Indonesia Enterprise Channel Growth Manager

Matchatalent; Depok; On-site; IDR 450,000,000 - 650,000,000; Full time

Job summary

Fluke Health Solutions seeks an experienced Channel Manager to drive enterprise channel growth across Indonesia, building and optimizing distributor and reseller ecosystems. You will manage sales targets, partner enablement, and market expansion in enterprise ICT solutions including routers, switches, wireless, security, and data center tech.

The role requires a commercially-driven, relationship-focused professional with strong channel management, pricing, and collaboration skills to accelerate

Qualifications

• Bachelor's degree in a relevant field.
• 7+ years ICT experience.
• 5+ years channel sales managing distributors/resellers.
• Strong knowledge of enterprise networking and data communication products.
• Experience with Cisco/Juniper/Aruba etc preferred.
• Excellent communication and stakeholder management.
• Fluency in English mandatory.

Responsibilities

• Identify and recruit strategic distributors, resellers, and channel partners.
• Develop long-term partner plans aligned with commercial objectives.
• Drive channel sales to meet revenue, profitability, and market share targets.
• Lead pipeline reviews and joint sales planning with partners.
• Develop pricing strategies and go-to-market programs.
• Support new business opportunities through the partner ecosystem.
• Collaborate on commercial structuring, solution positioning, pricing, and strategy.
• Assess partner capability gaps and implement enablement programs.
• Maintain partner satisfaction and resolve conflicts.
• Provide forecasts, market intelligence, and insights.
• Report on channel growth initiatives and performance.

Skills

Channel sales

Distributors & resellers

Enterprise networking

English proficiency

Forecasting & planning

Education

Bachelor's degree in Telecommunications, Computer Science, Informatics Engineering, Information Technology

Tools

CRM software

Job description

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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.

**Summary**
We are seeking an experienced and results-driven Country Sales Manager to lead and grow Fluke Health Solutions (FHS) in Indonesia. This role owns the country's revenue and leads the distribution network in driving business growth across different market and product segments in the country.
**Job Responsibilities:**
+ Drive the achievement of quarterly and annual sales target across the market and product segments.
+ Drive overall business strategy for the FHS business in Indonesia, including Go-To-Market development and implementation to achieve the required year-on-year growth.
+ Identify and develop growth opportunities across existing and potential customer segments.
+ Maintain key account relationships.
+ Develop and maintain channel network to support business growth requirements; and foster strong accountability and collaboration within the channel network
+ Work with APAC Marketing Manager to develop marketing strategies and activities to drive demand in the Indonesia market
+ Collaborate with cross-functional teams to ensure support for the business, and customers' needs are met.
+ Manage forecasting, pipeline discipline and business review cadence to ensure accuracy, transparency and timely countermeasures to close any potential gaps.
+ Ensure adherence to the standard work and reporting processes required by the organization.
**Job Qualifications:**
+ Degree in Biomedical engineering, Engineering or Business fields.
+ Minimum 10 years of experience in channel sales management, sales leadership preferably in healthcare / medical device market.
+ Experienced working for global MNCs.
+ Highly organized and motivated individual who can work with minimum amount of supervision.
+ Excellent leadership, communication, interpersonal and presentation skills.
+ Strong analytical skills with the ability to process and understand market data, and to make informed business decisions from those data.
+ Proficiency in CRM software and funnel management.
+ Fluent in Bahasa Indonesia and English (Business level), both spoken and written.
+ Able to travel within Indonesia and occasional international travel when required.
**Fortive Corporation Overview**
Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.
We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential-your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
**About Fluke Health Solutions**
Comprised of four industry leaders-Fluke Biomedical, LANDAUER, RaySafe, and Victoreen - Fluke Health Solutions (FHS) leads the biomedical and radiation detection markets with innovative products and services that help keep customers, patients, and clients safe.
Fluke Biomedical leads the world in manufacturing biomedical test equipment like defibrillator analyzers and digital pressure meters. LANDAUER measures radiation exposure with dosimeter and radiation monitoring badges. RaySafe is the worldwide leader of X-ray test equipment, real-time staff dosimetry, and radiation survey meters. And Victoreen instruments are the trusted source for radiation monitoring systems and quality assurance for nuclear power professionals.
At FHS, we believe in your potential - your ability to learn, grow and contribute in meaningful ways. And we believe in giving you the opportunity, accountability, and visibility to do just that.
We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at
**Bonus or Equity**
This position is also eligible for bonus as part of the total compensation package.