Your Title: APAC Distribution Program Manager

Job Location: Singapore, Thailand or Malaysia (Office) 

Our Department: AECO, SketchUp

Have you spent several years perfecting your relationship building with Partners and Resellers? 

Are you ready to propel your career to the next level? 

SketchUp APAC is on a breakout growth trajectory and is well positioned in the Asia region to drive exponential business growth in the next few years.

What You Will Do

An exciting opportunity to join us as our SketchUp APAC Regional Distribution Program Manager. You’ll become a member of the Trimble AECO APAC Channel Team covering APAC’s  Architecture, Engineering and Construction Markets. You’ll make the most of your existing knowledge, skills and positive attitude to develop and execute a strategy for Distributors & Key Resellers in APAC .  Grow the channel  pipeline via implementing a rock solid distribution framework, create a structure and  programs that best support the revenue growth plan thru distributors and Key resellers. Additionally you will be responsible for:

The transformation of our distribution model to focus on effectiveness and efficiency from market  coverage, higher returns of investment and a scalable model toward a unified model in  the near future.

Onboarding process for new distributors and working with the various team members to drive sales and operational readiness of those new distributors

Building channel framework comprising the program criteria, constantly assessing the suitability of the partners and their associated performance.

Instill a formal process program compliance process, upgrading or downgrading partners in accordance with the  partner framework for APAC

Assist in modelling of partner target and  settings.

Devise supporting tools that capture partner business plan, QBRs plans, pipeline management and forecasting.

Participate in distributors QBRs & cadence call to ensure alignment of distribution programs  to support region sales strategy and growth plan

Participate in strategic global call around distribution strategy and ensure alignment of APAC with the global channel team

Participating in a cadence call with the region channel leads to providing an update on the progress of the distribution program.  

Collaborate with the global Legal team, Operation team, Finance team to ensure the implementations of the contractual terms, order related process (order management, support, credits terms), taxation , rebate target approval + communications+ reimbursement process

What Skills & Experience You Should Bring

Minimum of 15 years of experience in managing partners with 10  years at least in running distribution sales.

Minimum coverage in ASEAN and APAC will be a plus

Proven abilities to lead , execute changes and distribution transformation

Sales distribution management experience with sound understanding of  ARR/ACV, rebates, incentives for high volume products.

Experience / /knowledge of CAD , 3D BIM software , construction workflows would be useful but not essential

Using reporting tools (DOMO), spreadsheets , etc to analyse past data and trending. 

Strong project management,  negotiations and influencing skills

Proven experience in partner program framework whether in vendors or distributors environment

Software company experience, BIM or AEC background is a plus

Willingness to travel up to 50% of the time

About our SketchUp Division

Trimble SketchUp is the Architecture and Design division of Trimble. Trimble creates software and hardware solutions that connect the physical and digital worlds, we employ over 11,500 people globally and we’re growing! SketchUp is a leading 3D modeling & design tool that makes 3D modeling accessible to everyone. Today, hdreds of thousands of architects, engineers, contractors and other professional designers use SketchUp & other Trimble A&D products. Our products let you visualise everything from skyscrapers to commercial interiors to theme parks and movie sets.

Trimble’s Inclusiveness Commitment

We believe in celebrating our differences. That is why our diversity is our strength. To us, that means actively participating in opportunities to be inclusive. Diversity, Equity, and Inclusion have guided our current success while also moving our desire to improve. We actively seek to add members to our community who represent our customers and the places we live and work.

We have programs in place to make sure our people are seen, heard, and welcomed and most importantly that they know they belong, no matter who they are or where they are coming from.