SI Manager

What makes us Qlik

Qlik helps enterprises around the world move faster, work smarter, and lead the way forward with an end-to-end solution for getting value out of data. Our platform is the only one on the market that allows for open-ended, curiosity-driven exploration, giving everyone – at any skill level – the ability to make real discoveries that lead to real outcomes and transformative changes. We are a Values-Driven organization, operating over 100 countries with 45,000 customers around the world. If you think we are interesting, please read on – we may be looking for you!

What makes you Qlik
QlikTech offers a fast paced, high-energy, innovative, global and team-oriented culture, with a flexible and exciting work environment, as well as plenty of opportunities for you to grow as a professional and as an individual. As a Business Analyst and team member of our rapidly growing international team, you will have significant impact on our company’s growth and success and you will be working with leading edge technology.

How you will spend your time as our next SI Manager / Enterprise Partner Sales Manager in Japan

To own and drive revenue in conjunction with (selected) Systems Integrators in the Japan region and be responsible for the development of (incremental) influence, referral and resell sales with agreed SIs and Business Consulting firms. Creating awareness and building an extensive senior network supporting these partners through from initial recruitment through to defining joint go to market enabling for Enterprise wide implementations of QlikView/QlikSense. Responsible for creating an interactive partnership with the Named Account salesforce at Qlik and providing advice and support to the wider sales teams around SIs to grow the QV revenue through this channel.

• Be prime partner contact throughout the enablement, marketing, selling and implementation of Qlik products & process using best practices methodology (ABP)
• Engage System Integrators to promote confidence and goodwill, discuss and resolve mutual problems; generate awareness and interest in obtaining more license business for the company
• Build the mutual business plan and go to market strategy according to Qlik’s Alliance Sales Model (based on ABP)
• Align this business plan with Qlik's corporate strategy and with Qlik’s Account Managers annual sales plans and report progress to Sales management and SI/Partner management reporting lines
• Conduct regular pipeline and business reviews with Enterprise SI Partners
• Report pipeline and KPI results on agreed regular basis to management
• Take part in Sales meetings, account reviews and deal reviews
• Provide guidance, field support and coordination of Enterprise Partner account sales, pre-sales and deployment operations.
• Working with enablement team help coordinate Partner training (sales, presales and technical)
• Present to Enterprise SI Partners Qlik’s value proposition, strategy & roadmap.
• Build extensive network across the vertical industry business units as well as the horizontal service lines across the SI’s, from senior exec partner level to operational, business & technical leaders.
• Work with the marketing team to set up events, workshops, seminars and other marketing activities
• Coordinate action plans with other Qlik geographies for SI Partners
• Ensure compliance with Qlik’s sales, administrative processes
• Build a sustainable, reliable revenue producing pipeline with each Enterprise SI Partner
• Review business portfolio with Qliktech’s account managers periodically

You will be successful if you are

• Experience (technical, commercial, industry / product / functional expertise, etc.)
• Well with Enterprise Partner Sales expertise specifically Global and Tier local SI’s
• In-depth experience of successful SI business development, working through the Japan market with accomplished resellers and partners is a must
• Ideally, experience acquired in account management, direct and indirect selling into mid to large size companies
• A strong background within the Business Intelligence sector is highly desired, along with experience and a network among integrators (Accenture, PWC, Delotte, Fujitsu etc.) which would be an advantage
• Mobility – 60% of travel time required

You will thrive if you are

• Demonstrable experience calling on and selling to senior decision makers – in both business and IT
• Ability to qualify and prioritize prospects, and generate opportunities through prospecting, networking and relationship building
• Strong negotiation skills
• Excellent communication, listening, presentation, and writing skills
• Strong business orientation and commercial acumen
• Results focused and ability to execute successful plans
• An outgoing, focused and organized person with a strong will to succeed
• Ability to thrive in a fast moving environment
• Creative thinking and strong thought leadership
• Ability to identify and understand key market drivers
• Anticipate and plan for future market changes that will impact the business.
• Communicate complicated ideas or business issues so that everyone understands
• Ability to react quickly and appropriately to new situations that arise suddenly