CHANNEL MANAGER (REF: JN)

We are representing a leading Taiwanese based IT solutions company that is seeking an experienced Channel Manager to drive regional partner strategies, build strong distribution networks, and oversee the key responsibilities listed below:

Job Description:

1. Channel Strategy & Management

• Develop and implement a comprehensive channel strategy to achieve revenue targets.
• Design and execute the Channels Program for Distributors, Resellers, and CSP (Cloud Solution Providers).
• Align the Channels Program with internal sales teams (AE/FSM) and Partner Sales Managers (PSM).
• Own and drive the pipeline revenue in collaboration with channel leadership and internal teams.
• Build confidence at the executive level to promote downstream sales, technical support, and practice creation.
• Manage regional and executive Quarterly Business Reviews (QBRs) for distributors and internal stakeholders.
• Identify, onboard, and maintain strong relationships with regional partners, distributors, and resellers.
• Monitor and analyze channel performance, using data-driven insights to optimize outcomes.

2. Channel Development

• Recruit, enable, and support new partners, providing necessary tools, training, and resources.
• Enhance product and sales competency within the channel ecosystem.
• Collaborate with partners to create joint business plans, including sales targets, marketing initiatives, and promotional strategies.
• Ensure partners stay updated on the company’s software solutions, product enhancements, and market trends.

3. Sales, Marketing & Revenue Growth

• Drive revenue growth and expand the company’s footprint in the Asia region.
• Support direct engagement with strategic accounts or key verticals in specific countries (e.g., Malaysia).
• Collaborate with partners to execute regional sales strategies.
• Work closely with marketing to develop and execute a Channels Marketing Plan with distributors and resellers to achieve revenue targets.

4. Collaboration & Reporting

• Collaborate with internal teams, including marketing, sales, and customer support, to align with company goals.
• Provide regular reports on channel performance, market trends, and partner feedback to senior management.
• Offer insights and recommendations for continuous improvement of channel strategies.

Experience Requirements:

• 5+ Years Distribution or Channel Sales experience
• Expertise using 2-Tier Channel Models and Technology Alliances partners to achieve targets/quotas
• Solution Selling vs. Product Feature Sales