Channel Sales Manager – Enterprise ICT

This role requires the candidate to work in Jakarta Selatan Indonesia.

Client Overview:

This company is one of the worlds leading providers of information and communications technology (ICT) infrastructure enterprise networking solutions cloud platforms and smart digital technologies. Established in the late 1980s and headquartered in China the organization operates in more than 170 countries and is globally recognized for its leadership in telecommunications infrastructure enterprise digital transformation 5G technologies cloud computing and artificial intelligence innovation.

The company maintains a strong global presence through continuous investment in advanced ICT solutions including enterprise networking wireless communication systems cloud infrastructure cybersecurity intelligent collaboration tools and digital power technologies. Its large-scale research and development capabilities position the organization as a strategic technology partner for governments telecommunications operators enterprises and ecosystem partners worldwide.

In Indonesia the organization plays a critical role in accelerating national digital transformation initiatives by collaborating with government institutions enterprise customers channel ecosystems and technology partners across multiple industries including telecommunications finance logistics manufacturing and smart infrastructure development.

Job Role:

To strengthen its enterprise business expansion and channel ecosystem development across Indonesia the company is enhancing its channel sales capabilities within the Enterprise Business Group. The organization promotes a highly target-driven collaborative and growth-oriented culture focused on expanding market coverage strengthening partner ecosystems and driving sustainable business growth through strategic channel management.

The Channel Manager is responsible for developing managing and optimizing Huaweis distributor and reseller ecosystem across Indonesias enterprise networking and data communication market. This role carries full accountability for channel business growth partner enablement sales target achievement and market expansion across enterprise ICT solutions including routers switches wireless solutions security products and small-scale data center technologies.

The position requires a commercially driven and relationship-oriented channel sales professional capable of building strategic partner alliances driving market penetration and executing channel business strategies within highly competitive ICT environments.

Key Responsibilities:

• Identify recruit and develop strategic relationships with distributors resellers and channel partners to strengthen regional market coverage and business growth.
• Develop and execute long-term partner business plans aligned with overall commercial objectives and channel expansion strategies.
• Drive channel sales performance to achieve revenue profitability and market share targets across assigned territories and partner ecosystems.
• Conduct regular business reviews pipeline management activities and joint sales planning with distributors and reseller partners.
• Develop pricing strategies promotional initiatives and go-to-market programs tailored to Indonesias enterprise networking and ICT market landscape.
• Create and support new business opportunities through the partner ecosystem while ensuring successful execution of channel-driven projects and customer engagements.
• Collaborate closely with internal teams and channel partners on commercial structuring solution positioning pricing support and competitive strategy execution.
• Assess partner capability gaps and implement enablement programs covering product knowledge solution selling and operational readiness.
• Maintain strong partner satisfaction by proactively managing relationship issues resolving conflicts and strengthening long-term collaboration.
• Execute channel sales activities including customer visits sales calls marketing events pipeline reviews and business performance reporting.
• Provide business forecasts market intelligence and operational insights to support strategic decision-making and channel growth initiatives.

Candidate Requirements:

• Bachelors Degree in Telecommunications Computer Science Informatics Engineering Information Technology or related disciplines.
• Minimum 7 years of experience within ICT industries or technology companies.
• Minimum 5 years of experience in Channel Sales roles managing distributors resellers or channel ecosystems.
• Strong understanding of enterprise networking and data communication products including routers switches Wi-Fi solutions security technologies and small-scale data center infrastructure.
• Familiarity with Indonesias enterprise ICT distribution and reseller ecosystem.
• Prior experience working with leading ICT vendors such as Cisco Juniper Aruba/HPE HP Nokia or similar enterprise technology companies is highly preferred.
• Experience working within ICT distributors or major system integrators will be an advantage.
• Strong capability in partner management channel development sales planning and commercial execution.
• Good analytical and business forecasting capability with strong attention to detail.
• Excellent communication negotiation and stakeholder management skills.
• Strategic thinker with strong execution capability and hands-on operational approach.
• Highly target-driven adaptable collaborative and eager to learn within fast-paced business environments.
• Professional fluency in spoken and written English is mandatory.

Job Code: #358