Senior Manager, Channel Sales

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Job Purpose

This role is responsible for systematically developing establishing and managing a high-performing channel partner network (including agents distributors and strategic alliances) for BSIs business in Mainland China and Hong Kong. The core objective is to achieve sales targets and commercial Key Performance Indicators (KPIs) by selling BSIs full range of services and solutions through the channels. Furthermore this position will serve as the internal channel expert supporting regional sales teams by empowering them to leverage channel resources to deepen local business collectively positioning BSI as the preferred solution provider for clients.

Key Responsibilities & Accountabilities

Channel Strategy & Partner Management:

• Independently execute the channel development strategy for BSIs China business including but not limited to Management Systems Certification Training Services ISA Type B etc. Focus on new channel development negotiation onboarding and enhancing the effectiveness of existing partners.
• Manage channel partners through their entire lifecycle including enablement training joint business planning sales activity support and regular performance reviews ensuring partner success and maintaining high satisfaction and loyalty.
• Utilize sales forecasting and channel data analytics to accurately manage the sales pipeline and ensure channel sales targets are met.
• Employ pricing frameworks standard terms and marketing materials to ensure compliance and professionalism in all channel sales activities.

Business Development & Sales Support:

• Identify and manage complex customer relationships within the region through the channel network to create new sales opportunities and achieve revenue growth objectives.
• Articulate the value proposition of BSIs products and services (e.g. ISO series Information Security Sustainability) clearly to channel partners and end clients aligning them with their business needs.
• Act as the internal focal point for channels proactively collaborating with regional sales teams to provide channel resources and support for jointly serving customers and driving regional business objectives.
• Handle business objections and close deals by proposing solutions that deliver value to both BSI and the customer.

Market Insight & Collaboration:

• Develop a deep understanding of the business needs and drivers of both channels and end clients. Gather market and competitor intelligence to provide feedback for internal product and market strategy.
• Collaborate closely with Operations and Marketing teams to support the development and execution of channel-focused marketing plans.
• Stay informed about developments in the TIC (Testing Inspection Certification) industry and be able to clearly communicate the authority and value of BSI standards to clients and partners.

Person Specification

Knowledge & Experience:

• Minimum 10 years of B2B sales experience with at least 5 years specifically in channel sales/partner management and a proven track record of independently building and managing a multi-regional channel network from the ground up.
• Essential experience working in professional training services management systems certification enterprise software/SaaS services or related knowledge/paid content fields.
• Essential clear understanding and proven ability to thrive in a KPI-driven environment with a verified record of consistently exceeding sales targets.
• Bachelors degree or higher.

Skills & Competencies:

• Exceptional Sales Skills: Proficient in modern sales methodologies with outstanding capabilities in business negotiation proposal presentation and closing deals. Able to identify underlying customer needs through effective questioning and propose tailored solutions.
• Numerical Acumen & Business Acumen: Capable of interpreting sales data to make data-driven decisions and utilizing CRM tools for accurate sales forecasting and pipeline management.
• Strong Interpersonal Influence & Collaboration: Excellent verbal and written communication skills. Able to effectively influence persuade and build trusting collaborative relationships with internal teams and external partners even without direct reporting lines.
• Self-Motivation & Agility: Highly self-driven and able to work independently with minimal supervision. Open to new ideas and ways of working adaptable to change and evolving business growth needs.
• Customer-Centric Mindset: Always place internal and external customers at the center of thinking committed to delivering exceptional service experience.

Language Requirements:

Fluent business communication skills in Mandarin Chinese. Good English reading and writing skills. Cantonese proficiency is a plus for Hong Kong market operations.

Travel Requirements:

Regular business travel within Mainland China and Hong Kong is required.

About Us

BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society building trust and enhancing lives.

Today BSI partners with more than 77500 clients in 195 countries and engages with a 15000 strong global community of experts industry and consumer groups organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive aerospace built environment food and retail and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity Agility and Collaboration BSI provides organizations with the confidence to grow by partnering with them to tackle societys critical issues from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.

BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.