Channel Sales Manager

About Redington ASEAN

Redington is a prominent technology solutions provider operating in over 38 markets across Asia, the Middle East, Africa, and CIS regions. Supporting more than 290 international vendors and with a partnership network exceeding 40,000 channel partners, Redington delivers innovative technology products and services to enterprises and consumers alike. The company aims to speed innovation adoption by facilitating technology access, fostering growth opportunities, and generating enduring value for partners, vendors, and employees. Within the ASEAN region, Redington plays a strategic role in connecting global expertise with local market demands.

Redington is dedicated to cultivating an inclusive workspace where diverse talents can flourish and contribute to advancing the future of technology.

Role Objective

The Channel Sales Manager will spearhead the development and management of a dynamic distribution and reseller network throughout the ASEAN region. The role's primary goal is to enhance market share for Redington's technology offerings by empowering partners, optimizing the sales pipeline, and maintaining strong partner engagement.

Key Responsibilities

• Formulate and implement annual Joint Business Plans with critical partners, including setting precise revenue goals, marketing objectives, and certification targets.
• Strategically optimize partner presence across ASEAN territories and growing technology hubs.
• Oversee the partner-driven sales pipeline, including management and forecasting, ensuring precise CRM reporting.
• Manage the Deal Registration process to minimize channel conflicts and safeguard the investments of partners in emerging opportunities.
• Work closely with internal pre-sales and finance teams to deliver competitive pricing and commercial terms for major tenders.
• Conduct training sessions to certify partner sales and technical teams, empowering them to effectively position Redington's solutions.
• Collaborate with marketing teams to organize co-operative marketing initiatives, seminars, and incentive programs aimed at strengthening brand loyalty.
• Foster executive-level relationships with distributor owners and senior leaders (e.g., Metrodata, Ingram Micro, or local distributors).
• Customize global partner programs to align with local business cultures and regulatory landscapes.

Candidate Requirements

• A bachelor's degree in information technology, computer science, business, or related fields is mandatory.
• A minimum of 5 to 7 years' experience in IT channel sales or business development, with proven success managing significant distributors and system integrator networks.
• Solid understanding of IT infrastructure, including Cloud, SaaS, Networking, or Security technologies.
• Exceptional negotiation skills capable of handling complex commercial discussions.
• Proficiency in English required for effective regional communication and reporting.
• Demonstrated ability to work autonomously in a fast-growing, dynamic environment with minimal supervision.