Job Description:
Channel Management is designing, building and optimizing the go-tomarket ecosystem that connects your product/services with business customers. The focus areas fall into these buckets:
- Channel strategy and design
- Define the right channels (Indosat Authorized Partner, Value-Added Reseller, Distributor)
- Segment partners based on target industries and value proposition
- Partner acquisition & onboarding
- Identify and attract partners that extend into priority B2B segments
- Structure onboarding (contract, enablement tools, training, certifications)Ensure alignment of partner goals with company objectives
- Enablement & training
- Equip partners with sales playbooks, demo tools, and technical knowledge
- Provide co-branding, co-marketing and joint go-to-market campaignsContinuous learning through partner portals, webinars, certifications
- Incentive & programs
- Design tiering partner program or performance-based tiers
- Incentive via rebates, marketing funds and joint campaignsEnsure incentive scheme rewards profitable growth not just volume
- Performance management & Governance
- Monitor pipeline contribution by channel
- Track partner health: revenue contribution, activity levels, customer satisfactionEstablish conflict resolution
- Customer Experience Alignment
- Ensure consistent brand and service delivery across all partner touchpoints
- Technology and Data
- Use PRM (Partner Relationship Management) tools to manage onboarding and reporting
- Innovation & Expansion
- Explore cross-channel and ecosystem partnership
- Continuously optimize the channel mix based on market shift
Job Requirements:
- Bachelors degree, S1/S2
- Demonstrate strong plan and execution of channel management
- Experienced manage B2B channel, project supplier, distributor
- 3-5 years in channel management, distributorship, indirect channel
- Proven track record for developing B2B business that deliver tangible business results at scale
- Strong track record of people leadership and working in a Group / Subsidiary matrix
- Build good network in the industry and keep up to date with new trends
- Strong leadership skills, including ability to foster a cooperative work environment
- Strong negotiation and communication skills
- Knowledge of Business development, Channel Management.
- Understanding of managing external partners
- Results-oriented and can-do attitude in an ambiguous context
