Channel Manager - IT Distributor, Vendor, SI, SaaS

About Finda Cloud

Finda Cloud is an emerging Value-Added Distributor (VAD) across APAC, specializing in Enterprise SaaS and Cloud Infrastructure solutions. We empower technology vendors and channel partners (Resellers, System Integrators, Managed Service Providers, and Enterprise Partners) by delivering high-margin, scalable enterprise software.

Role Overview

We are seeking a results-driven Channel Manager to manage, expand, and activate our partner ecosystem across Hong Kong and the APAC region.

In this role, you will own partner relationships across all market segments—from Enterprise alliances down to Mid-Market and SMB channels. You will drive channel revenue velocity and pipeline growth across our core software portfolio, with a heavy operational focus on IT Service Management (ITSM/EX), IT Asset Management & CMDB (ITAM/DCIM), and Remote Connectivity & Endpoint Management, alongside run-rate Unified Communications.

Because these solutions require consultative selling, we are looking for a candidate with proven experience selling and positioning ITSM, ITAM, CMDB, and Discovery frameworks to channel partners and enterprise customers.

Key Responsibilities

• Partner Network Expansion & Management:

  • Recruit, onboard, and manage a broad spectrum of channel partners, including major System Integrators (SIs), Managed Service Providers (MSPs), and specialized SaaS resellers across APAC.
  • Own channel revenue targets and serve as the primary point of contact to help partners build pipeline and close complex deals across Enterprise, Mid-Market, and SMB accounts.

• Product Portfolio Ownership (Category Focus):

  • IT Service Management (ITSM / ESM / EX): Lead channel strategy and deal acceleration for enterprise IT Service Desk and Employee Experience platforms—targeting ITSM replace-and-upgrade opportunities.
  • IT Asset Management & DCIM (ITAM / CMDB / Auto-Discovery): Drive channel pipeline for IT Asset Management, Data Center Infrastructure Management (DCIM), and Automated Application Dependency Mapping solutions.
  • Remote Connectivity & Endpoint Management: Expand distribution for enterprise-grade Remote Support, Unattended Access, and Remote Endpoint Management software.
  • Enterprise Unified Communications: Oversee run-rate channel orders, partner deal flow, and renewal pipelines for enterprise video conferencing and cloud communication solutions.

• Co-Selling & Technical Enablement:

  • Conduct sales enablement workshops, and competitive positioning training for partner sales teams.
  • Collaborate with internal pre-sales and technical teams to support partners through technical scoping, proof-of-concept (PoC) validations, and joint customer pitches.

• Partner Community & Marketing Execution:

  • Drive partner engagement and executive attendance for Finda Cloud’s Partner Community Engine (bi-monthly executive networking events, co-marketing workshops, and partner enablement initiatives).

Key Requirements & Qualifications

• Experience: 3–6+ years of B2B Channel Management, Partner Sales, or Business Development experience within an IT Value-Added Distributor (VAD), Software Vendor, or System Integrator (SI).

• Specialized Product Expertise (Must-Have):

  • ITSM / ESM Domain: Direct experience positioning or selling ITSM / Service Desk / Helpdesk platforms (e.g., Service Desk, Incident/Problem/Change Management workflows).
  • ITAM & Infrastructure Domain: Direct experience or strong familiarity with IT Asset Management (ITAM), CMDB, Data Center Infrastructure Management (DCIM), or Automated Infrastructure Discovery & Dependency Mapping.
  • Remote Access Domain: Hands-on experience selling Enterprise Remote Access, Unattended Endpoint Management, or Remote Support tools.

• Segment Coverage: Demonstrated ability to manage complex consultative sales cycles in Enterprise accounts while maintaining deal velocity across Mid-Market and SMB segments.

• Track Record: Proven ability to achieve channel quota, build partner loyalty, and drive multi-vendor product adoption.

• Languages: Fluent in English and Cantonese (Mandarin is a plus).

What We Offer

• Competitive Package: Base Salary + Performance Bonus
• Growth Platform: Key leadership role within a fast-scaling APAC Value-Added Distributor with direct access to executive leadership.
• Dynamic Culture: High-trust, performance-driven environment with regular partner community and executive networking activities.