Head of Channel Business Development

Jatis Mobile; Indonesia; On-site; IDR 300.000.000 - 400.000.000; Full time

Job summary

A technology solutions company in Indonesia is looking for a Business Development Manager to develop and execute reseller and channel partnership strategies for messaging and AI solutions. The ideal candidate will have 5–10 years of experience in channel management, excellent skills in communication and negotiation in both Indonesian and English, and a proven track record in building high-performing reseller ecosystems. The role involves recruiting new partners, driving revenue growth, and aligning partner strategies with company objectives.

Qualifications

• 5–10 years of experience in Business Development, Channel/Partnership Management, or Sales.
• Proven track record in building reseller/channel ecosystems.
• Excellent communication skills in Indonesian and English.

Responsibilities

• Develop and execute the overall reseller and channel partnership strategy.
• Identify, recruit, and onboard new reseller partners.
• Establish clear pipeline management processes with resellers.

Skills

Business Development

Channel Management

Sales

Communication in Indonesian

Communication in English

Negotiation

Strategic Thinking

Leadership

Education

Bachelor’s degree in Business, Management, IT, or related fields

Tools

CRM systems

Partner management tools

Job description

Responsibilities

• Develop and execute the overall reseller and channel partnership strategy for messaging and AI solutions to drive sustainable revenue growth.
• Identify, recruit, and onboard new reseller partners, system integrators, and strategic alliances across relevant industries and markets.
• Build, manage, and scale a high-performing reseller ecosystem, including partner segmentation, tiering, and performance management frameworks.
• Define and optimize reseller value propositions, commercial models, incentive schemes, and go-to-market strategies in collaboration with sales and marketing teams.
• Establish clear pipeline management processes with resellers, ensuring visibility of opportunities, forecasting accuracy, and conversion optimization.
• Drive joint business planning with key reseller partners, including target setting, campaign planning, and co-selling initiatives.
• Monitor and analyze reseller performance metrics (revenue contribution, pipeline coverage, win rate, and partner productivity) to identify growth opportunities and gaps.
• Develop strategies to activate inactive or underperforming resellers through targeted enablement, training, and engagement programs.
• Conduct market and competitor analysis to identify emerging opportunities in messaging, AI, and digital transformation solutions.
• Collaborate closely with Product, Marketing, Sales, and Operations teams to ensure alignment between partner strategy and company business objectives.
• Represent the company in industry events, partner forums, and strategic meetings to strengthen brand positioning and partner relationships.
• Ensure all partner activities, agreements, and performance data are properly documented and managed in CRM and partner management systems.

Requirements

• Bachelor’s degree in Business, Management, IT, or related fields.
• Minimum 5–10 years of experience in Business Development, Channel/Partnership Management, or Sales, preferably in IT, SaaS, messaging, or AI-related industries.
• Proven track record in building and managing reseller or channel ecosystems, including partner acquisition and revenue growth.
• Strong strategic thinking and commercial acumen, with the ability to translate business goals into actionable partner strategies.
• Excellent communication and negotiation skills in Indonesian and English; Mandarin is a plus.
• Solid understanding of messaging platforms, AI solutions, or digital products is highly desirable.
• Experience working with CRM systems and partner management tools.
• Strong leadership and stakeholder management skills, with the ability to influence cross-functional teams and external partners.
• Ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively.
• High level of integrity, professionalism, and business ethics.