Channel Manager - ICT Company

This role requires candidate to work in Jakarta, Indonesia.Client OverviewOur client is a leading global provider of ICT infrastructure and smart devices, the world's largest supplier of telecommunications network equipment, and the second-biggest maker of smartphones, established in 1987, and headquartered in China. It has grown to become the world’s largest supplier of telecommunications equipment and a major innovator in 5G, cloud computing, AI, and consumer electronics, with over 207,000 employees worldwide, and operates in more than 170 countries and regions. In Indonesia, it is playing a pivotal role in the country’s digital transformation through partnerships with governments, telcos, enterprises, education institutions, and other industry segments.Job RoleAs a Channel Manager in the company's Enterprise Business Group, you will spearhead the development and management of a robust distribution and reseller ecosystem across Indonesia.This role is centered on driving the company's growth in the networking and data communication market, covering enterprise-grade routers, switches, Wi-Fi access points, security solutions, and complementary small-scale data center offerings. You will take charge of the overall partner strategy—ensuring distributors and resellers are fully enabled, actively driving the company's products into the market, and achieving regional sales targets and sustainable business growth.Key ResponsibilitiesPartner Development & EnablementIdentify, recruit, and build strong relationships with distributors and resellers to ensure comprehensive regional market coverage.Design long-term partner business plans aligned with the company's goals, focusing on healthy pipeline growth and strategic collaboration.Sales & Performance ManagementDrive channel sales to achieve quarterly and annual revenue, market share, and profit targets.Guide distributors and resellers to meet both sales and strategic objectives through performance reviews and joint pipeline planning.Develop pricing, promotional, and go-to-market strategies tailored to Indonesia’s enterprise networking and data communication landscape.Project & Opportunity LeadershipActively create and deliver new sales opportunities through the partner ecosystem, supporting end-to-end channel projects to ensure successful delivery and customer satisfaction.Collaborate closely on commercial structuring of deals, pricing, and support to win new business opportunities.Capability & Satisfaction ManagementAssess and close gaps in partner capabilities through structured enablement programs covering product knowledge, solution selling, and service readiness.Manage partner satisfaction, resolving conflicts and proactively addressing challenges to maintain long-term healthy relationships.Operational Excellence & ReportingRegularly execute channel activities such as sales calls, pipeline reviews, marketing events, and weekly/monthly performance updates.Provide clear business insights and forecasts to support the company's strategic decision-making.Candidate RequirementsEducation: At least Bachelor Degree in Telecommunications, Computer Science, Informatics Engineering, or other IT-related disciplines.Experience: Minimum of 7 years of relevant experience in ICT businesses or companies, with at least 5 years in Channel Sales role, managing distributors or resellers.Industry Expertise:In-depth knowledge of networking and data communication products such as enterprise routers, switches, Wi-Fi solutions, and associated security or small-scale data center products.Familiarity with Indonesia’s mainstream distribution and reseller landscape.Prior experience at leading ICT vendors (Cisco, Juniper, Aruba/HPE Network, HP, Nokia) is highly valued.Background in distributors or top system integrators is an added advantage.Language: English (professional fluency in spoken and written).Professional Qualities:Target-driven, collaborative, adaptable, and eager to learn.Good analytical skills, detail-oriented, with capability to develop business forecasts and reports.Fast learner, adaptable, and collaborative.Strategic thinker with a hands-on approach to execution.Job Code: #358