Channel Account Executive (APAC) [Singapore]

 

Overview:

(ISC)² is an international nonprofit membership association focused on inspiring a safe and secure cyber world. (ISC)² offers a portfolio of credentials that are part of a holistic, pragmatic approach to security. Our association of candidates, associates, and members, nearly 330,000 strong, is made up of certified cyber, information, software, and infrastructure security professionals who are making a difference and helping to advance the industry. Our vision is supported by our commitment to educate and reach the general public through our charitable foundation – The Center for Cyber Safety and Education™. For more information on (ISC)², visit www.isc2.org, follow us on Twitter, or connect with us on Facebook and LinkedIn.

We are committed to an inclusive and equitable environment that values the unique perspectives and experiences of our entire workforce. We strive for a true sense of belonging for all our employees and to foster authenticity, trust, empowerment and connectedness that leads to everyone’s success. For more information, visit www.isc2.org/dei.

Position Summary:

The Channel Account Executive is responsible for the development, execution, and ongoing management of programs and activities with (ISC)2 Official Training Partners that generate demand of (ISC)2 training, education, and certification products through our partnerships. This person will report to the Manager, Commercial Partnerships. You will work closely with our other departments including education, marketing, and finance. This is a full-time remote position in APAC region.

Responsibilities:

• Oversee and manage all channel sales initiatives within named partners and territory by maintaining strong relationships and regular contact both remote and in person.
• Identify business opportunities and other services that would meet client demands by analyzing sales and marketing trends
• Enable channel partners through the provision of training on the business value and ROI of (ISC)2 products
• Prepare and deliver reports to management on quarterly basis
• Prepare and deliver quarterly presentations to partners
• Proactively research, filter, recruit and enable focused channel partners especially in markets and verticals we are not currently servicing today
• Prepare and give presentations to key, influential decision makers within current and potential channel partners
• Communicate the latest information about new products, updates and enhancements
• Manage leads and revenue-generating sales activities with the partners
• Coordinate sales, marketing programs and training for partners
• Evaluate channel partner performance and recommend revenue growth opportunities
• Manage sales pipeline, forecast monthly sales and identify potential leads and opportunities to optimize sales performance utilizing Salesforce
• Work with partners to develop sales proposals, quotes, and pricings
• Research and suggest cross-selling opportunities within the organization to identify how to provide more value with products within the channel
• Collaborate with Marketing, Communications, Education, and other internal teams on key channel partner support activities such as, instructor onboarding and providing content for marketing programs, etc.
• Stay current with market trends and competitor activities
• Fiscal responsibility with regards to expense management
• Demonstrate commitment to valuing diversity and contributing to an inclusive working and learning environment
• Miscellaneous duties as assigned

Qualifications:

• University degree preferred; will consider relevant work experience in lieu of a degree
• 5 years’ experience carrying annual quotas of $1M+ working in APAC market preferred
• Candidates must be able to communicate (speak, read, write) in English fluency in other languages from the APAC region an advantage
• Intermediate proficiency in using the internet, web-based applications, and MS Office products, including Outlook, PowerPoint, Excel and Word
• 1 year of experience using Salesforce or similar CRM platform highly preferred
• Knowledge of the cybersecurity certification market preferred
• Experience working in a channel with cybersecurity providers preferred

Skills/Competencies:

• Ability to demonstrate and support the 5 Company Core Values: Integrity, Excellence, Unity, Accountability, Agility
• Ability to build an inclusive culture that encourages, supports and celebrates diversity; serve as a role model to promote DEI best practices
• Previous experience managing channel partners and/or working in a cybersecurity channel
• Motivated, self-starter who provides creative and pragmatic solutions to business issues and problems
• Professionalism with a high degree of business savvy and strong demonstration of intellect, drive and executive presence
• Willingness to do what it takes to meet channel partner goals while maintaining the absolute highest standards in terms of honesty, integrity, and business ethics.
• Strong interpersonal skills with channel partners, and our internal team members alike, exhibiting focus and drive for business building and working collaboratively with (ISC)² employees to grow the business
• Excellent organizational and planning skills with excellent written and oral/presentation skills
• Exceptional communication (verbal and written), interpersonal and presentation skills with an ability to build strong relationships with both internal/external partners, clients, and teams
• Demonstrated track record of success supporting and maintaining an existing partner base
• Excellent active listening skills
• Understands marketplace, works to meet prospect/customer needs
• Effective organizational skills - keeps information organized and accessible, maintains appropriate documentation/notes in systems, manages time well
• Detail oriented, maintains high-quality standards, and good follow-up skills
• Ability to work independently as well as collaboratively with a team of a geographically dispersed members to accomplish work and projects

Physical & Mental:

• Up to 30% travel may be required
• Work normal business hours and extended hours when necessary
• Remain in a stationary position, often standing or sitting, for prolonged periods
• Regular use of office equipment such as a computer/laptop and monitor computer screens
• Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components

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