Product Manager

About the role

Product Manager is to drive product and development for product lines in collaboration with vendor, marketing, sales, and support team. Managing the entire product line life circle from strategic planning to tactical activities. Engage with clients and partners, identify and understand business requirements and working with channel sales and engineer for supporting the requirement needed from clients and partners.

1) Sales Role

• Develop, maintain and manage a 3X funnel based on vendor’s set revenue target
• Schedule and drive fortnightly pipeline reviews with Vendor team.
• Maintain, update and ensure Deal Registration status of opportunities from named/non-named end user accounts and Tier 2 partners’ leads are up-to-date and accurate
• Responsible for initial qualification of leads either from cold calls, inbound enquiries or partner referrals
• Independently present vendor’s solution to end users during the first meeting with the exception of:
  + C-level audience is present
  + CIO/CTO/Technical Evaluators are involved in first meeting
  + Strategic named accounts where vendors have indicated they want to be engaged from start of opportunity
• Attain certification for Vendor’s Sales Training
• Prepare and/or supervise preparation of quotations
• Qualify need for POC, coordinate and arrange demo unit, pre-sales resource
• Set POC objectives with customer based on:
  + Target loan duration of 2 weeks
  + Expected closure within the same quarter
• Track and report status of outstanding loans on a monthly or per request basis
• Managing key stakeholders for the line of business
• Coordinate identification and development of assigned vendors’ Focus Partners
• Coordinate and co-deliver updates and training to partners

2) Lead Generation

• Quantify marketing investments, drive and set objectives for each marketing activity
• Plan, detail and execute marketing programs either with specific vertical sector or with key reseller/partner to generate leads. These include (but not limited to):
  + Bundle programs with other brands/solutions
  + Bundle programs with services
  + SPIFFs (for lead referrals or closures)
  + Roadshows (solution based or sector based)

 

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Who we are looking for

Skills, Knowledge and Qualification:

• Degree/Diploma in Sales & Marketing / Business Administration or equivalent
• Relevant experience with resellers will be an added advantage
• Excellent network with strong communication and interpersonal skills
• Highly motivated, results oriented, resourceful with lots of initiative

 

Key Measurements:

• 3x funnel based on vendor’s set revenue target
• Meet or exceed the revenue and gross profit (GP) targets set by Country Manager
• Execute at least ONE (1) marketing event each quarter
• Conduct Quarterly Business Review for each assigned vendor (1 per quarter)

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About Exclusive Networks

Exclusive Networks is a global trusted cybersecurity specialist for digital infrastructure helping to drive the transition to a totally trusted digital future for all people and organisations. Our distinctive approach to distribution gives partners more opportunity and more customer relevance. Our specialism is their strength – equipping them to capitalise on rapidly evolving technologies and transformative business models.

The Exclusive Networks story is a global one with a services-first ideology at its core, harnessing innovation and disruption to deliver partner value. With offices in 40 countries and the ability to service customers in over 150 countries across five continents, Exclusive Networks has a unique ‘local sale, global scale’ model, combining the extreme focus and value of local independents with the scale and service delivery of a single worldwide distribution powerhouse.

Find more about us: www.exclusive-networks.com

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