Regional Channel Manager

Your Role:

We are seeking a dynamic and experienced Channel Account Manager to join our team and drive growth through our channel partner network in Indonesia, Malaysia and Philippines. In this role, you will be responsible for developing strong relationships with partners, educating them on our solutions, and supporting their sales activities to drive revenue growth for the region.

Your Impact:

• Build Business Plans: Collaborate with partners to develop comprehensive business plans that outline marketing activities, training certifications, revenue targets, forecasting, and key performance metrics to be regularly reviewed.
• Develop Existing Channel: Create growth plans for existing named and strategic partners, focusing on increasing sales of new products and building a healthy pipeline using marketing development funds.
• Develop New Partners: Identify and onboard new high-quality partners in the territory, particularly those selling competitive products, and develop them into partners Solarwinds Observability solutions.
• Distribution Management: Work closely with distribution partners to ensure timely delivery of products, services, and results.
• Relationship Building: Build and maintain mid- and long-term business relationships with partner managing directors, sales teams, and systems engineering personnel to drive mutual success.
• Internal Resource Utilization: Leverage internal resources, including marketing, channel presales, and sales teams, to achieve success and support partner growth.
• Sales Planning and Activities: Collaborate with partners to develop and support sales planning and activities, ensuring alignment with business objectives.
• Training Plan Development: Develop and implement partner training plans to meet certification requirements and enhance partner capabilities.
• Operational Decision-Making: Manage complex decision-making processes, gathering relevant information and identifying key issues to drive action and achieve organizational goals.
• Business & Technical Knowledge: Utilize economic, financial, and industry data to diagnose business strengths and weaknesses, develop strategies, and make informed decisions.
• Business Reviews: Conduct quarterly and ad-hoc partner business reviews to ensure alignment with objectives and identify areas for improvement.

Your Experience:

• Proven experience as a Channel Account Manager or in a similar role within the IT industry.
• Strong understanding of IT management software solutions, particularly in monitoring and management.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to educate and articulate complex technical solutions to channel partners effectively.
• Experience working with distribution networks and managing order processing.
• Track record of achieving and exceeding sales targets and objectives.
• Strong organizational skills and attention to detail.
• Ability to work independently and as part of a team in a fast-paced environment.
• Willingness to travel as required to partner and customer offices within the ASEAN region.