Channel Manager

Esri Indonesia; Jakarta Pusat; On-site; IDR 360,000,000 - 600,000,000; Full time

Job summary

Esri Indonesia is seeking a Channel Manager to build and enable a strong partner ecosystem that drives pipeline growth, new customer acquisition, and successful adoption of Esri solutions across Indonesia.

You will collaborate with partners and internal teams to develop partner capabilities, identify growth opportunities, and run go-to-market initiatives that expand reach, strengthen channel governance, and deliver measurable business outcomes.

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, or related field.
• 12-15+ years in IT/GIS 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; translate industry needs into partner solutions.

Responsibilities

• Partner Sales Management: Manage and develop partners to improve sales capability and execution. Support partners' sales team on fundamentals like account planning, pipeline management, and forecasting.
• Opportunity & Market Development: Help partners identify new logo opportunities, target accounts, and market whitespace. Drive growth in partner-sourced pipeline and improve deal quality.
• Go-to-Market & Collaboration: Execute industry-focused partner go-to-market activities and joint campaigns; recruit partners and align commercial goals.

Skills

Partner recruitment

Pipeline development

Channel management

Go-to-market

Education

Bachelor's degree

Job description

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.

We believe technology has the power to transform how governments serve their people - making services more accessible, decisions more informed, and outcomes more impactful.

We are looking for a Channel Manager to join our Indonesia team and play a critical role in expanding and strengthening our partner ecosystem by recruiting, developing, and enabling strategic partners to effectively position, sell, and deliver Esri Indonesia solutions. This role is focused on empowering partners to drive customer engagement, generate qualified opportunities, and accelerate partner-sourced pipeline growth, while ensuring strong alignment with go-to-market objectives, channel governance, and long-term business growth.

This is an opportunity for an experienced Channel Sales and Partner Development professional with a strong background in the IT or GIS industry, who excels at building high-performing partner networks, driving new logo acquisition through indirect sales channels, and executing industry-focused go-to-market strategies. The ideal candidate is passionate about developing partner capabilities, fostering strategic relationships, and translating market opportunities into sustainable business outcomes through a thriving partner ecosystem.

About the Role

You will be the Channel Manager responsible for building and enabling a strong partner ecosystem that drives pipeline growth, new customer acquisition, and successful adoption of Esri solutions.

In this role, you will work closely with partners and internal teams to develop partner capabilities, identify growth opportunities, and execute go-to-market initiatives that expand market reach.

What you will be doing:

• Partner Sales Management: Manage and develop partners to improve sales capability and execution. Support partners sales team 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.
• 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.
• 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

• 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.

Why join us

Here, you'll be part of a team that is passionate about solving meaningful challenges through technology. We don't just sell solutions, we partner with governments to help them make better decisions, operate more efficiently and deliver better outcomes for communities.

You will work in an environment that values:

• Collaboration over competition
• Long-term relationships over transactional selling
• Innovation grounded in real-world impact
• Growth that is shared - personally, professionally and commercially

If you're motivated by complexity, energised by building trusted partnerships and excited by the opportunity to contribute to national-scale transformation - this role offers a platform to do some of the most meaningful work of your career.

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

No recruitment agencies please.

We are managing this recruitment process internally and will not accept unsolicited CVs or candidate introductions from agencies.