Senior Channel Sales Executive

Business Unit and Role Overview

Business Unit Cloud & Smart Industries Group (CSIG) is responsible for promoting the company's cloud and industry Internet strategy. CSIG explores the interactions between users and industries to create innovative solutions for smart industries via technological advancements such as cloud, AI, and network security. While driving the digitalization of retail, medical, education, transportation and other industries, CSIG helps companies serve users in smarter ways, building a new ecosystem of intelligent industries that connect users and businesses.

What the role entails:
Work with channel partners by promoting cooperative selling to the market; understand customers’ businesses and build relationships with key decision makers. Demonstrate solid knowledge of customers’ positions within an industry or channel, partners’ strategies, needs, and profitability drivers. Improve partner performance to enable best practices, training and support. Provide customers with Tencent Cloud’s value proposition and directly lead key pipelines.

Utilize networking and prospecting skills to generate leads and identify strategic solution-based sales opportunities. Develop and manage high-value relationships with key stakeholders. Provide leadership and guidance to other team members on enterprise accounts and participate in providing input on sales and marketing collateral. Partner with the Business Contracts Manager on contract negotiations. Achieve or exceed sales goals, sustain revenue growth and provide recommendations to enhance account growth and revenue potential.

Prepare and execute strategic account plans, status reports, sales and revenue forecasting and quota attainment. Become proficient in Tencent’s cloud offerings, working to understand customers’ needs and providing service solutions. Develop strategic partner plans based on industry trends (FSI, Manufacturing, Energy, Pan-Internet, ISV) and customer analysis. Work closely with the Solutions Engineer team to ensure partners gain high value from their investments.

Manage partner sales life‑cycle for all accounts.

• Work with channel partners to promote cooperative selling to the market.
• Understand customers’ businesses and build relationships with key decision makers.
• Demonstrate solid knowledge of customers’ positions within an industry or channel, partners’ strategies, needs, and profitability drivers.
• Improve partner performance by enabling best practices, training and support.
• Provide customers with Tencent Cloud’s value proposition and directly lead key pipelines.
• Utilize networking and prospecting skills to generate leads and identify strategic solution-based sales opportunities.
• Develop and manage high-value relationships with key stakeholders.
• Provide leadership and guidance to other team members on enterprise accounts and contribute to sales and marketing collateral.
• Partner with the Business Contracts Manager on contract negotiations.
• Achieve or exceed sales goals, sustain revenue growth and recommend enhancements to account growth and revenue potential.
• Prepare and execute strategic account plans, status reports, sales and revenue forecasting, and quota attainment.
• Become proficient in Tencent’s cloud offerings to understand customers’ needs and provide service solutions.
• Develop strategic partner plans based on industry trends and customer analysis.
• Work closely with the Solutions Engineer team to ensure partners gain high value from their investments.
• Manage the partner sales life‑cycle for all accounts.

• 10+ years’ experience selling IT and cloud services, zero-to-one market/customer/channel partner breakthrough experience.
• Hunter mentality with outstanding ability to close sales.
• Proven record and strong capability to generate leads, pursue opportunities and sell.
• Experience selling at C-level and working with C-levels in partner organizations.
• Outstanding presentation and communication skills.
• Ability to communicate effectively and tactfully with customers and staff at all levels.
• Strong sensibility for technology.
• Ability to solve customer-related problems in a positive manner.
• Strong…