Services Channel Program Leader\:

Working in a team environment, the country/cluster FS Channel Program Leader is responsible for building -or adapting- and deploying service partner programs for a country or a group of countries, in accordance with the Channel marketing strategy agreed between the FSVP and the relevant BUVPs. The FS Channel Program Leader works in close collaboration with the BU Channel leaders, FS Marketing & Operations leaders and is supported by the GFS Regional Channel Leader and GFS division.

The FS Channel Program Leader, in alignment with FS Sales, FS Execution and BU Channel teams, helps selecting the appropriate channel partners, onboard them in the appropriate programs and follow their business performance in link with AMSP , and program compliance.

Essential responsibilities\:

Strategic mission

·  Design & Implement the Services Channel GTM strategy in a country or group of countries as agreed between the FSVP and the BU VPs

·  Understand the Product channel country market landscape and go-to market,  and the services partners landscape , trends, interactions

·  Build the 3Y plan, AMSP and performance management tools for Services Partners to reach 10% of our ED  ambition through Partners and 30% for SPIBS within 2026.

·  Incubate pilots for Industry partners outside of System integrators playground.

Marketing mission

Upstream marketing

·  Analyse and Assess Services channel market and trend to identify to best partner play.

·  Build the plateforming & coverage for End users and for certified partners to optimize the overall coverage taking into account asset coverage and potential – Share this platforming & coverage with BU

·  Work hand in hand with BU to platform future “certified partners” and identify the more relevant vs Services BU criteria taking into consideration who sold the asset to the end-users at the origin, and if this partner are relevant for Services partner program-, key point to avoid channel conflict and mistake in partner selection

·  Help identify and select the channel partners relevant to services with Opex criteria & digital capabilities, not focus only on “legacy partners”

·  Adapt the GFS Service Partner programs to the local context and channel ecosystem

Operational marketing

·  Localize partners offers with all “mix” related to partners\: offer value proposal, price, process, people/skills, tools, …

·  Build the commercial policy and pricing consistency (discount waterfall) with internal practices for end-users, others BU and secure the end to end application

·  Act as internal Single Point of Contact for all Services & Channel related topics for FS VP, BU Channel Leaders and Services sales channel for offer/tools/process support.

·  Support the Services sales channel leader to put in place  Commercial Agreement with key players

·  Manage external communication with Marcom & Dcx teams\: Animate its channel community through appropriate social media, events and provide all tools & budget to the services sales to make these events successful

·  Ensure the channel consistency rules (Rules of Engagement) are known, deployed and applied across the company, otherwise, he/she will work with BU to build them

·  Localize and adapt trainings content provided by GFS academy and secure deployment with services sales channel (sales & execution)

·  Identify new potential offers and steer actions locally or with Services BU to bring innovation to partners

·  Control the IB tracking progress through partners in term of quality, quantity, tools enablers and process

·  Control offer mixt through Certified partners and propose actions to Sales channel leader

·  Deploy transactionalization catalog & offers to digitalize partners journey

·  SPOC of Seamless deployment for Services partners

·  Build and deploy the communication plan internal and external for the Partners program

·  Ensure that our own Execution team are fully trained, supportive of the program for Services reseller needs and services providers and serve properly them as for EU

·  Achieve FS growth targets for indirect approach through certified partners, while contributing to global development objectives and profitability

Main interactions\:

Internal\: FS VP, FS Services sales channel leaders, Services Sales DR, BU Channel leaders, FS Operations, Services BU deployment team, Dcx, Digital teams, Marcom leaders

External\: Channel partners, “delegated” customers , specifiers

Key Success Factors

·  Successfully deploys localized Services Partner Programs aligned with Country FS Strategy

·  Manage digital & transactionalization transformation for partner play

·  Established as key Services expert for BU Channel Leaders and Channel Partners

·  Achieves Services revenue growth through well managed channels