Channel Sales Manager

Job Title: Channel Manager (IT / Technology)

Location: Singapore

Reports to: ASEAN Sales Head

Redington is a leading technology solutions provider with operations across more than 38 markets including Asia, the Middle East, Africa, and CIS. With a strong ecosystem of over 290 international vendors and 40,000+ channel partners, Redington delivers cutting-edge technology products and services to enterprises and consumers

Our mission is to accelerate the adoption of innovation by enabling access to technology, fostering growth opportunities, and creating sustainable value for our partners, vendors, and employees. In ASEAN, we play a strategic role in driving regional growth and connecting our global expertise with local market needs

At Redington, we are committed to building an inclusive workplace where diverse talent can thrive and contribute to shaping the future of technology

Role Objective

The Channel Manager will lead the strategic development and management of a robust distribution and reseller ecosystem across ASEAN Region. Your primary focus is to drive market share growth for Redington's technology portfolio by enabling partners, optimizing the sales pipeline, and ensuring high levels of partner engagement

Key Responsibilities

1. Strategic Partner Management

• Recruitment & Mapping: Identify and recruit Tier-1 Distributors and Tier-2 Value-Added Resellers (VARs) or System Integrators (SIs) that align with the company's focus (e.g., Cloud, Cybersecurity, or Networking)
• .Business Planning: Design and execute annual Joint Business Plans (JBPs) with key partners, setting clear revenue targets, marketing commitments, and certification milestones.
• Territory Strategy: Optimize partner coverage across regions (ASEAN) and emerging techhubs

2. Sales & Pipeline Performance

• Pipeline Management: Manage and forecast the partner-led sales pipeline, ensuring accurate reporting in CRM systems.
• Deal Protection: Govern the Deal Registration process to resolve channel conflict and protect partner investments in new opportunities
• Commercial Support: Collaborate with internal pre-sales and finance teams to provide competitive pricing and commercial structures for large-scale tenders.

3. Enablement & Marketing

• Partner Readiness: Conduct Enablement Sessions to ensure partner sales and technical teams are certified and capable of positioning Redington's solutions.
• Channel Marketing: Collaborate with the marketing team to execute Co-op marketing activities, seminars, and incentive programs to drive brand loyalty.

4. Relationship & Operational Excellence

• Executive Alignment: Build strong relationships with the owners and senior management of distributors (e.g., Metrodata, Ingram Micro, or local boutiques).
• Localization: Adapt global partner programs to suit the business culture and regulatory environment.

Candidate Requirements

• Education: Bachelor's degree in information technology, Computer Science, Business, or a related field
• Experience: Minimum 5–7 years of experience in IT channel sales or business development. Proven track record of managing major distributors and a network of System Integrator
• Technical Knowledge: Familiarity with IT infrastructure (Cloud, SaaS, Networking, or Security
• Negotiation: Strong ability to manage complex commercial discussion
• Communication: Fluent in English (essential for regional reporting
• Autonomy: Ability to work independently with limited supervision in a fast-paced growth-mode environment.