Channel Sales Manager – Enterprise ICT

MatchaTalent; Cilandak Timur; On-site; IDR 450,000,000 - 750,000,000; Full time

Job summary

MatchaTalent is seeking a Channel Manager to expand Indonesia's enterprise ICT channel ecosystem, overseeing distributors, resellers, and partner programs across routers, switches, Wi‑Fi, security, and data center tech. The role demands a commercially driven, relationship‑oriented professional with strong strategic and execution capabilities.

You will lead partner enablement, drive market penetration, and manage across a high‑growth ICT landscape in Jakarta, working with major vendors and

Qualifications

• Bachelor's degree in a related field with ICT focus.
• Minimum 7 years in ICT industries or tech companies.
• Minimum 5 years in channel sales managing distributors/resellers.
• Fluent English, both spoken and written.

Responsibilities

• Identify, recruit, and develop distributors, resellers, and channel partners.
• Develop long-term partner business plans aligned with commercial objectives.
• Drive channel sales to achieve revenue and market share targets.
• Conduct business reviews, pipeline management, and joint sales planning.
• Develop pricing strategies and go-to-market programs for Indonesia.
• Create new opportunities through the partner ecosystem and ensure execution.
• Collaborate with internal teams on commercial structuring and pricing.
• Assess partner capability gaps and implement enablement programs.
• Maintain partner satisfaction and manage relationship issues.
• Execute channel activities: visits, calls, events, pipeline reviews, reporting.
• Provide market intelligence and forecasts to support strategy.

Skills

Channel sales

Partner management

Sales forecasting

Negotiation

Strategic thinking

Education

Bachelor's Degree in Telecommunications

Job description

This role requires the candidate to work in Jakarta Selatan, Indonesia.

Client Overview: This company is one of the world's leading providers of information and communications technology (ICT) infrastructure, enterprise networking solutions, cloud platforms, and smart digital technologies. Established in the late 1980s and headquartered in China, the organization operates in more than 170 countries and is globally recognized for its leadership in telecommunications infrastructure, enterprise digital transformation, 5G technologies, cloud computing, and artificial intelligence innovation.

The company maintains a strong global presence through continuous investment in advanced ICT solutions including enterprise networking, wireless communication systems, cloud infrastructure, cybersecurity, intelligent collaboration tools, and digital power technologies. Its large-scale research and development capabilities position the organization as a strategic technology partner for governments, telecommunications operators, enterprises, and ecosystem partners worldwide.

In Indonesia, the organization plays a critical role in accelerating national digital transformation initiatives by collaborating with government institutions, enterprise customers, channel ecosystems, and technology partners across multiple industries including telecommunications, finance, logistics, manufacturing, and smart infrastructure development.

Job Role:

To strengthen its enterprise business expansion and channel ecosystem development across Indonesia, the company is enhancing its channel sales capabilities within the Enterprise Business Group. The organization promotes a highly target-driven, collaborative, and growth-oriented culture focused on expanding market coverage, strengthening partner ecosystems, and driving sustainable business growth through strategic channel management.

The Channel Manager is responsible for developing, managing, and optimizing Huawei's distributor and reseller ecosystem across Indonesia's enterprise networking and data communication market. This role carries full accountability for channel business growth, partner enablement, sales target achievement, and market expansion across enterprise ICT solutions including routers, switches, wireless solutions, security products, and small-scale data center technologies.

The position requires a commercially driven and relationship-oriented channel sales professional capable of building strategic partner alliances, driving market penetration, and executing channel business strategies within highly competitive ICT environments.

Key Responsibilities:

• Identify, recruit, and develop strategic relationships with distributors, resellers, and channel partners to strengthen regional market coverage and business growth.
• Develop and execute long-term partner business plans aligned with overall commercial objectives and channel expansion strategies.
• Drive channel sales performance to achieve revenue, profitability, and market share targets across assigned territories and partner ecosystems.
• Conduct regular business reviews, pipeline management activities, and joint sales planning with distributors and reseller partners.
• Develop pricing strategies, promotional initiatives, and go-to-market programs tailored to Indonesia's enterprise networking and ICT market landscape.
• Create and support new business opportunities through the partner ecosystem while ensuring successful execution of channel-driven projects and customer engagements.
• Collaborate closely with internal teams and channel partners on commercial structuring, solution positioning, pricing support, and competitive strategy execution.
• Assess partner capability gaps and implement enablement programs covering product knowledge, solution selling, and operational readiness.
• Maintain strong partner satisfaction by proactively managing relationship issues, resolving conflicts, and strengthening long-term collaboration.
• Execute channel sales activities including customer visits, sales calls, marketing events, pipeline reviews, and business performance reporting.
• Provide business forecasts, market intelligence, and operational insights to support strategic decision-making and channel growth initiatives.

Candidate Requirements:

• Bachelor's Degree in Telecommunications, Computer Science, Informatics Engineering, Information Technology, or related disciplines.
• Minimum 7 years of experience within ICT industries or technology companies.
• Minimum 5 years of experience in Channel Sales roles managing distributors, resellers, or channel ecosystems.
• Strong understanding of enterprise networking and data communication products including routers, switches, Wi-Fi solutions, security technologies, and small-scale data center infrastructure.
• Familiarity with Indonesia's enterprise ICT distribution and reseller ecosystem.
• Prior experience working with leading ICT vendors such as Cisco, Juniper, Aruba/HPE, HP, Nokia, or similar enterprise technology companies is highly preferred.
• Experience working within ICT distributors or major system integrators will be an advantage.
• Strong capability in partner management, channel development, sales planning, and commercial execution.
• Good analytical and business forecasting capability with strong attention to detail.
• Excellent communication, negotiation, and stakeholder management skills.
• Strategic thinker with strong execution capability and hands-on operational approach.
• Highly target-driven, adaptable, collaborative, and eager to learn within fast-paced business environments.
• Professional fluency in spoken and written English is mandatory.

Job Code: #358