We're hiring a Channel Sales Lead to build and scale our clients partner ecosystem across APAC. You will own the channel strategy, recruit and enable key VARs, SIs, and cloud partners, and drive revenue through the indirect sales motion. This is a quota-carrying individual contributor role with potential to build a team as the region grows.
Key Responsibilities
- Channel strategy & recruitment: Identify, onboard, and activate high-value partners including VARs, SIs, MSPs, and hyperscaler marketplaces in APAC
- Revenue ownership: Deliver revenue through channel by FY26. Build joint pipeline with partners and co-sell to end customers
- Partner enablement: Run training, certification, and GTM planning with partners. Create playbooks, incentives, and MDF programs
- Deal execution: Lead co-selling cycles with partners. Support pricing, proposals, and technical scoping with SE team
- Ecosystem development: Build alliances with AWS, Azure, GCP, VMware, and key distributors to drive marketplace and referral revenue
Requirements
- Experience: 7+ years in channel/partner sales for enterprise SaaS, infrastructure software, or storage/cloud companies
- Track record: Proven history of building channel from 0→1 or scaling to $5M+ ARR via partners in APAC
- Network: Existing relationships with regional VARs, SIs, and distributors focused on data center, cloud, or infrastructure
- Domain knowledge: Strong understanding of storage, backup, data management, or cloud infrastructure markets
- Skills: Excellent partner relationship management, negotiation, and executive presence. Comfortable running QBRs and enablement sessions
