner business/capacity planning, quarterly business reviews, establishing/tracking partner performance.

• Develop and implement strategy to increase the sales and sales engagement activities with select partners.

• Meet or exceed sales quotas and revenue goals as determined by the Regional Director.

• Prepare formal proposals and present to all levels of end-users, including executive level.

• Provide weekly updates to Regional Director concerning account issues, financial status, and so on.

• Develop and maintain detailed account profiles for key accounts, and install base accounts, in Japan, under the sole discretion and review of the Regional Director on a quarterly basis.

• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, and ensure Siebel CRM is utilized appropriately and maintained on a regular basis.

• Responsible for Japan direct touch planning through research, development, and maintenance of long- and short-range sales and marketing plans.

• Maintain up-to-date knowledge of industry trends, technical developments, and government regulations that affect the Japan market.

• Researching and developing lists of potential customers, identifying and qualifying business opportunities, making regular sales calls to develop relationships and following-up on sales leads targeting non-named account

• Lead negotiations, coordinate complex decision-making processes, overcome obstacles to closure and close sales in a professional and effective manner.

• Champions significant projects, programs, and business initiatives using demonstrated creativity and initiative.

• Perform other related duties as assigned.

• Must have appropriate sales experience, ideally would have networking and/or security experience.

• Minimum 5 years sales experience in a direct touch sales role or equivalent Channel Sales role.

• Prior knowledge of Microsoft, AWS, Google, Cisco and Checkpoint partner a plus,

• Knowledge of the market (customers, companies, competitors, key players, existing contacts).

• Be able to competently and confidently discuss and articulate key business and technology factors affecting major corporations.

• Proven successful sales track record in a difficult market climate selling high value/high complexity solutions.

• Suggested backgrounds: Security vendors, Radware competitors, networking vendors, Cloud partners

• Effective and influential verbal, written, electronic communication and presentation skills.

• Extremely professional.

• Proactive, solutions-oriented, and innovative.

• Able to work effectively and collaboratively under pressure and in a team environment.

• Must be influential, and client-focused, comfortable targeting clients at the board level through to the staff/engineer level.

• Must be sharp, assertive, polished, professional, and entrepreneurial.

• Must be extremely driven and focused to achieve stretching targets