* Position Purpose: - The Channel Sales Manager is responsible for developing, managing, and expanding the company's channel ecosystem, including distributors, system integrators (SIs), EPCs, resellers, and strategic partners. - The role focuses on building a healthy and sustainable channel network, generating business opportunities through partners, improving channel coverage, and achieving assigned sales and gross profit targets. - The position will work closely with internal Sales, Product/BU, Solution, Marketing, Finance, and Service teams to ensure effective channel execution and long-term partner development. * Key Responsibilities: A. Channel Strategy & Development - Develop and execute channel sales strategies in line with the company's business objectives. - Identify, evaluate, recruit, and develop new distributors, MDs, Dealers, SIs, resellers, and strategic partners. - Define appropriate channel coverage by market segment, geography, customer type, and product portfolio. - Develop partner business plans, sales targets, and go-to-market strategies. - Identify potential channel conflicts and establish appropriate channel management approaches. - Continuously assess channel performance and recommend actions to improve coverage, productivity, and profitability. B. Partner Management - Build and maintain strong relationships with key channel partners and strategic accounts. - Establish regular business reviews with partners to monitor sales performance, pipeline, inventory, project opportunities, and business development activities. - Understand partners' business models, customer networks, technical capabilities, and market coverage. - Develop partner capabilities through product training, solution training, sales enablement, and joint customer engagement. - Ensure partners understand and comply with the company's pricing, sales, warranty, and channel policies. C. Sales & Business Development - Develop and manage sales pipeline generated through channel partners. - Drive partner-led opportunities from lead generation, qualification, specification, quotation, tender, negotiation, and closing. - Work with partners to identify and develop new projects and customer opportunities. - Conduct joint customer visits, presentations, workshops, seminars, and solution demonstrations with channel partners. - Support partners in strategic project development and competitive positioning. - Achieve assigned revenue, gross profit, and other sales KPIs. D. Commercial & Channel Governance - Monitor channel pricing, discount structures, deal registration, and project protection mechanisms. - Maintain healthy channel pricing and minimize unauthorized discounting or channel conflicts. - Review partner quotations and commercial conditions for strategic opportunities when required. - Monitor channel inventory, sell-in, sell-out, and stock aging where applicable. - Work with Finance and Sales Operations to manage credit, payment, and commercial risks. - Ensure all channel activities comply with company policies and internal approval procedures. E. Market Intelligence - Monitor market trends, customer requirements, competitor activities, pricing, and channel movements. - Provide regular market intelligence and channel feedback to management and relevant Business Units. - Identify emerging market segments, new business opportunities, and potential strategic partners. - Analyze competitors' channel strategies and recommend appropriate responses. F. Cross-functional Collaboration - Work closely with Product/BU teams to align channel strategy with product and solution priorities. - Coordinate with Solution teams for technical support and partner enablement. - Collaborate with Marketing on partner events, campaigns, seminars, and demand-generation activities. - Coordinate with Supply Chain and Operations to support forecasting, delivery planning, and inventory management. - Work with Service teams to ensure appropriate after-sales support through the channel. [Requirements] * Education: Bachelor's degree or above in Business Administration, Marketing, Engineering, Information Technology, or a related field. * Experience: - Minimum 5–8 years of B2B sales experience, preferably in channel sales, distribution, system integration, ICT, data center, telecom, electrical, power, industrial technology, or related industries. - Proven experience managing distributors, SIs, EPCs, resellers, or strategic business partners. - Experience in developing new channels and growing business through partners. - Experience in project-based sales, solution selling, or tender business is preferred. * Technical / Business Knowledge: - Good understanding of channel sales models and partner management. - Understanding of B2B sales processes and project-based business development. - Familiarity with distribution, system integration, EPC, or reseller business models. - Basic understanding of commercial concepts such as revenue, GP, pricing, discount, inventory, credit, and payment terms. - Experience in ICT, Data Center, Telecom, UPS, Power, Cooling, or related technology markets is an advantage. * Sales & Business Development: - Strong hunting and business development capability. - Ability to identify, qualify, and develop new business opportunities. - Strong negotiation and closing skills. - Ability to build and manage a sustainable sales pipeline. * Channel Management: - Strong partner relationship management skills. - Ability to recruit, develop, motivate, and manage channel partners. - Strong understanding of channel conflict and channel governance. - Ability to build long-term win-win relationships with partners. * Leadership & Collaboration: - Strong stakeholder management and communication skills. - Ability to influence partners and internal stakeholders without direct authority. - Strong cross-functional collaboration skills. - Able to work independently and manage multiple priorities. * Analytical & Commercial Thinking: - Strong commercial awareness and business judgment. - Ability to analyze sales performance, pipeline, pricing, GP, and market trends. - Data-driven and result-oriented approach. * Communication: - Good command of English, both written and spoken. - Strong presentation and negotiation skills. - Vietnamese language proficiency is required. * Preferred Candidate Profile: The ideal candidate is a business developer and channel builder, rather than only an account manager. The candidate should demonstrate the ability to: 1. Build the channel – identify and recruit the right partners. 2. Activate the channel – generate opportunities and drive partners to market. 3. Develop the channel – increase partner capability, customer coverage, and revenue. 4. Manage the channel – maintain pricing discipline, avoid channel conflicts, and protect business opportunities. 5. Deliver results – convert channel opportunities into revenue and sustainable GP. Experience with technology products, ICT infrastructure, Data Center, Telecom, UPS, Cooling, Power Solutions, or related B2B solutions will be highly valued. * What Success Looks Like: Within the first 12 months, the Channel Sales Manager is expected to: • Establish a clearly defined channel development strategy. • Build a qualified and productive partner ecosystem. • Recruit and activate new strategic channel partners where required. • Develop a healthy channel-generated sales pipeline. • Generate measurable revenue and GP contribution through the channel. • Improve market coverage and access to target customers. • Establish effective partner governance and minimize channel conflicts. • Build sustainable business relationships that can support long-term growth.