Channel Sales Manager (ICT Data Center: 01 Headcount, Industrial Automation: 01 Headcount )

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* Position Purpose:
- The Channel Sales Manager is responsible for developing, managing, and expanding the company's channel ecosystem, including distributors, system integrators (SIs), EPCs, resellers, and strategic partners.
- The role focuses on building a healthy and sustainable channel network, generating business opportunities through partners, improving channel coverage, and achieving assigned sales and gross profit targets.
- The position will work closely with internal Sales, Product/BU, Solution, Marketing, Finance, and Service teams to ensure effective channel execution and long-term partner development.
* Key Responsibilities:
A. Channel Strategy & Development
- Develop and execute channel sales strategies in line with the company's business objectives.
- Identify, evaluate, recruit, and develop new distributors, MDs, Dealers, SIs, resellers, and strategic partners.
- Define appropriate channel coverage by market segment, geography, customer type, and product portfolio.
- Develop partner business plans, sales targets, and go-to-market strategies.
- Identify potential channel conflicts and establish appropriate channel management approaches.
- Continuously assess channel performance and recommend actions to improve coverage, productivity, and profitability.
B. Partner Management
- Build and maintain strong relationships with key channel partners and strategic accounts.
- Establish regular business reviews with partners to monitor sales performance, pipeline, inventory, project opportunities, and business development activities.
- Understand partners' business models, customer networks, technical capabilities, and market coverage.
- Develop partner capabilities through product training, solution training, sales enablement, and joint customer engagement.
- Ensure partners understand and comply with the company's pricing, sales, warranty, and channel policies.
C. Sales & Business Development
- Develop and manage sales pipeline generated through channel partners.
- Drive partner-led opportunities from lead generation, qualification, specification, quotation, tender, negotiation, and closing.
- Work with partners to identify and develop new projects and customer opportunities.
- Conduct joint customer visits, presentations, workshops, seminars, and solution demonstrations with channel partners.
- Support partners in strategic project development and competitive positioning.
- Achieve assigned revenue, gross profit, and other sales KPIs.
D. Commercial & Channel Governance
- Monitor channel pricing, discount structures, deal registration, and project protection mechanisms.
- Maintain healthy channel pricing and minimize unauthorized discounting or channel conflicts.
- Review partner quotations and commercial conditions for strategic opportunities when required.
- Monitor channel inventory, sell-in, sell-out, and stock aging where applicable.
- Work with Finance and Sales Operations to manage credit, payment, and commercial risks.
- Ensure all channel activities comply with company policies and internal approval procedures.
E. Market Intelligence
- Monitor market trends, customer requirements, competitor activities, pricing, and channel movements.
- Provide regular market intelligence and channel feedback to management and relevant Business Units.
- Identify emerging market segments, new business opportunities, and potential strategic partners.
- Analyze competitors' channel strategies and recommend appropriate responses.
F. Cross-functional Collaboration
- Work closely with Product/BU teams to align channel strategy with product and solution priorities.
- Coordinate with Solution teams for technical support and partner enablement.
- Collaborate with Marketing on partner events, campaigns, seminars, and demand-generation activities.
- Coordinate with Supply Chain and Operations to support forecasting, delivery planning, and inventory management.
- Work with Service teams to ensure appropriate after-sales support through the channel.