Role Purpose
Channel manager is the person in charge to manage indirect channel along with appointed partner (Indosat Authorized Partner or Value-Added Reseller) to develop mid-market throughout acquisition and retention.
Key Responsibilities
Financial Performance
- Responsible to achieve annual target of IAP/VAR
Marketing Strategy & Development
- Develop and execute end-to-end channel marketing strategy for indirect sales growth, focusing on distributor, Internet Service Provider, System Integrators and aggregators
- Drove business development efforts with new partner profiles, expanding Indosat's B2B reach with data-driven marketing solutions.
- Led partner enablement initiatives, including sales support materials and targeted campaign, resulting in improves channel readiness and faster ramp-up.
Channel Management
- Create policy and partnership program with specific commercial scheme for each partner
- Define and implement partner commission structure
- Improving channel engagement and driving co-marketing activities across vertical markets
Overview
Channel Management – B2B Marketing
Channel Management Is Designing, Building And Optimizing The Go-to-market 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 Resellers, 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 campaigns
- Continuous learning through partner portals, webinars, certifications
- Incentive & programs
- Design tiering partner program or performance-based tiers
- Incentive via rebates, marketing funds and joint campaigns
- Ensure incentive scheme rewards profitable growth not just volume
- Performance management & Governance
- Monitor pipeline contribution by channel
- Track partner health: revenue contribution, activity levels, customer satisfaction
- Establish 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 shifts
Qualification
- Bachelor's degree, S1/S2
- Demonstrate strong plan and execution of channel management.
- Experienced manage B2B channel, project supplier, distributor, partner.
Related Experience
- 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
Skills
- 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
