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Director of Strategic Alliance and Channel
Concur
Shanghai, , China
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Position Description
Job Overview:
Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Business Development Director – Asia. Concur Technologies, Inc. is the world's leading provider of business services that automate Corporate Expense Management. Established in 1993, Concur's solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions.
Director of Strategic Alliance and Channel – Greater China manages a small team of Business Development professional and is responsible for exploring, pursing, closing and managing highly strategic partnerships in the region and partner programs to fuel high growth for Concur in the Greater China region. The successful candidate is a strong coach for his/her team, have strong business acumens to identify potential synergy with other companies, be results driven with a bias towards action, be able to drive and change working collaboratively to lead large initiatives across multiple departments, and possess the ability to manage many details and execute both directly and indirectly through other teams at Concur and through partner organizations.
Responsibilities:
• Drive revenue and results as presented in the Greater China Business plan
• Formulating and implementation of effective partnership strategies for Concur Greater China
• Manage the complex sales cycles that are associated with getting a new strategic partnership in place, negotiate the terms of the partnership and establish the strategic plan that covers: marketing, sales interaction, training and executive bridging.
• Create partnership objectives and goal setting with Concur internal and external partnership owners.
• Develop and effectively manage partnership and internal relationships necessary to reach mutually beneficial objectives and the cross-functional commitments to achieve them.
• Sales enablement - develop presentations and other selling tools with Marketing (white papers, case studies, ROI calculators, etc) which articulate the value for Concur services.
• Marketing and demand generation – working closely with marketing and sales and management from Concur and our partner, drive the overall business plan and marketing campaigns.
• Evaluate performance, analyze deficiencies, and develop and implement changes for improvements within service offerings.
• Coordinate Partner product education, develop and update educational tools.
• Prepare feasible studies of potential partnership for senior management’
• Manage relationships with partner and internal cross-functional teams to facilitate and promote partnership/offerings
Position Requirements
Education, Experience & Training Required:
• BA/BS or equivalent experience.
• 10+ years’ experience in partner management, sales, market or business development.
• Experience in Greater China is preferred.
• Ability to travel 50%+ of work days.
• Extremely hands on environment, needs to be proactive as well as realistic when comes to making decisions.
• Effective communication skills (written, verbal and presentation).
• Demonstrated presentation, negotiation and persuasion skills.
• Analytical skills for the development of offers.
• Effective at coordinating efforts across a diverse organization in the execution of key initiatives.
• Effective communication and presentation skills in both Chinese and English
• Displays passion for and responsibility to customers
• Strong executive level relationships between building technique