Senior Officer-Channel Management

Role

Purpose:

Channel manager is the person in charge to manage indirect channel along with appointed partner (Indosat Authorized Partner or Value-Added Reseller) to develop mid-market throughout acquisition and retention.

• Responsible to achieve annual target of IAP/VAR

• Develop and execute end-to-end channel marketing strategy for indirect sales growth, focusing on distributor, Internet Service Provider, System Integrators and aggregators
• Drove business development efforts with new partner profiles, expanding Indosat’s B2B reach with data-driven marketing solutions.
• Led partner enablement initiatives, including sales support materials and targeted campaign, resulting in improves channel readiness and faster ramp-up.

• Create policy and partnership program with specific commercial scheme for each partner
• Define and implement partner commission structure
• Improving channel engagement and driving co-marketing activities across vertical markets

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:

• Define the right channels (Indosat Authorized Partner, Value-Added Resellers, Distributor)
• Segment partners based on target industries and value proposition

• 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

• 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

• 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

• Monitor pipeline contribution by channel
• Track partner health: revenue contribution, activity levels, customer satisfaction
• Establish conflict resolution

• Ensure consistent brand and service delivery across all partner touchpoints

• Use PRM (Partner Relationship Management) tools to manage onboarding and reporting

• Explore cross-channel and ecosystem partnership
• Continuously optimize the channel mix based on market shifts

• Bachelor’s degree, S1/S2
• Demonstrate strong plan and execution of channel management.
• Experienced manage B2B channel, project supplier, distributor, partner.

• 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