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Job ID :
47501BR
Location :
Australia - Melbourne|Australia - Scoresby|China - Shanghai|India - Mumbai|Japan - Tokyo|Malaysia - Kuala Lumpur|New Zealand - Auckland|Singapore - Marsiling|South Korea - Seoul|Taiwan - Taipei|Taiwan - Taipei City
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Job Description

The primary responsibility will be to manage the complete Partner sales process including:

  • Development of business plans
  • Understanding Partner market space and growth challenges
  • Building vision and business cases for partnering with Informatics business
  • Prospecting for new partners
  • Preparing proposals/joint business plans (solution differentiation, financial models…)
  • Presenting proposals to all levels of prospect organization
  • Communicating business relationship options and business models within ICS Business Unit management
  • Leading contract negotiations
  • Closing large and complex contracts – including royalties, services, maintenance
  • Coordinating Partner launch activities with Partner Account Manager
  • Drive Partner success leading to high degree of customer satisfaction with the partner and their end customers
  • Ensure that strategic Partner account plans are generated and updated quarterly
  • Manage pipeline of Partner sales activity
  • Work with other ICS Business Unit departments (inside sales, marketing, services, support) and leverage appropriate resources to maximum effect.
  • The person in this position will manage the allocation and prioritization of APAC pre sales eCDS Business Consultant (BC) resources to assist sales in securing annual revenue objectives. This includes but is not restricted to assigning individuals for software demonstrations, assisting sales with RFP’s and software demonstrations, staffing trade shows and user group meetings, .
  • Communicate APAC BC resource allocation with the APAC ICS Business Development Manager to maximize productivity and consider strategic global objectives.
  • Manage, coach, evaluate and continuously enhance the APAC BC team to insure successful demonstrations and presentations as they apply to customer/prospect needs.
  • Network with APAC Sales and Product Management teams to communicate market and competitive trends.
  • Maintain APAC demonstration metrics on a quarterly basis to include number of demonstrations per BC, configuration time per demo and percent breakdown of products being demonstrated.
  • Insure all “Gold Standard” demonstration systems are posted to the Global demo repository for easy access and distribution to the other BC teams.

Minimum Requirements/Qualifications:

  • A B.S. degree in a technical, business or related discipline, or equivalent in training and experience. MBA is a plus.
  • Proven industry-related sales experience, selling enterprise CDS software.
  • Partner experience, either as a reseller, or having managed the development of partner revenue
  • Proven success operating in a matrix organization and getting results through professional influence.
  • Must possess excellent oral, written and analytical skills including presentation skills with executive-facing composure, and the ability to hold the interest of a technical or non-technical audience.
  • 50-75% travel expected
  • Candidate must have a passion and commitment for growing revenue with the ability to encourage and foster that passion in others both inside and outside the organization.

Required Professional Experience and Knowledge:

  • Significant experience with the Asian/Chinese business culture
  • English speaking, bilingual in Asian language preferred
  • Proven track record of successfully growing revenue through partners
  • Must be action and results-oriented with an assertive and accountability attitude
  • Excellent organizational and process management skills
  • Demonstrate the Thermo Fisher “Four I’s



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