Tealium Channel Sales Representative in Tokyo, Japan

The Channel Sales Representative will be responsible for growing Tealium’s revenue through the proactive management of resellers, referral partners and focused business development activities. The primary objective of this role is sustained and consistent revenue generation within a defined territory. The ideal candidate will have excellent business development and presentation skills, and the ability to continuously assess business opportunities, review market conditions, and deliver updates internally and externally to help synthesize business development plans.

The successful candidate must have a proven track record of managing complex sales situations through resellers and referral partners, and have had substantial success in developing new markets and establishing a comprehensive indirect channel. This individual will be required to thoroughly understand Tealium’s product suite, its unique value and positioning.

The channel sales manager will be responsible for the development of territory business plans, the development and execution of a go-to market plan for individual partners, measurement of channel success, identification of potential competitors, planning and participating in targeted seminars, industry conferences, and trade shows. The successful candidate will maintain strong working relationships internally with marketing and product management, and externally with partners, market influencers, systems integrators and customers. They will also need to monitor the latest innovations in the tag management/data management market and assess their potential impact on company product lines.

  • Increase Tealium’s revenue through active management of the APAC channel business

  • Identify and develop new market opportunities for Tealium’s solutions

  • Ability to qualify, develop and manage a robust pipeline to exceed quarterly and annual goals

  • Develop compelling business value propositions that encourage Resellers, SI’s and Market Influencers to invest in promoting Tealium solutions

  • Leverage and develop existing Channel relationships with Resellers, SI’s and Market Influencers to maximize revenue and reduce the sales cycle

  • Develop and implement a territory business plan to maximize the growth opportunity in the western region and facilitate greater market acceptance of Tealium’s solutions

  • Provide primary management level contact for designated channel partners and ensure that quality standards are set and met. These standards include revenue targets, reporting requirements, and technical expertise in the Reseller, Referral and Market Influencer community

  • Ability to work well in a team environment, especially with other departments to ensure partner and customer satisfaction

  • Continually drive new and innovative business initiatives that increase Tealium revenue

  • Assist team members with personal development when required to ensure their success

  • Facilitate continual generation of case studies, press releases and customer references

  • Plan and execute co-operative marketing activities to support lead generation

  • Ensure partner representation at relevant internal forums and appropriate events e.g. user groups, tradeshows etc.

  • Excellent negotiation and contract management skills required

  • Minimum five years channel sales experience, selling enterprise solutions to large organizations and deep familiarity and understanding of the agency world

  • Posses a rolodex of current contacts at agencies and consulting groups within the western region

  • Proven experience working within teams to drive revenue through partnerships, alliances and channel programs, preferably in a saas software and digital marketing vertical

  • Ability to expand the scope of an opportunity at a strategic and tactical level and galvanize the appropriate resources to execute successfully

  • Proven track record in over achieving quarterly and annual quota, with strong experience in channel sales

  • Must have strong ethics, integrity, and the passion to succeed in a challenging but rewarding environment

  • Effective planning and cross-group collaboration skills required to successfully build and maintain a robust channel infrastructure

  • Experience in successfully executing complex sales cycles with CXO’s, and developing key relationships at multiple levels and across multiple functions of an organization

  • Strong initiative and superior ability to think creatively, coupled with excellent presentation, written, and overall communication skills

Tealium powers the new era of real-time customer engagement and marketing, enabling global businesses to unlock their customer data and create more meaningful, relevant customer experiences. The company’s industry-leading customer data platform, comprised of an enterprise tag management solution, omnichannel customer segmentation and action engine, and suite of rich data services, creates a vendor-neutral data foundation that spans web, mobile, offline and IoT. More than 700 organizations worldwide trust Tealium to eliminate data silos and build a unified, actionable customer profile.

Req No: 2016-1444