Channel Account Manager APAC (Singapore)

The Role

The Channel Account Manager is responsible for leading the strategic expansion of Velotics partner network across the manufacturing sector. This role focuses on driving partner-sourced and partner-influenced ARR by recruiting enabling and co-selling with System Integrators Operational Technology consultants resellers and automation partners who serve the manufacturing vertical. You will lead complex multi-stakeholder co-selling engagements and ensure partners are positioned to successfully deploy and sell Velotics industrial software platform.

This is a highly strategic role for channel professionals who understand industrial environments thrive in ecosystem complexity and excel at building durable partner and customer relationships.

Key Responsibilities

Partner Ecosystem Development

• Recruit onboard and strategically manage a portfolio of specialized Resellers System Integrators Engineering Firms and Automation partners serving the manufacturing vertical.
• Develop and execute multi-year partner account plans aligned to Velotics platform strategy and channel growth objectives.
• Identify and activate partners positioned to drive expansion across connectivity MES/MOM analytics and application enablement use cases.
• Engage with regional and global Channel Partner leaders and teams to align on priorities pipeline and execution.

Co-Selling & Technical Alignment

• Work alongside partners to architect solutions that address specific shop-floor challenges including OEE optimization predictive maintenance automation and control and supply chain traceability.
• Help partners navigate OT/IT convergence including integration of Velotics software with existing hardware (PLCs Sensors) and enterprise systems (ERP).
• Lead complex multi-stakeholder co-selling engagements involving Plant Managers CTOs and Procurement across long sales cycles.
• Coordinate with global systems integrators OEMs and field sales teams to deliver differentiated outcome-oriented solutions.

Partner Program Execution & Compliance

• Support and drive the execution of the Velotic Partner Program ensuring partners meet certification compliance and performance standards.
• Ensure partners are technically certified to deploy and support the Velotic platform maintaining high implementation quality and customer satisfaction.
• Partner with Commercial management to review and address performance red flags assign remediation actions and ensure adherence to policy requirements.
• Provide partners with guidance training and educational programs to deepen their understanding of Velotics platform policies and procedures.
• Maintain ongoing monitoring of Channel Partners activities risks and compliance posture within the assigned region.
• Organize and lead industry-specific events including manufacturing trade shows (e.g. IMTS Hannover Messe) and regional partner enablement sessions.

Pipeline & Performance Management

• Build and maintain a healthy well-qualified partner-sourced pipeline aligned to annual ARR targets.
• Roll up channel results into metrics that analyze trends risks and gaps; establish KPIs for partner compliance processes and monitor progress.
• Deliver accurate forecasting and deal inspection using or equivalent CRM.
• Maintain disciplined channel hygiene and data-driven partner performance management.
• Understand business organization structures internal policies and procedures and relevant industry regulations to support compliant and effective channel execution.

Qualifications :

Qualifications & Experience

• Deep domain experience in Industrial Automation Manufacturing Software or a closely related field with a strong track record of driving growth through partner ecosystems.
• Technical literacy across manufacturing environments including familiarity with Industry 4.0 SCADA MES IIoT or PLCs.
• Proven ability to manage complex long-cycle co-selling engagements involving multiple stakeholders (Plant Managers CTOs Procurement).
• Demonstrated success building Triple-Win partner relationships where partner customer and vendor all realize measurable value.
• Experience managing channel ecosystems including system integrators resellers or OT consultants in an industrial or manufacturing context.
• Exceptional executive presence and communication skills; able to influence and align senior decision-makers and partner leadership.
• Highly disciplined in pipeline management performance tracking and data-driven partner management.
• Comfortable operating in ambiguity and change including post-merger or evolving go-to-market environments.
• Ability to travel up to 40% to visit partner sites and manufacturing facilities.

Preferred

• Existing relationships with major automation and industrial software players (e.g. Aveva Ignition Rockwell Siemens Schneider Electric Honeywell).
• Familiarity with ISO standards and manufacturing compliance requirements.
• Background in Industrial Engineering Computer Science or a related technical discipline.
• Experience in post-merger or evolving go-to-market environments; comfortable operating in ambiguity and change.

Education & Years of Experience

• Typically requires a minimum of 8 years of related experience with a Bachelors degree; or 6 years and a Masters degree; or a PhD with 3 years of experience; or equivalent experience.

Additional Information :

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Apply today to be part of the transformation.

Remote Work :

No

Employment Type :

Full-time