Channel Manager, Emerging APAC Markets

Overview: We are seeking a dynamic and experienced Software Channel Manager to join our team.

This role is crucial to managing and growing our partner relationships, driving renewals, and expanding our partner network.

You will engage and visit regulary with partners and customers to understand their requirements, qualify leads, and ensure they are leveraging our products to their full potential.

You will also be responsible for identifying patterns in win/loss analyses, building industry-specific use cases, promoting training, and supporting strategic initiatives to enhance the growth of our i2 business.

Job Summary: As a Channel Manager of Sales & Marketing, this professional will lead our sales and marketing efforts in their designated territory promoting our software products and services.

They will be responsible for developing and executing strategic plans to drive revenue growth, build strong client relationships, and increase brand awareness.

This role will require direct and indirect selling as well as collaborating with cross-functional teams, and staying updated on industry trends to drive business success.

There is travel to client sites, conferences, and global meetings expected in this role.

Key Responsibilities:

Driving New Revenue Sales, promoting the full portfolio of i2 capability, managing and updating i2’s CRM system.

Lead Management and Qualification:


* Work on leads to qualify and progress them to a fully scoped quote stage.


* Engage with prospects to understand their use case, requirements, and ensure a strong product fit.


* Conduct high-level product demonstrations and capture feedback to refine the sales approach.


* Document patterns from win/loss analysis, including insights into pricing, product functionality, subscription preferences, and competitive trends.

Renewal Strategy & Partner Engagement:


* Review upcoming partner renewals for the next quarter to assess current product usage.


* Initiate calls with partners to explore opportunities for better product utilization, address new requirements, and conduct health checks.


* Propose new products or updates to enhance renewals and ensure partners are fully informed of our offerings.


* For smaller partners, provide detailed information and value propositions beyond a simple quote to strengthen renewal likelihood.

Partner Network Expansion:


* Assist in executing i2’s strategy to expand our partner ecosystem by identifying and onboarding new partners.


* Support the existing partner network to increase business opportunities and reach.

Channel marketing and communications:


* Coordinate with internal departments to help improve partner communications and marketing.  Work with marketing team to produce monthly channel updates for partner and internal consumption.

Support efforts to maximise use and efficiency of collaboration tools such as the i2 PartnerHub, encouraging best practice and instilling operatio...