Overview of the position:
Scaled Agile, Inc. is looking for a passionate Country Manager for the Greater China markets for our renowned thought leadership organization. Based in Beijing or Shanghai, you’ll be driving change in the local China enterprises and Government accounts, plus the Global 2000, through your work with our Partner channel of trainers and consultants.
We have experienced steady growth in the Greater China markets and have some logo accounts. We expect to be able to grow the market significantly. We have a number of strong partners driving success in each of the Greater China countries. Our goal is to enable them to succeed with transforming customers in the region, along with enabling many of the global consulting companies and System Integrators that we are commencing our engagement with across those countries.
In this role you will work with our U.S. Marketing teams and local resources to develop and implement demand-generation strategies for the SAFe Enterprise Subscription, classes and courseware, identify and onboard the Partners who can meet this demand, and cultivate relationships with the Enterprises wishing to transform. You will also provide the ongoing support for these Partners and Enterprises, as well as help build the community of SAFe trainers and practitioners through community engagement events.
You will have responsibility for the full sales lifecycle, from opportunity discovery to close as well as ongoing support and retention. You will cultivate meaningful lasting relationships ranging from Engineers to C-level Executives.
You will be part of the APAC team in this multi-faceted role and report to the VP Asia Pacific, and have the support of an experienced Strategic Advisor, plus regional Customer Success and Revenue-Ops functions.
What you’ll be doing:
Attend and speak at agile and other industry events, meetups and conferences for increased SAFe brand awareness through networking and speaking.
Travel to be with Partners and Enterprises as needed to accelerate SAFe adoption in the Greater China markets.
Build the SAFe ecosystem by connecting Enterprises with the Partners that can accelerate their success.
Apply your strong knowledge of Channel Management to attract, onboard, and retain Partners in Greater China.
Enable and develop existing Scaled Agile partners to improve their business development and sales success, as well as their customer success.
Execute mutual business plans with Partners to grow their commitment to SAFe, and expand their revenue with Scaled Agile.
Ensure the ongoing quality, consistency and business practices of the partner community.
Prospect and identify target organizations for our solutions and courseware to drive additional revenue and customer success strategies within the context of their transformations.
Close subscription business with customers and drive their continued adoption, consumption and success.
Initiate, develop and grow C-level and senior relationships within target client organizations.
Work with the team to ensure our community of Enterprises are thriving, growing and renewing.
Required Skills & Experience:
Successful sales experience in complex Enterprise sales environments, ideally leading complex technology and/or services sales.
Proven insights into where and how to expand the territory while remaining aligned with headquarters (U.S. based) and the APAC team business growth strategy.
Experience working with a partner ecosystem to drive revenue growth in customers.
Experience of, or a strong understanding of, selling transformational and Organizational Change Management services is highly desirable.
Proven relationship with senior leaders in multiple major Chinese companies in those industries implementing Agile (systems integrators, banking, insurance, etc.).
Experience with SAFe, Agile, or Lean highly desired.
Ability to produce account plans which demonstrate a strategic approach to account growth.
Previous experience with Salesforce or other CRM tools and an appreciation for data integrity.
Previous experience on WeChat official account platform.
A consulting company background is preferred.
About you:
Possess an entrepreneurial mindset with experience in a startup company or expanding a business unit into Greater China.
A highly collaborative working style, with the ability to self-manage and communicate internationally from your home office.
Strong work ethic, passion, action-oriented, integrity and commitment are a must.
Outstanding communication and presentation skills, exceptional writing and editing skills and the ability to customize key messages for specific target audiences.
Language - Chinese with strong proficiency in English - verbal and written.
Where and how you’ll be working:
Work location – home office, with prior experience of working from home for an international company desired.
Shanghai or Beijing location.
Travel - up to 40% in the region and travel to the USA on occasion. Will obtain own travel visas with support from HQ.
