Channel Sales Manager

APAC, Singapore
Open position - Singapore

Channel Sales Manager for APAC

Job Title:    Channel Sales Manager - APAC, Arctic Security 

Reporting to:    Chief Revenue Officer, Arctic Security 

Location:    Blended Home & Office-based: Singapore 


Arctic Security is a young, exciting and disruptive cyber security company. We help companies and organizations reduce their cyber security risk by alerting them to cyber issues they did not know about. We are based in Oulu Finland with offices in Helsinki and Singapore and customers in Europe, Asia and North America. Recently we launched a new Security as a Service offering called EWS (Early Warning Service) and are looking for a Channel Sales Manager to help us accelerate growth across the APAC region.   

Arctic Security is about finding the right people. We want self-starters with lots of passion, drive and integrity who thrive in a dynamic open environment. We offer a lot of freedom to our employees and an opportunity to make a big impact on our future. You are here to help make companies safer from cyber security risks. 

Job Purpose

The Channel Sales Manager will act as a commercial advocate between Arctic Security and its channel partners. Using a highly consultative approach, the successful applicant will be responsible for building, maintaining and managing long-term relationships with current and prospective partners. The successful applicant will play a vital role in the revenue growth of channel partner organisations throughout APAC, reporting to the Chief Revenue Officer and working closely with APAC Regional Manager. 

The successful applicant will be required to deliver against sales goals with respect to forecasting and revenue attainment via a network of partners which you will grow. This will include qualifying and disqualifying new business opportunities, understanding customers' decision-making processes, identifying customer problems, delivering targeted Arctic Security solutions alongside our partners, ensuring the timely closing of business whilst fully comprehending Arctic Security’s unique value proposition.

Role and Responsibilities

Key Result Areas Main Activities and responsibilities
Revenue growth Taking accountability for driving revenue growth across the business to exceed expectations, including identification of revenue drivers and metrics to focus on increasing account volume, profit and penetration. Develop a business plan to improve sales and profitability. Work with R&D, Marketing and Solutions teams to achieve revenue goals. Evaluate the effectiveness of partner’s sales strategies and recommend improvements.
Partner network expansion Giving the highest priority to the identification and on-boarding of effective partners using your own existing relationships and excellent networking and interpersonal skills. Build productive and profitable working relationships with partners.
Demand generation Monitoring performance-to-plan throughout the financial year and adjusting direction and focus as needed to deliver revenue commitments. Identify and contact potential partners for new business opportunities. Work with cross-functional teams to develop business strategies for lead generation.
Sales execution Providing forecasting within a 95% accuracy rate to create visibility with all Arctic Security business stakeholders on revenue trends and actions to drive revenues to plan. Coordinate with partners to prioritise, plan and manage business activities. Work with partners in pipeline review and account management activities. Participate in business review and revenue forecasting activities.
Market awareness Understanding complex technical sales cycles and challenges, including the strategies of competitors, and using this knowledge to hone sales strategies with partners.
Product and sector knowledge Working with the Arctic Security solutions and R&D team to use customer feedback and insights in the formation of product enhancements, as well as new products or solutions.
Colleague and partner support Contributing effectively to a highly driven — yet collaborative and cohesive — business dynamic. Organize partner meetings to discuss any issues and updates. Address partner concerns and queries promptly and ensure partner satisfaction


Skills and Experience

The ideal candidate would offer:

  • A minimum of three years' sales experience, with demonstrable ability to extend and add to existing revenue streams through an established partner network across the APAC region 
  • Experience in selling within a recurring revenue business model (either subscriptions or SaaS) is desirable, but this is not compulsory
  • Additional experience selling cyber security solutions across any market sector is desirable, but this is not compulsory;
  • A flexible attitude, with the ability to work effectively and collaboratively with colleagues throughout all levels of organisation (from board level to junior colleagues);
  • A self-starter approach, with the ability to develop a business plan that will contribute to the growth a subscription business within six months