Our Mission to be Bold and Impactful Be a part of a fast-growing organisation, who work with cutting edge technology Grow, engage and develop Emesent's client relationships Be part of an exceptional regional and global team How you contribute As a Channel Sales Manager at Emesent, you will be responsible for growing topline revenue from the sale of Emesent products through the development and management of long-term strategic relationships across our channel network. In this role, you will be expected to perform all the activities required to support Channel Partner sales engagement from the initial meeting or demonstration through to sales order closure. Here's what we need Responsibilities: Sales Execution: Support Channel Partners with the creation and execution of shared GTM Strategies across their territories to drive Sales outcomes aligned to targets. Pipeline Growth: Develop and execute a regional business plan for the expansion and support of Channel Partners throughout APAC, and build targeted account plans, resulting in a robust business growth pipeline. Stakeholder Management: Build and maintain strong relationships with internal stakeholders, Chanel Partners, and customers to drive collaboration and alignment. More specifically, Build and maintain relationships with Channel Partners, influence long-term strategic direction and act as a trusted advisor to ensure retention and growth in sales. Results Orientation: Drive results and achieve measurable outcomes in terms of revenue growth, market share expansion, and partner satisfaction across your territory. Conduct structured Channel Partner reviews, including monthly sales meetings, quarterly reviews and annual business plans. Ensure accurate forecasting and opportunity management of Channel Partners; analyse wins and losses; present regular, accurate reports for management for review. Risk Management: Identify potential risks and challenges associated with your Channel Partner network and develop mitigation strategies to address them. Enablement: Enable and increase the competence of partners (training, demos, sales calls, etc.) Support on-boarding and growth plans for Channel Partners in region. Represent Emesent as required at shows & exhibitions within your territory and across the region. Gather feedback from customers and stay up to date on market trends and conduct competitor analysis that helps to inform Emesent's future product strategy. Continuous Improvement: Foster a culture of continuous improvement and innovation across your Channel Partner network, seeking opportunities to enhance effectiveness and efficiency. Adaptability: Remain flexible and adaptable in response to changing market conditions, customer needs, and business priorities, adjusting the Channel Partner network as necessary to drive success. Communication and Transparency: Communicate openly and transparently with all stakeholders, providing regular updates on progress, challenges, and successes. Deliverables/Accountabilities:Sales Outcomes: Meet/exceed annual sales target and performance KPIs.Territory Plan: Create and maintain a territory plan of Channel Partners across your region with a view to measuring achievement against targets and adjusting/pivoting as required.Market Analysis: Conduct thorough market research and analysis to identify trends, opportunities, and competitive landscape in your territory.Performance Review: Monitor the performance of Channel Partners against sales targets and conduct regular performance reviews and assessments to evaluate the effectiveness of each Cannel Partner in your territory and make adjustments as needed. How you'll succeed Domain experience: Industry experience in AEC, survey, geospatial, or mining. Reseller/Channel Sales: 5 years of experience in channel sales and/or business development in a technical industry. Experience in working with Sales teams locally and across the APAC region to implement a Reseller/Channel Sales model. Proven record of consultative solution selling and securing commitment with Strategic Partners to achieve joint objectives Proven record of achievement in delivering sales results and developing collaborative relationships. Problem-Solving Skills: Ability to troubleshoot and resolve technical issues efficiently, both remotely and on-site. Analytical thinking to identify root causes of problems and provide effective solutions. Customer-Focused Communication: Excellent communication skills to effectively convey technical information to customers, both verbally and in writing. Ability to understand customer requirements and tailor technical solutions to meet their needs. Ability to sell top-down in customer organisations; from c-suite to site personnel. Collaboration and Teamwork: Collaborate with cross-functional teams, including sales, marketing, and customer success, to address customer needs. Adaptability: Ability to adapt to new technologies, software, and hardware quickly. Flexibility to travel to customer sites as needed across APAC region. Continuous Learning: Stay updated on industry trends, emerging technologies, and advancements in drone and robotics technology. Pursue additional certifications or training to enhance skills. Interpersonal Skills: Build and maintain strong relationships with customers, providing ongoing support and ensuring customer satisfaction. Ability to work effectively with a diverse range of clients and stakeholders. Documentation Skills: Maintain detailed documentation of customer interactions, technical solutions, and best practices. Prepare and deliver technical documentation, manuals, and training materials to support technical sales team where required. The added perks Get a competitive remuneration package including superannuation. Participate in our employee share option scheme (Equity). Work alongside a friendly and passionate team on cutting edge technology - We know that our success and growth is a result of our motivated and inspiring teams. Take up our genuine learning and development opportunities. Settle into our great work environment and facilities. Work in comfort with a casual dress code. Utilise our secure bike storage and shower facilities offered on-site. 1 full day of leave, each year for work anniversaries Who are we? Emesent is a world-leader in drone autonomy, LiDAR mapping, and data analytics. Our vision is to autonomously map the inaccessible. Founded in 2018, with deep connections to Australia's globally recognised CSIRO, we have been striving towards our vision and rapidly grown into a mid-sized global organisation. Emesent has built a reputation for delivering high-quality data capture in the mining, infrastructure, survey, and mapping industries. Our team of 100 roboticists, engineers, and business development experts work side-by-side to deliver revolutionary efficiency, safety, and operational insights to our customers. Our flagship product, Hovermap, is a smart mobile scanning unit that combines advanced collision avoidance and autonomous flight technologies to map hazardous and GPS-denied environments. Its award-winning technology utilises innovative hardware, advanced algorithms, and machine learning to automate collection and analysis of the physical world. Equally capable above ground or underground, indoors, or out, Hovermap is a complete mobile LiDAR mapping solution. Hovermap is uniquely versatile, it can be backpack, drone, or vehicle-mounted to map challenging, inaccessible areas enabling our customers to gain insights that were not possible before. With multiple applications across several industries and a rapidly growing customer base, Hovermap and our other solutions are being used commercially for a variety of applications by enterprise customers around the world. Why us? At Emesent, you will have the opportunity to work on ground-breaking technology that is shaping the future. We offer a dynamic and collaborative work environment, competitive compensation, and opportunities for professional growth. Join us in our mission to push the boundaries of robotics and digitisation to help humanity explore further and understand more. Check us out on our website https://emesent.com/company/