Sales Manager (IT Solutions)

PT. Elabram Systems; Jakarta Utara; On-site; IDR 100.000.000 - 200.000.000; Full time

Job summary

A leading technology firm in Jakarta Utara is seeking a Channel Partner Manager to oversee and support channel partners, ensuring they have the necessary tools and resources to effectively sell products. Responsibilities include developing training materials, monitoring partner performance, and fostering strong relationships. Ideal candidates should have 3-5 years of experience in a vendor/distributor setting and strong skills in sales and relationship management.

Qualifications

• 3 – 5 years in a vendor/distributor environment (enterprise, not retail).
• Strong understanding of IT solutions (networking, security, cloud, etc.).
• Excellent communication skills.

Responsibilities

• Manage and support channel partners to drive sales growth.
• Develop and deliver training materials and workshops.
• Monitor partner progress and provide coaching.

Skills

Sales and negotiation skills

Relationship management

Analytical skills

Training and coaching ability

Job description

Responsible for managing and supporting the company's channel partners (resellers, distributors, system integrators) to drive sales growth and ensure they have the necessary tools, training, and resources to successfully sell the company's products and services.

Primary Focus

Equipping channel partners with the knowledge, tools, and resources they need to effectively sell and support products; ensuring ongoing partner satisfaction and success.

Training & Onboarding

• Develop and deliver training materials (product, sales, technical)
• Host workshops, webinars, and certification programs for new and existing partners.

Enablement Resources & Best Practices

• Create playbooks, FAQs, and how-to guides
• Continuously update resources based on product enhancements and partner feedback.

Partner Performance & Success

• Monitor partner progress post‑onboarding, identify skill or knowledge gaps, and provide targeted coaching
• Conduct regular check‑ins, gather feedback, and address any issues or roadblocks

Cross‑Functional Collaboration

• Work with Product, Marketing, and Technical Support teams to coordinate updates, tools, and campaigns
• Relay partner feature requests or pain points to relevant internal teams for product/service improvements

Ongoing Engagement & Relationship Building

• Build strong, trust‑based relationships with partners by offering strategic guidance and support
• Champion partner success stories internally to highlight best practices and drive mutual growth

Channel Sales Strategy & Execution

• Define partner sales targets and objectives.
• Manage the sales pipeline, deal forecasts, and revenue tracking.

Partner Relationship Management3>

• Serve as the primary contact for day‑to‑day partner engagement.
• Provide guidance on pricing, deal structures, and competitive positioning.

Marketing Planning & Coordination

• Plan and execute joint marketing campaigns (e.g., events, webinars).
• Manage marketing development funds (MDF) and track campaign ROI.

Brand Alignment & Co‑Marketing

• Ensure consistent branding, messaging, and compliance in all partner promotions.
• Collaborate with partners to develop co‑branded materials and joint value propositions.

Performance Reporting & Analysis

• Generate regular status reports on partner deals, pipeline health, and marketing outcomes.
• Use data insights to refine strategies and optimize partner performance.

Requirements

• 3 – 5 years in a vendor/distributor environment (enterprise, not retail)
• Strong understanding of IT solutions (networking, security, cloud, etc.)
• Excellent sales and negotiation skills
• Ability to train and coach partners
• Relationship management and communication skills
• Analytical skills to track and optimize partner sales performance