Mid-Level
Senior Specialist, Local / Regional Channel Marketing and Operations
The primary purpose of the Channel Performance & Digitalization lead is to act as a strategic connector between performance analytics, digital enablement, commercial governance, and field execution, helping the organization move from reactive reporting to data-driven, prescriptive channel and sales growth.
Support the channel in gaining market segment share, generating sales and growth by driving marketing programs for the Channel that add growth value to our APC by Schneider Electric solutions. Works closely with the channel head and alliance sales team and strategic marketing.
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Channel Growth through Performance Management: Design and deploy a unified Channel Enablement Programme that automates performance measurement and delivers prescriptive insights to improve channel productivity, effectiveness, and growth outcomes.
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Marketing Mix Modelling & Program Effectiveness: Develop marketing mix models to measure, evaluate, and prescribe optimal schemes, programs, and incentives, ensuring investments are aligned to business priorities and deliver maximum ROI.
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Payouts, Dashboards & Cost Efficiency: Own end-to-end digital dashboards and online reporting for channel performance and incentive payouts, ensuring accuracy, transparency, cost avoidance, and operational efficiency in partner payouts.
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Channel Engagement & Partner Enablement: Strengthen channel engagement by enabling partners with digital sales tools including battlecards, pricing guidance, scheme deployment through videos, and contextual enablement assets that improve conversion and mindshare.
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SIP Measurement Automation & Sales Communication: Automate Sales Incentive Plan (SIP) calculations and drive structured monthly performance communication to sales teams, providing clear guidance, performance insights, and actions for improvement.
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B2B Performance & Sales Enablement: Enable B2B sales teams with 360-degree customer intelligence, including customer history, global Schneider Electric engagement, project references, and relevant external insights to support informed sales conversations and deal acceleration.
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Channel Incentives & Governance: Works in coordination with the Channel (sales, program and enablement) and Alliances Team & the Strategic Marketing Team to develop, drive, grow sales through measurable programs, MDF activities, joint promotions and other opportunities.
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Channel Growth: Focuses on organic revenue growth via marketing tactics with partners and new certified accounts, increasing the Channel Partners effectiveness and efficiency through Co-op and MDF fundings.
What is the expected contributions of the position to the results of the organization - Key KPIs:
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Optimum Rebate / MDF funding mix
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Channel Partner Program / Partner Relation Management
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MAU (Monthly active user engaged)
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ARB (Avg Reseller Base Count)
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DCM revenue (Deal Registration and solution configuration revenue)
AREAS OF RESPONSIBILITIES / ACCOUNTABILITIES
| LEVEL | MEASUREMENT | | :---- | :---------- | | Key Responsibilities | | | Planning: Drive quarterly Integrated Marketing Communications (IMC) planning for all program spend (MDF and COOP) | Full Rebate: MDF mix | | Develop, execute and measure effectiveness of 'to' partner marketing campaigns to drive width (acquisition), loyalty and depth - Campaigns typically consist of email, events, online marketing, social media, and direct mail. - Localise, customise and develop sales/marketing tools | Full PRM Platform users ARB MAU | | Maximise impact of 'through' channel marketing (alliance, distributor & reseller partners) programs - Designing, implementing and tracking successful campaigns with an emphasis on demand generation - ROI measurement | full DCM revenue (ORP, Irewards, edge configurator) leading to increase in CPP revenue | | - Marketing Operations and Financial systems management - Drive operations alignment from planning to execution (file upload, lead management, etc) to system tracking (Contra Spend system). - Measure effectiveness of campaigns (ROI, cost per acquisition, response rates, etc) and make recommendations to improve performance. | partial CPSS spending system |
Education:
- Tertiary Degree or qualification in Marketing or Communications
Job Related Experience:
- Minimum of 4 years marketing experience – IT Channel Marketing experience a plus.
Business Understanding:
- Proven experience of Channel sales support
Others (e.g. language skills, technical skills):
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Experience building and executing demand generation plans, including email, webinar, event and online programs.
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Digital channel marketing knowledge is a must
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Understanding of the channel ecosystem, and working knowledge of the fundamentals of technology preferred
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Strong analytical and problem solving skills
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Strong initiative and ability to work independently or collaboratively
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Ability to build rapport both internally and externally
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Negotiation skills
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Organisation and priority setting skills and ability to multi-task in a dynamic environment
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Excellent written and verbal communication skills in English
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