Channel Partner Manager

Role Overview

We are seeking an experienced Channel Partner Manager to build and scale our partner ecosystem across Asia and the Middle East. Reporting to the Channel Director, this role is responsible for driving indirect revenue growth through distributors, system integrators, MSPs, and strategic partners, with a strong focus on AI-powered IT Service Management (ITSM), AIOps, and Observability solutions.

You will work closely with regional sales, marketing, and product teams to execute partner strategy, enablement, and joint go-to-market initiatives across diverse markets.

Key Responsibilities

Channel Strategy & Partner Management

• Execute the regional channel strategy for Asia & Middle East in alignment with direction set by the Company.
• Recruit, onboard, and develop high-performing channel partners, including distributors, SIs, MSPs, and resellers.
• Build strong executive relationships with partner leadership and key stakeholders.
• Lead QBRs, joint business planning, and partner performance reviews.
• Act as the primary escalation point for partner-related issues within the region.

Revenue & Pipeline Growth

• Drive pipeline generation and revenue attainment through partner-led and co-sell motions.
• Support partners in positioning and closing opportunities across ITSM, AIOps, and Observability use cases.
• Manage deal registration, pricing alignment, partner incentives, and revenue forecasting.
• Partner closely with regional sales teams to ensure clear rules of engagement and effective collaboration.

Partner Enablement & Go-To-Market

• Organise sales and technical enablement to partners across the region.
• Develop and execute joint go-to-market plans, campaigns, and regional initiatives.
• Collaborate with marketing on partner demand generation, events, and field activities.
• Ensure partners are well-equipped with product positioning, competitive differentiation, and value messaging.

Market & Ecosystem Development

• Develop relationships with hyperscalers, technology alliances, and regional ecosystem partners.
• Provide actionable market insights on customer needs, competitive dynamics, and regional trends.
• Identify expansion opportunities across priority industries and emerging markets.

Required Experience & Skills

• 5-8+ years of experience in channel sales, partner management, or alliances in enterprise software.
• Strong knowledge of ITSM, AIOps, Observability, or IT Operations platforms.
• Proven success managing, building and scaling indirect sales channels across Asia and/or the Middle East.
• Strong commercial judgment, negotiation skills, and stakeholder management capabilities.
• Ability to operate effectively in a regional, matrixed organisation.

Preferred Qualifications

• Experience working in global or regional enterprise software companies.
• Familiarity with enterprise IT buyer personas (CIO, IT Ops, SRE, NOC, Service Desk).
• Experience with complex enterprise and public sector customers.
• Willingness and flexibility to travel up to 50% across the region.

What Success Looks Like

• A well-governed and high-performing partner ecosystem aligned with company strategy.
• Consistent pipeline growth and revenue contribution from indirect channels.
• Strong partner satisfaction, engagement, and mindshare.
• Clear visibility and reporting on partner performance and regional progress.