Key Accountabilities
1. Channel Partner Development & Enablement (Primary Focus)
• Strategic Management: Build and maintain strong relationships with a network of authorized partners specialized in Corporate and Government sectors.
• Sales Enablement: Conduct product training, updates, and sales workshops for partner teams to ensure they are equipped to sell the company’s printing solutions.
• Partner Support: Assist partners in navigating technical requirements for tenders.
• Conflict Management: Oversee the deal registration process to ensure transparency and minimize conflict within the channel.
2. Demand Generation & End-user Engagement
• Direct Engagement: Proactively approach and build relationships with key decision-makers.
• Pipeline Creation: Identify and qualify new project opportunities by "pulling" demand directly from end-users.
• Brand Specification: Work to have the company's products and solutions specified in the technical requirements of upcoming Government/Corporate tenders.
• Product Advocacy: Conduct professional presentations to demonstrate the value of our printing technology to end-users.
3. Sales Execution & Fulfillment Coordination
• Seamless Fulfillment: Ensure a smooth transition of secured deals/leads to authorized channel partners for final commercial execution and delivery.
• Sales Target Achievement: Take ownership of the Southern region’s sales quota by balancing direct demand generation with partner-led sales.
• Contract Monitoring: Track the progress of orders through partners to ensure timely delivery and high customer satisfaction.

• Job / Skills Competencies
Channel Ecosystem Management: Proficiency in recruiting, onboarding, and motivating authorized partners. Expertise in managing Deal Registration systems to ensure transparency and mitigate channel conflict.
Strategic B2B & Government Sales: Deep understanding of complex sales cycles, from "pulling" demand via end-users to "pushing" fulfillment through partners.
Tender & Bidding Expertise: Strong knowledge of public procurement processes, legal frameworks for government tenders, and the ability to influence technical specifications.
Solution Selling & Advocacy: Ability to translate complex printing technologies into clear business value for C-suite executives and technical stakeholders.
Strategic Forecasting: Advanced skills in pipeline management and market data analysis to provide accurate revenue projections for the Southern region.
• Critical Work Experience
Industry Background: Minimum of 3 years of proven experience in Project Sales (B2B) or Channel Management, preferably within the ICT, Printing Solutions industry.
Proven Track Record: A documented history of meeting or exceeding high-value sales targets and expanding market share in the Corporate and Government sectors.
Regional Network: Established relationships with key System Integrators (SIs), resellers, and procurement decision-makers within the Southern Vietnam market.
Complex Fulfillment Experience: Direct experience in managing multi-stakeholder deals where direct demand generation must be seamlessly handed off to third-party partners for execution.
• Qualifications:

Education: Bachelor’s degree in Printing Technology, Information Technology, Economics, or a related technical field.
Language Proficiency: Fluency in English (written and verbal) is essential for corporate reporting and interpreting global product specifications. Japanese speaking is a plus.
Technical Literacy: Proficient in CRM software (e.g., Salesforce, SAP) and the Microsoft Office Suite (especially advanced Excel for data tracking and PowerPoint for high-stakes presentations).
Mobility: Ability and willingness to travel frequently across the Southern provinces to engage with regional partners and end-users.