北京招聘

Location: GCR (Beijing or Shanghai)

Reporting:

Hard line : Ecosystems Alliances Director (GCR)

Dotted Line : APAC Service Provider BDM Director

Responsibilities:

• Establish and grow Service Provider partnerships in GCR. Mainly, to sell Polycom portfolio (to and) through Service Providers as a Channel. Service Providers to include traditional, Mobile, OTT players among others. To sell Personal, Group, Platform products with a special focus on Voice business.

• Work closely with the Service Provider partners to help productize Polycom products within their environment (productization to include, though not limited to; technical certification of Polycom products within Service Providers (SPs), pricing discussions, bundling of Polycom End points with Service provider market offers etc)

• Leveraging the Polycom SE and other technical resources to conduct relevant training of Polycom portfolio for the SP stakeholders (sales, technical etc)

• Where needed, discuss different Collaboration technologies – Voice, Video, Platforms with the SP stakeholders ( technical and business perspective). Position and differentiate Polycom portfolio vis a vis other competitors in the market keeping the SP business in perspective – both technical and business perspective

• Develop and execute Go-to-Market (GTM) plans with these Service Providers (SPs) to establishing Polycom as the preferred technology vendor in GCR and their hosted voice, video, and UC offers

• Build strong relationship with UCaaS/Voice ecosystem partners that are relevant to GCR, with a special focus on Voice partners. These could include Regional, Global, GCR specific partners. (e.g., Ribbon Communications, Asterisk players etc)

• Work with the channel/disti stakeholders within Polycom, to Develop at least 1 distributor in GCR with capabilities required to serve Service Provider partners.

• Activate SP as a channel “engine” that can drive massive volume at relatively low (or no) touch.

• Work closely with Service Provider Sales leads and Polycom sales leads to facilitate joint response to large RFP (End Customer RFPs)

• Build and grow the channel model and partners to drive sales for the Obi Hai suit of products. Support the homologation/certification process with the relevant stakeholders in Polycom

• Work very closely with the APAC SP BDM director to align strategies and execute SP specific plans

• Work very closely with the GCR sales and channel leaders to build local SP strategies that are relevant to GCR region and aligned to the overall GCR plans.

• Create and execute GTM programs/initiatives with the SPs

• Be the Voice for SP business in GCR and communicate the SP business plans that will be executed by the region

• As may be required, conduct market sizing and segmentation analysis in order to determine the scope of the opportunity and target/prioritize our efforts for maximum ROI

• Build a framework/scorecard for tracking progress and tweaking the strategy where required.

• Ensure that key channel metrics and KPI’s are tracked and communicated via a dashboard on a monthly basis

• Make the SP channel a key growth engine for GCR Voice Business and a critical element of the GCR GTM

• Grow wallet share with existing SP’s and activate new SP’s by launching new Polycom service offerings and commercial models

Qualifications and Experience

• 10+ years working with Service Providers, ideally within GCR (this may include having spent time working for an SP)

• Good understanding of Voice platforms/technologies, Voice market and industry players within GCR

• Good technical knowledge and experience of various Collaboration technologies. Having worked with these in a Service Provider environment.

• Ability/experience to confidently discuss, business as well as technical aspects of collaboration/technologies, with the different stakeholders within the Service Provider.

• Ability to articulate Polycom portfolio’s interoperability with different platforms and the differentiation it brings to the table – technical and business perspective for the SP

• General understanding and knowledge of the cloud and collaboration industries

• Knowledge and Experience in technology solution based selling and complex projects

• Bringing a rolodex of existing SP relationships to the table would be advantageous

• Understanding and relationships with GCR relevant Voice/UCaaS ecosystem partners

• Business degree or equivalent business accreditation and experience

• High achiever with proven track record of executing change management and global channel strategy

• Results oriented with a proven track record of exceeding quarterly sales targets and delivering against stretch targets

• Maturity to display natural team leadership as well as team player skills

• Self-motivated, entrepreneurial, and innovative

• Strong business acumen - mature interpersonal skills, with the ability to influence at senior levels within Polycom and SP’s

• Proven track record of managing programs and working well in a cross functional team environment

• Previous experience working for a major Global IT vendor

Leadership & Management Behavioral Competencies

• Leadership Skills: Lead, coach, support and inspire the sales regions.

• Excellent Facilitation Skills: Skilled at working cross functionally with other parts of the business.

• Highly communicative, with the proven ability to negotiate and compromise where all functions are important

• Expert level presentation and collaboration skills and a passion for winning with strong professionalism, integrity and team interaction

• Innovative : A proven track record of “breaking the mold” and building new business models and commercial offerings ？ Strategic Thinker: Able to see and communicate the big picture in an inspiring way. Determines opportunities and threats in comprehensive analysis of current and future trends

• SP Oriented: Able to understand SP needs and develop and implement creative solutions to maximize growth and new business development

• Organized and Deliberate: Identifies goals and sets concrete objectives as 'milestones' toward goals. Manages resources and budget according to milestones

• Resilience: High levels of emotional intelligence and resilience are essential and he/she must be capable of operating effectively within a highly regulated and commercial environment

• Result-Oriented: Designs and manages performance processes that deliver results far exceeding expectations

Personal Characteristics

• Proficient speaking and writing skills for Chinese and English

• Ability to travel within GCR as needed – approximately 50 percent

• The individual should be a self-starter with a strong entrepreneurial spirit; a roll-up the sleeves attitude with an ability to think strategically and execute tactically as appropriate

• Should have strong executive presence

• Possesses the ability to bring in new perspectives, changes and innovative thinking to an organization in a positive and non-threatening manner and the required strength to make changes happen

• Should be able to manage high-pressure situations with calm

Should possess high personal standards of ethics and integrity towards employees, stakeholders and the customers

Polycom is changing how people collaborate. We are the global leader in standards-based unified communications (UC) solutions for telepresence, video, and voice powered by the Polycom RealPresence Video Solutions. The RealPresence Video Solutions interoperate with the broadest range of business, mobile, and social applications and devices. More than 400,000 organizations trust Polycom solutions to collaborate and meet face-to-face from any location for more productive and effective engagement with colleagues, partners, customers, specialists, and prospects. Polycom, together with its broad partner ecosystem, provides customers with the best TCO, scalability, and security for video collaboration, whether on-premises, hosted, or cloud-delivered. With revenues of $1.5 Billion for 2011, a debt free balance sheet and over 600 patents issued or pending, Polycom leads a market expected to grow to nearly 4.1 billion by 2015.
At Polycom, we are not only on a journey to transform how the world collaborates but also how our employees experience their work lives. Our values are at the core of Polycom’s transformation and we know the evolution of our company depends on individuals who believe in and act upon these values.
    We seek to wow our customers, both internal and external, every day.
    We strive to succeed together, through collaborative and effective interactions.
    We believe in the importance of being creatively bold and seeking to be innovative in our work.
    We are relentless in overcoming obstacles and delivering excellence in everything we do.
    We value authenticity in words and deeds.
These tenets guide our business decisions and serve as the building blocks for our culture. If our values and vision for the future resonate with you, join over 4000 Polycom employees in achieving astonishing success.