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Technical Alliances Manager

190000CM Requisition #
Technical Alliances Manager                                                                          REQ# 190000CM

Today's fast-moving digital environment enables enterprises to operate more efficiently, gain competitive advantage and serve customers better than ever before. It also multiplies the security risks. nCipher Security, an Entrust Datacard company empowers world-leading organizations by delivering trust, integrity and control to their business critical information and applications. Our cryptographic solutions secure emerging technologies – cloud, IoT, blockchain, digital payments – and help meet new compliance mandates, using the same proven technology that our customers depend on today to protect against threats to their sensitive data, network communications and enterprise infrastructure. We deliver trust for your business critical information and applications, ensuring the integrity of your data and putting you in complete control – today, tomorrow, and at all times. 


For the nCipher APAC region, work closely with the channel sales organization to identify the top potential nFinity technology partnerships in each APAC sub-region, and drive sales engagements that increase year-over-year revenue. Define and execute technology partnership strategies with a focus on leveraging global technology partnerships to establish selling strategies and programs in target countries.  Assist the channel sales team in establishing commercial alliances leading to increased sale of nCipher products with partner solutions. 
Key areas of responsibility: 
 Create strategy for developing sales opportunities through technology partnerships and system integrators based on defined APAC business goals. 
 Develop go-to-market relationships with technology partners to increase sales of nCipher products as part of a bundled solution  
 Position nCipher products to the regional teams of identified technology partners for both immediate application and potential longer-term initiatives. 
 Drive sales of existing integrations of technology partner solutions with nCipher products, and look for opportunities to expand integrations/solutions based on identified regional needs. 
 Direct the technology partner relationship at the APAC regional level, and work to maximize leverage of the partner's resources, including markets, technologies and people to help provide nCipher increased market reach. 
 Be a partner advocate by promoting technology partner relationship, integration, capabilities, activities, and priorities with all relevant departments within nCipher to obtain support and collaboration for achieving maximum benefit from the partnership. 
 Represent the company at trade shows and customer/partner/reseller events. 

Required knowledge/skills/experience: 
 10+ years of Business Development Experience. 
 Clear proven understanding of partnership development and co-selling relationships. 
 Results-oriented and strong decision making skills with the ability to prioritize multiple objectives and meet aggressive deadlines. 
 Be fluent in English 
 Broad-based technological awareness complemented by knowledge of PKI, cloud technologies, digital payments, and general cybersecurity concepts 
 Solid understanding of technology and the ability to sell and present to both technical and business buyers. 
 Strong analytical, communication and presentation skills. 
 Excellent people management and interpersonal skills. 
 Ability to travel up to 40% of the time. 
Educational and location requirements: 
 Bachelor's degree from a four-year college/ university or equivalent combination of education/training and experience. (Advanced degree preferred).  Based in Hong Kong. 


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