深圳招聘

Responsibilities

- Managing and coordinating the entire sales process and go to market model - including opportunity identification and development via our existing and potential partners. 2011 bookings objective for China is 7M+ US$.
- Development of strategic and tactical market, partner and customer plans to succeed in achieving short term and long term business goals of the company via an indirect sales model.
- Contribution to new solution development strategies through the analysis of prospect, customer and market requirements.
- Primary management responsibility for the channel partnership relationships and the key point of contact between them and the cross functional operations within BigBand Networks.
- Regular forecasting and reporting of market, prospect and end user prospect, customer and partner requirements.
- Presentation of technical and business solutions to partners and support of their end user prospects and customers as part of the sales process.
- Coordination of internal resources necessary to support major opportunities all the way through the deployment of individual projects.
- Accurate reporting of market, prospect, customer and competitive activity trends to all levels of management across the company.
- Facilitation of meetings and technical discussions externally and internally.
- Ensuring individual quarterly and annual business bookings objectives and company sales targets are met and/or exceeded.

Requirements

- Minimum 10 years sales experience in China the cable, Telco and video networking industry with strong digital video over HFC, and VoD understanding and results motivated.
- Established, and respected business relationships with the majority of the key MSO/Cable companies and the tier one and tier two telco's across the region.
- Knowledge of MPEG2, MPEG4, and other related standards required.
- Experience with IP related switches, routers, servers, QAM's, and DOCSIS media processing equipment.
- Excellent English oral/written communication and inter-personal skills.
- Successful sales track record in in-direct sales environment with demonstrable cable video and Telco experience.
- Ability to communicate effectively and efficiently with technical experts and senior business management in local language and English.
- Ability to facilitate meetings and technical discussions at different levels as part of an overall sales account strategy.
- Ability to deliver compelling and business relevant presentations to partners, their prospects and customers on a technical level.
- Success in implementing strategic systems sales and meeting / exceeding aggressive revenue targets via in-direct partners.
- Ability to effectively perform job and related responsibilities with minimal daily supervision, is self-motivated, results oriented and ability to navigate through a complicated sales cycle and in-direct sales model but contribute effectively across the team.
- Excellent follow through and sales skills - tenacity on behalf of the customer and the company is expected.
- Proven sales track record via channel partners for complex solutions sold into the cable providers and Telco's
- High energy with a true entrepreneurial spirit and passion for a fast-paced, dynamic environment with the majority of support resources in different time zones.
- Regional travel required (estimated +50%) .
- Business and or Technical Degree.

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