Regional Channel Manager APAC

Zoom is the world leader in video communications with the highest customer satisfaction in our industry. We have been expanding rapidly since our Series D investment from Sequoia at a $1 billion valuation. Zoom was recently awarded the 5th Best SMB Company to Work for in the United States by Glassdoor (based on anonymous employee reviews). Now is the time to join our team of motivated and passionate people as Zoom grows to provide frictionless communications for businesses and organizations across the world. Visit zoom.us and follow us on Twitter (@zoom_us) and Facebook (Zoom Video Communications).

Zoom Video Communications is an emerging company in the Video Communication field looking for an APAC Regional Channel Manager to recruit and manage Partners in the Japan region. You will be responsible for managing all aspects of the regional go-to-market for indirect sales including building a solid partner base that generates a consistent, growing pipeline of opportunities and new Monthly Recurring Subscriptions (MRS). The goal of a Channel Manager is to develop strong relationships at all levels within the partner’s organizations and drive initiatives designed to create sustainable revenue streams for Zoom and our partners.

Requirements

Responsibilities

• Recruit and enable new partners – Qualify, close, on-board, coordinate training, manage co-branding and joint marketing
• Pipeline creation – Business Planning, Campaigns, Joint Events
• Joint Selling – assist with customer meetings, demos, quotes, proposals
• Close deals – involved with negotiations, close cycle
• Ongoing Partner Support – manage the partnership, ensure success of the partner selling Zoom services and ROI for Zoom resource investment
• Some direct touch selling required
• Develop and manage all aspects of relationships with partners
• Understand the partner's business and deliver a plan for how to grow together.
• Drive relationship building process at multiple levels between partner and Zoom, including at the senior executive level
• Build strong relationships founded on trust and integrity
• Be a leader on business and market development strategy within the company
• Serve as the link of communication between key partners and internal teams
• Responsible for cultivating strong day-to-day relationships with business counterparts; understanding partner business/product objectives, ensuring they are synergistic with and integrated to Zoom’s strategy
   

Requirements

• Bachelor’s Degree or equivalent combination of education and experience
• 5+ years of sales and partner management experience selling through channel partners
• Experience with Partners in the EMEA Region
• Experience selling and managing partners in the unified communications (UCaaS) space
• Experience managing channel partner relationships with demonstrated ability with closing deals and working directly with customers
• Demonstrated ability to accurately manage a multi-channel pipeline and forecast in Salesforce.com
• Collaborative, solutions, consultative selling
• Strong presentation skills with ability to deliver compelling messaging
• Travel up to 25% of the time