Channel Sales Manager

The ideal candidate is a disciplined, experienced sales management professional specializing in ICT channel business. This role focuses on regional channel business planning, partner ecosystem development, and team management. The candidate is capable of formulating regional sales strategies, leading channel teams and partners to achieve business targets, generating new sales opportunities regularly, and conducting frequent regional travel. They shall maintain effective communication with internal teams and field partners to drive stable regional business growth.

Responsibilities

• Regional Channel Strategy & Business Planning: Develop and execute annual and quarterly regional channel business plans aligned with headquarters strategies, design localized market expansion and promotion initiatives, and drive sustainable regional business growth.
• Channel Ecosystem & Partner Management: Oversee regional distributor and channel partner ecosystem development; recruit, onboard and optimize tier-level partners, build a structured, high-performance channel system, and manage end-to-end partner lifecycle relationships.
• Team Leadership & Performance Supervision: Lead and manage the regional channel sales team, set team and individual KPIs, provide daily coaching, training and motivation, organize regular work reviews, resolve operational issues, and improve overall team performance.
• Target Decomposition & Sales Delivery: Undertake overall regional sales quotas, reasonably decompose targets to internal teams and channel partners, track delivery progress, formulate improvement measures for underperforming areas, and ensure quota achievement and over-delivery.
• Strategic Partner Cooperation & Brand Building: Maintain long-term strategic relationships with core distributors, conduct regular quarterly business reviews (QBRs), and cooperate with partners on brand promotion and market activities to strengthen regional brand influence and market coverage.
• Channel Empowerment & Operation Guidance: Deliver professional product and sales training to internal teams and partners, standardize channel sales processes, guide solution proposal, quotation, product demonstration and customer maintenance to improve overall channel operational capability.
• Business Opportunity Development: Lead teams to explore regional market resources and business opportunities, coordinate with partners to capture customer demands, deliver professional proposals and pricing plans, and drive project landing and revenue growth.
• - Market Research & Strategy Optimization: Continuously analyze regional market trends and competitor dynamics, summarize market advantages and gaps, optimize business models and channel strategies to enhance regional market competitiveness.
• Channel Risk & Compliance Management: Standardize regional channel operation processes, resolve channel conflicts and operational risks, supervise the implementation of sales policies and incentive programs, and ensure compliant and orderly channel operation.
• - Data Tracking & Business Reporting: Track regional sales data and partner performance systematically, compile regular business analysis reports, summarize operational results, and provide data-driven improvement suggestions for management decisions.
• Cross-team Collaboration & Task Execution: Collaborate efficiently with internal marketing, technical and support teams for resource coordination; fully implement superior business arrangements and strategic instructions to complete all management and sales tasks.

Qualifications

• Bachelor's degree;
• At least 3-5 years of ICT product channel sales management experience;
• Strong work ethic and communication skills
• Familiar with ICT channel market(Switch, Router, Server, WLAN and etc) strong resources of ICT channel customers;
• Proficient in Microsoft Office suite and customer relationship management software
• Ability to travel in order to do business;
• Familiar with HPE/Aruba, DELL, Cisco, Juniper, Huawei, Inspur, TPLINK, ipTIME or other local ICT brand’s channel business is preferred;
• Fluent English, local language or Chinese is preferred.