OEM Global Alliance Managerを新規に採用致します。
The OEM （Original Equipment Manufacturer） Global Alliance Manager is an OEM savvy, motivated self－starter, responsible for driving revenue through the identification, development, sales execution and management, of new OEM’sin APJ. The candidate will report to the Head of Global OEM Sales, and will be responsible for acquiring new clients, selling the entire product portfolio, as well as, developing and executing solution oriented sales strategies with new and existing in the region. The Global Alliance Manager is responsible for achieving assigned OEM revenue targets; understands products/services and solutions and how they can add value to the OEM and their respective industry. The position will be based full－time in Japan and will require some travel in the APJ region.
•Owns sales and execution strategy for new OEM’s. Adapts and executes the sales strategy to the unique OEM partner requirements. Works closely with the partner’s go to market strategy to assure the success of embedded technologies within their solution.
•Owns the OEM revenue number, sales forecast, and design－win pipeline development.
•Manages leads/ opportunities and controls balanced sales growth, continued territory and accountpenetration and OEM satisfaction on a long－term multi－year focus.
•Negotiates OEM contracts/ agreements, and Services and support models. Leverages Operations and Legal Counsel intelligently to expedite contract closure.
•Drives quarterly business reviews with Sales leaders from OEM and.
•Responsible for reporting on revenue tracking, OEM forecasting and other OEM relationship scorecard metrics
•Demonstrates advanced knowledge and practice of global, deeply technical and complex sales cycles. Provides senior leadership in the development of product knowledge, solution, sales and service strategies and competency development within global, complex sales cycles.
•Must maintain detailed knowledge of software and hardware products, competitive products, partners’ vertical industry, and have in－depth understanding of the partners’ application strategy. Ability to help OEM make future product development decisions.
•Nurtures an extensive network of industry leaders, customers and prospects to the benefit of and the OEM’s.
•Leverages training resources and creates OEM training plans.
•Leads ＆ drives field activities through the regional organizations （GAM’s, sales OPS, services, marketing, etc.） to grow OEM sales
•Develops and executes a business plan with OEM.
•Establishes and drives an executive Sales ＆ Services relationship plan between and OEM.
•Works closely with all organizations （USD, BRS, RSA, Isilon, Pivotal,VMware, etc…） in prioritizing opportunities and sales campaigns within OEM targets.
•Works closely with the OEM Solutions BU in creating and executing a consistent virtual OEM ecosystem that drives incremental revenue for
·Minimum 10 years successful OEM sales experience in APJ with a thorough understanding of the design－win sales cycle and OEM business model.
·Extensive experience in Japan selling high－value, high－revenue, complex solutions to a wide range of technical customers ranging from engineering over product management to VP and CTO level.
·Strong OEM acquisition background. Successful track record recruiting, on－boarding and managing highly successful technology OEM relationships.
·Superior verbal and written communication; presentation, consultative and negotiation skills.
·High energy with the ability to adapt well in a high－growth environment.
·Outstanding relationship－building skills coupled with a high degree of responsiveness, high integrity and excellent industry reputation.
·Ability to manage priorities and deadlines.
·Motivated, entrepreneurial self－ starter, problem solver.
·Written and oral fluency in Japanese and English.
·Bachelor’s Degree required; MBA/MS preferred.