Regional Channel Manager

About the Role:

Grade Level (for internal use):

The Role: The Regional Channel Manager is responsible for ensuring each of the SPGE partners to which he/she is assigned has the best SPGE experience. In addition to being the stewards of the partner relationships within their given territory, each Regional Channel Manager will also be responsible for coordinating regional cross-company sales and marketing activities, sales enablement, product training/education and sales leadership and executive meetings.

The Impact: Ultimately, the Regional Channel Manager is responsible for driving net-new incremental sales with our distribution partners through the effective deployment of regional and partner-specific sales and marketing plans which align and leverage key Platts resources with the set of partners assigned.

Your Skills: Successful candidate should have experience in a regional or global indirect Channel sales and/or Channel management role with successful demonstration of ability to meet and/or exceed targets in a sell-through environment.

Responsibilities:

The Regional Channel Manager will be responsible for generating and deploying a regional Channel management plan that ensures Platts’ is maximizing the commercial relationships with each of its key selling partners in the territory. Driving net-new incremental sales through the alignment of key partner sales resources and SPGE sales resources in the territory
In addition, this role will be responsible for identifying, prospecting, recruiting and on-boarding new partners to refer or distribute SPGE products through the effective deployment of the regional Channel management plan
Responsibilities also include alignment of key SPGE resources with the partner including Sales Reps, Sales Leadership, Marketing, Finance, Support and Executives. Developing Go-to-Market plans for each of the partners in their territory and ensuring the efficient execution of those plans and utilization of local and global SPGE resources
The Regional Channel Manager will be the primary point of contact for each partner within the given territory and will be responsible for escalation of partner related issues and will be the primary point of contact for such issues as sales conflict within the territory
On-going Partner Management, Marketing & Enablement
Serve as the primary point of contact for each of the partners located in the territory and for the local offices of the global partners
Coordinate between partner and SPGE marketing and sales departments to ensure that SPGE is leveraging all available sales and marketing assets to promote the sales and use of SPGE products to the partner’s end-user community
Ensure communication of SPGE product portfolio to the partner sales teams
Leverage SPGE training and education curriculum to ensure partners have adequate sales enablement on the full depth of SPGE products
Develop regional channel account plan outlining the key steps and milestones that will be used to ensure SPGE is maximizing marketing and selling efforts with the partners in the territory
Lead Generation and Sales
Work closely with the sales teams at each of the regional channel partners in the territory as well as the local offices of our global partners to identify and close net-new sales opportunities for SPGE products, growing partner-contributed revenue
Each opportunity should be properly registered in the appropriate lead registration tools and CRM and be properly associated with the partner who originated the opportunity and collect all other pertinent information as required
Foster strong sales engagement between the SPGE sales teams and the partner sales teams
Regional Channel Development Plan and Partner Account Plan Development
Working with the Head of Channels, the Channel Marketing Head and local Sales Leadership, the Regional Channel Manager will develop a Regional Channel Development Plan that aligns with the goals of the territory
Develop and execute a go-to-market plan for each of the partners in the given territory
Partner Account Records Maintenance
Utilize SPGE CRM system to enter, update and maintain accurate partner account record details

Other Accountabilities

Meet or exceed monthly, quarterly or annual sales quotas/goals
Represent Company and its products at conferences at trade shows as needed
Demonstrate sufficient Platts product, technical and energy market knowledge
Participate in regular product, technical, systems and customer support trainings as required
Any additional duties/tasks that may be assigned by management

Qualifications:

Proven experience in a regional or global indirect Channel sales and/or Channel management role with successful demonstration of ability to meet and/or exceed targets in a sell-through environment
Excellent written, verbal and presentation skills as well as ability to articulate complex product information to sophisticated sales teams, prospects and/or customers both in person and via phone
Ability to interact at a senior level with key executives both at Platts and the partner organizations
Ability to sense and manage Channel conflict in a manner conducive to fostering strong relationships
Strong organizational and time management skills coupled with the ability to embrace change
Pipeline management skills in the CRM environment required
Commodities and energy industry knowledge a plus
Ability to travel, 30%+ within the territory

About S&P Global EnergyAt S&P Global Energy, our comprehensive view of global energy and commodities markets enables our customers to make superior decisions and create long-term, sustainable value. Our four core capabilities are: Platts for news and pricing; CERA for research and advisory; Horizons for energy expansion and sustainability solutions; and Events for industry collaboration.

S&P Global Energy is a division of S&P Global (NYSE: SPGI). S&P Global enables businesses, governments, and individuals with trusted data, expertise, and technology to make decisions with conviction. We are Advancing Essential Intelligence through world-leading benchmarks, data, and insights that customers need in order to plan confidently, act decisively, and thrive economically in a rapidly changing global landscape. Learn more at www.spglobal.com/energy.

What’s In It For You?

Our Mission:

Advancing Essential Intelligence.

Our People:

We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Join us and help create the critical insights that truly make a difference.

Our Values:

Integrity, Discovery, Partnership

Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.

Benefits:

We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.

Our benefits include:

Health & Wellness: Health care coverage designed for the mind and body.
Flexible Downtime: Generous time off helps keep you energized for your time on.
Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Global Hiring and Opportunity at S&P Global:

At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.

Recruitment Fraud Alert:

If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to reportfraud@spglobal.com. S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, “pre-employment training” or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here.

-----------------------------------------------------------

Equal Opportunity Employer

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.  US Candidates Only: Know Your Rights: Workplace discrimination is illegal

-----------------------------------------------------------

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)

Details

Location

Singapore

About the Role:

Grade Level (for internal use):

Responsibilities:

The Regional Channel Manager will be responsible for generating and deploying a regional Channel management plan that ensures Platts’ is maximizing the commercial relationships with each of its key selling partners in the territory. Driving net-new incremental sales through the alignment of key partner sales resources and SPGE sales resources in the territory
In addition, this role will be responsible for identifying, prospecting, recruiting and on-boarding new partners to refer or distribute SPGE products through the effective deployment of the regional Channel management plan
Responsibilities also include alignment of key SPGE resources with the partner including Sales Reps, Sales Leadership, Marketing, Finance, Support and Executives. Developing Go-to-Market plans for each of the partners in their territory and ensuring the efficient execution of those plans and utilization of local and global SPGE resources
The Regional Channel Manager will be the primary point of contact for each partner within the given territory and will be responsible for escalation of partner related issues and will be the primary point of contact for such issues as sales conflict within the territory
On-going Partner Management, Marketing & Enablement
Serve as the primary point of contact for each of the partners located in the territory and for the local offices of the global partners
Coordinate between partner and SPGE marketing and sales departments to ensure that SPGE is leveraging all available sales and marketing assets to promote the sales and use of SPGE products to the partner’s end-user community
Ensure communication of SPGE product portfolio to the partner sales teams
Leverage SPGE training and education curriculum to ensure partners have adequate sales enablement on the full depth of SPGE products
Develop regional channel account plan outlining the key steps and milestones that will be used to ensure SPGE is maximizing marketing and selling efforts with the partners in the territory
Lead Generation and Sales
Work closely with the sales teams at each of the regional channel partners in the territory as well as the local offices of our global partners to identify and close net-new sales opportunities for SPGE products, growing partner-contributed revenue
Each opportunity should be properly registered in the appropriate lead registration tools and CRM and be properly associated with the partner who originated the opportunity and collect all other pertinent information as required
Foster strong sales engagement between the SPGE sales teams and the partner sales teams
Regional Channel Development Plan and Partner Account Plan Development
Working with the Head of Channels, the Channel Marketing Head and local Sales Leadership, the Regional Channel Manager will develop a Regional Channel Development Plan that aligns with the goals of the territory
Develop and execute a go-to-market plan for each of the partners in the given territory
Partner Account Records Maintenance
Utilize SPGE CRM system to enter, update and maintain accurate partner account record details

Other Accountabilities

Meet or exceed monthly, quarterly or annual sales quotas/goals
Represent Company and its products at conferences at trade shows as needed
Demonstrate sufficient Platts product, technical and energy market knowledge
Participate in regular product, technical, systems and customer support trainings as required
Any additional duties/tasks that may be assigned by management

Qualifications:

Proven experience in a regional or global indirect Channel sales and/or Channel management role with successful demonstration of ability to meet and/or exceed targets in a sell-through environment
Excellent written, verbal and presentation skills as well as ability to articulate complex product information to sophisticated sales teams, prospects and/or customers both in person and via phone
Ability to interact at a senior level with key executives both at Platts and the partner organizations
Ability to sense and manage Channel conflict in a manner conducive to fostering strong relationships
Strong organizational and time management skills coupled with the ability to embrace change
Pipeline management skills in the CRM environment required
Commodities and energy industry knowledge a plus
Ability to travel, 30%+ within the territory

What’s In It For You?

Our Mission:

Advancing Essential Intelligence.

Our People:

Our Values:

Integrity, Discovery, Partnership

Benefits:

We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.

Our benefits include:

Health & Wellness: Health care coverage designed for the mind and body.
Flexible Downtime: Generous time off helps keep you energized for your time on.
Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Global Hiring and Opportunity at S&P Global:

Recruitment Fraud Alert:

-----------------------------------------------------------

Equal Opportunity Employer

-----------------------------------------------------------

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)