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Channel Manager / Director
Develop channel and ecosystem strategies and differentiated partnership policies for industries including finance, government and central and state-owned enterprises. Establish tiered partner management with exclusive, platinum, gold and silver levels. Lead domestic and overseas channel development, recruit system integrators and ecosystem partners, and bring in innovative partners such as handset manufacturers, automotive platforms, gaming services, consumer services and mini-program developers.
- Compensation
- RMB 18–40K/month + commission on collected revenue + performance bonus + year-end bonus
Responsibilities
- Develop industry-specific channel and ecosystem strategies, differentiated partnership policies and revenue-sharing mechanisms
- Establish tiered channel management with a full lifecycle from admission and assessment to partner exit
- Lead and enable channel managers, focusing on finance, government and central and state-owned enterprises, and recruit system integrators and ecosystem partners
- Plan and execute joint marketing programs, co-create solutions and replicate reference projects across industries
- Deliver partner enablement, including product certification, engineer training and sales enablement
- Build channel sales forecasting models and monitor pipeline conversion, targeting at least 35%
- Build, develop and motivate the channel management team, create a high-performance culture, and coordinate closely with sales, product, marketing and technical support
Requirements
- At least 5–8 years of B2B software channel management experience. Managers must have independently delivered annual channel revenue above RMB 8 million; directors must have independently led annual channel sales above RMB 30 million. Thorough knowledge of referral, resale, OEM and other channel models and their management differences
- Deep experience in at least two industries among finance, government, central and state-owned enterprises, media, tourism, education and transportation, with a mature partner network and successful relationships with major system integrators and leading technology companies
- A proven record of building and scaling channel programs. Directors must have led a substantial increase in channel contribution to sales, for example from below 30% to above 60%
- Expertise in channel conflict management, including pricing controls, and partner incentives such as tiered rebates. Experience leading or contributing to the planning and launch of a digital channel platform such as a Partner Portal
- Digital software/SaaS channel experience is preferred; overseas channel development experience or resources are also preferred
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