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Channel Account Manager

Date:  Feb 20, 2021

Kuala Lumpur, 14, MY

Requisition ID:  29426

About Avaya

Businesses are built by the experiences they provide, and every day millions of those experiences are delivered by Avaya Holdings Corp. (NYSE: AVYA). Avaya is shaping what's next for the future of work, with innovation and partnerships that deliver game-changing business benefits. Our cloud communications solutions and multi-cloud application ecosystem power personalized, intelligent, and effortless customer and employee experiences to help achieve strategic ambitions and desired outcomes. Together, we are committed to help grow your business by delivering Experiences that Matter. Learn more at www.avaya.com.

About the Opportunity

This role is part of the Channel Organization, and as a Channel Account Manager, you will play a role in delivering on our transformational vision: ‘Partner Success’ is aligned with ‘Customer Success’ in accelerating digital transformation and delivering business outcomes for our partners and customers.
Success will be measured by the achievement of sales quotas for the allocated territory(s) and/or accounts on a quarterly and annual basis.
Avaya is now looking for an experienced leader to join our Channels team in support of our strategic relationships with our partners, including Distribution, Master Agents, System Integrators and Value Added Resellers, responsible for Malaysia and Indonesia territories. The Channel Account Manager will be accountable to develop joint GTM partnerships, and lead the development and execution of the strategic partner business plans.

About the Responsibilities

  • Ensure operational  consistency and business review governance with executive stakeholders from Avaya and the business partners.
  • Develop and execute business plans to assure partners are well positioned to sell the value of Avaya solutions and to deliver successful customer implementation and user experience.
  • Develop a strategy to grow the business of the Distributors and  Regional Channel Partners across different verticals and geographical territories. 
  • Perform business and support metrics reviews and analysis of each Distributor and Channel Partner’s performance via Quarterly Business Reviews. 
  • Coordinate resources and facilitate joint demand generation and business development initiatives, following them through to opportunity ownership and closure 
  • Consistently maximizes sales activities and achieves quotas by prospecting for new accounts with partners drive additional growth;  in collaboration with Avaya Account Managers.
  • Support and leverage other channel efforts, field marketing, product launches, and product promotions, as well as partner certifications and specializations.
  • Meet/exceed sales bookings, revenue goals, and alliances (non resell partner) objectives

About the Requirements

  • 5-10 Years of experiencing managing indirect sales via partners
  • Understanding of the Unified Communications market is not a must but will be an advantage
  • Understanding of the Malaysian and Indonesian market will be an advantage
  • A demonstrated track record of reaching and exceeding sales targets
  • Possess excellent communication, negotiation and presentation skills
  • Sound judgment; willingness to make independent decisions based on logic and common sense
  • Ability to multi-task and produce accurate high quality work
  • Driven, committed and independent person, ability to work with minimum supervision
  • Proactive and energetic with a can-do attitude
  • Bachelor’s Degree (preferred) or equivalent experience


Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at https://www.avaya.com/en/privacy/policy/) and applicable Privacy Statement relevant to this job posting (accessible at https://www.avaya.com/en/documents/info-applicants.pdf).