Senior Officer-Marketing Channel Management

Indosat; Indonesia; On-site; IDR 200.000.000 - 300.000.000; Full time

Job summary

A leading telecommunications company in Indonesia is seeking a Channel Manager to design and optimize the channel ecosystem for B2B customers. The ideal candidate will have a Bachelor’s degree and 3-5 years of channel management experience, with strong leadership and negotiation skills. This position involves structuring onboarding processes and monitoring channel performance to achieve business goals, emphasizing results-oriented and collaborative approaches.

Qualifications

• 3-5 years in channel management or distributorship.
• Experience in managing B2B channels and suppliers.
• Strong track record in developing B2B businesses.

Responsibilities

• Define the right channels for the company.
• Monitor pipeline contribution by channel.
• Provide co-branding and co-marketing campaigns.

Skills

Strong leadership skills

Negotiation skills

Communication skills

Knowledge of Business development

Results-oriented attitude

Ability to foster a cooperative work environment

Education

Bachelor’s degree, S1/S2

Job description

Job Description

Channel Management is designing, building and optimizing the go-to-market ecosystem that connects your product/services with business customers. The focus areas fall into these buckets:

• Channel strategy and design
  Define the right channels (Indosat Authorized Partner, Value-Added Reseller, Distributor)
  Segment partners based on target industries and value proposition
• Partner acquisition & onboarding
  Identify and attract partners that extend into priority B2B segments
  Structure onboarding (contract, enablement tools, training, certifications)
  Ensure alignment of partner goals with company objectives
• Enablement & training
  Equip partners with sales playbooks, demo tools, and technical knowledge
  Provide co-branding, co-marketing and joint go-to-market campaigns
  Continuous learning through partner portals, webinars, certifications
• Incentive & programs
  Design tiering partner program or performance-based tiers
  Incentive via rebates, marketing funds and joint campaigns
  Ensure incentive scheme rewards profitable growth not just volume
• Performance management & Governance
  Monitor pipeline contribution by channel
  Track partner health: revenue contribution, activity levels, customer satisfaction
  Establish conflict resolution
• Customer Experience Alignment
  Ensure consistent brand and service delivery across all partner touchpoints
• Technology and Data
  Use PRM (Partner Relationship Management) tools to manage onboarding and reporting
• Innovation & Expansion
  Explore cross-channel and ecosystem partnership
  Continuously optimize the channel mix based on market shift

Qualifications

• Bachelor’s degree, S1/S2
• Demonstrate strong plan and execution of channel management
• Experienced manage B2B channel, project supplier, distributor
• 3-5 years in channel management, distributorship, indirect channel
• Proven track record for developing B2B business that deliver tangible business results at scale
• Strong track record of people leadership and working in a Group / Subsidiary matrix
• Build good network in the industry and keep up to date with new trends
• Strong leadership skills, including ability to foster a cooperative work environment
• Strong negotiation and communication skills
• Knowledge of Business development, Channel Management.
• Understanding of managing external partners
• Results-oriented and can-do attitude in an ambiguous context