Channel Manager, Indonesia

Vertiv Co; Indonesia; On-site; IDR 1.001.335.000 - 1.502.003.000; Full time

Job summary

A leading technology company is seeking a Channel Manager in Indonesia to drive growth through its partner ecosystem. The role involves building strong relations with key partners across various verticals, including telecom and healthcare, while developing and executing strategic initiatives that enhance business objectives. Ideal candidates possess over 7 years of experience in sales or partner management, strong negotiation skills, and the ability to work autonomously in fast-paced environments. The position requires proficiency in English and the local language, with a focus on driving sales through collaborative efforts.

Qualifications

• Minimum of 7 years of experience in enterprise sales or partner/channel management.
• Proven success in managing strategic partnerships.
• Strong understanding of telecom and IT verticals.
• Excellent relationship-building, negotiation, and communication skills.
• Ability to work independently in a fast-paced environment.
• Experience with C-level stakeholders.
• Proficiency in English and the local language.

Responsibilities

• Develop and execute partner strategies aligned with business objectives.
• Build relationships with key partners and act as the main contact.
• Identify joint opportunities and support deal execution.
• Analyze market trends to inform partner strategies.
• Collaborate with internal teams to support partner initiatives.
• Track partner performance against sales targets.
• Design and implement partner programs for engagement.

Skills

Sales management

Partner/channel management

Relationship building

Negotiation

Communication

Market analysis

Job description

Position Summary

The Channel Manager is a strategic individual contributor role responsible for driving growth through Vertiv’s partner ecosystem within the country. This role focuses on building and managing relationships with key channel partners, system integrators, and solution providers to expand Vertiv’s reach across critical verticals such as telecom, BFSI, Government, C&I, Healthcare, M&E infrastructure, and IT. Acting as a trusted advisor and business enabler, the Country Partner Manager develops and executes partner strategies, supports joint sales efforts, and ensures partners are equipped to deliver value to enterprise customers. Success in this role requires strong commercial acumen, deep industry knowledge, and the ability to influence outcomes through collaboration and strategic alignment.

Key Responsibilities

• Develop and execute country-level partner strategies aligned with Vertiv’s business objectives. Identify, onboard, and enable strategic partners to drive enterprise sales.
• Build and maintain strong relationships with key partners, including system integrators, distributors, and solution providers. Act as the primary point of contact for partner engagement and success.
• Work closely with partners to identify joint opportunities, co-develop account strategies, and support deal execution. Provide sales coaching and support to ensure successful outcomes.
• Analyze market trends, customer needs, and competitive dynamics to inform partner strategies and identify growth opportunities. Share insights with internal stakeholders to refine go-to-market plans.
• Collaborate with internal teams (Sales, Marketing, Product, Bid Management, Technical Services) to support partner initiatives and ensure alignment across functions.
• Track partner performance against sales targets and KPIs. Provide regular updates and strategic recommendations to leadership.
• Design and implement partner programs that drive engagement, capability development, and long-term loyalty. Ensure partners are equipped with the tools and resources needed to succeed.

Qualifications

• Minimum of 7 years of experience in enterprise sales, partner/channel management, or business development, preferably in telecom, BFSI, Government, C&I, Healthcare, M&E infrastructure, and IT vertical.
• Proven success in managing strategic partnerships and driving revenue through indirect sales channels.
• Strong understanding of telecom, BFSI, Government, C&I, Healthcare, M&E infrastructure, IT verticals and the partner ecosystem within the country.
• Excellent relationship-building, negotiation, and communication skills.
• Ability to work independently in a fast-paced, performance-driven environment.
• Experience working with C-level stakeholders and navigating complex partner landscapes.
• Proficiency in English and the local language.

TIME TRAVEL REQUIRED

• 50%

OUR CORE PRINCIPALS:

Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development