About the Company
Anritsu Pte Ltd is a leading provider of cutting-edge telecommunications and measurement solutions. With a history spanning over 130 years, we are renowned for our innovation, quality, and customer-centric approach. Join us and be a part of our continued success story.
About the Role
We are seeking a highly motivated and results-driven Regional Channel Sales Manager to join our growing team. In this pivotal role, you will be responsible for recruiting, enabling, and managing a network of channel partners to drive revenue growth and expand our market share in 15 countries (South Asia & SEA) If you are a seasoned channel professional with a deep understanding of the Test & Measurement solutions and a proven track record of building successful partnerships, we encourage you to apply.
Key Responsibilities
Channel Partner Recruitment & Onboarding:
- Identify, recruit, and onboard new channel partners (VARs, SIs, MSSPs, Distributors) that align with our strategic goals and market focus.
- Develop and execute comprehensive onboarding plans to ensure partners are fully enabled to sell and support our solutions.
- Partner Relationship Management:
- Build and maintain strong, long-lasting relationships with key stakeholders within assigned partner organizations.
- Serve as the primary point of contact for channel partners, fostering trust and mutual growth.
- Conduct regular business reviews with partners to track performance, identify opportunities, and address challenges.
Sales & Revenue Growth:
- Collaborate with partners to develop and execute joint business plans and sales strategies (including account mapping and new customer logo engagement)
- Drive partner-generated pipeline and revenue attainment, meeting or exceeding assigned quotas.
- Provide sales guidance, product training, and competitive positioning support to partners.
- Work closely with internal sales teams to ensure seamless collaboration and lead handoffs.
Partner Enablement & Training:
- Work closely with internal technical team to ensure partners are enabled and certified on our products, solutions, and sales methodologies.
- Ensure partners have access to the necessary sales tools, marketing collateral, and technical resources.
- Stay informed about product updates and industry trends to effectively educate partners.
Market Development:
- Identify new market opportunities and strategic alliances to expand our channel ecosystem.
- Represent Anritsu at industry events, trade shows, and partner conferences.
- Gather market intelligence and feedback from partners to inform product development and sales strategies.
Reporting & Analysis
- Track and report on key channel performance metrics, including pipeline, revenue, and partner engagement.
- Analyze data to identify trends, forecast future performance, and recommend corrective actions.
Qualifications
- Bachelor's degree in Business, Marketing, Computer Science, or a related field (or equivalent practical experience).
- 3 to 5 years of proven channel sales experience in the cybersecurity industry is essential.
- Strong understanding of technologies in wireless Wifi, BT, Cellular (6G,5G,4G,3G), IoT and wireline i.e. High Speed Bus, Ethernet
- Demonstrable track record of recruiting, enabling, and managing successful channel partnerships that have driven significant revenue growth.
- Excellent communication, presentation, and interpersonal skills.
- Ability to build rapport and influence at all levels, both internally and externally.
- Strong business acumen and strategic thinking abilities.
- Self-motivated, proactive, and results-oriented with a strong work ethic.
- Ability to travel, 50%, as needed to meet with partners, customers (jointly with partners) and attend industry events.
Pay range and compensation package
- Competitive salary and bonus structure
