Channel Manager

We deliver the best GIS solutions in the world, with the brightest minds on the map.

What are the issues that matter most to you Climate change, national security, disaster response

At Esri Indonesia you'll work with people at the forefront of these issues, connect them with the best tech and solutions and get an inside look into the real-world challenges that shape our future.

We turn problems into opportunities, and that takes two things:

• The most powerful GIS technology and solutions.
• Driven, talented, and passionately curious people.

Here we connect them, and that's how we achieve incredible things for communities, economies, and for your career.

About the Role

The Channel Manager is responsible for building strong, capable partner sales teams and enabling partners to sell Esri solutions effectively.

As Channel Manager you will be responsible for key tasks such as:

1. Partner Sales Management: Manage and develop partner sales teams to improve sales capability and execution. Coach partners on sales fundamentals such as account planning, opportunity qualification, pipeline management, and forecasting. Empower partners to lead customer engagements and own the sales process. Guide partners through deal registration and opportunity governance.

2. Partner Sales Team Leadership: Lead and manage a small internal team of partner sales staff. Direct this team to support partner sales operations, including pipeline tracking, deal registration, reporting, and partner coordination. Ensure partner sales processes are followed consistently and efficiently. Use the team to scale engagement across multiple partners and industries.

3. Opportunity & Market Development: Help partners identify new logo opportunities, target accounts, and market whitespace. Support early opportunity shaping without taking ownership of direct sales. Drive growth in partner‑sourced pipeline and improve deal quality and conversion.

4. Go‑to‑Market & Collaboration: Execute industry‑focused partner go‑to‑market activities and joint campaigns. Share responsibility for partner recruitment, conflict resolution, and commercial alignment.

About You

We are looking for an experienced Channel and Partner manager who is experienced with managing, mentoring, and empowering partners.

• Bachelor's degree in Business, Marketing, Engineering, or related field.
• 12-15+ years in IT/GIS industry with channel roles (e.g., vertical solution sales, partner development).
• Demonstrated success in partner recruitment, pipeline creation, and vertical GTM execution.
• Strong commercial acumen and relationship‑building; ability to translate industry needs into partner solutions.

Discover how our values shape our impact, your journey begins with one click here: Our people