Software Sales Channel Manager- Asia Pacific

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, ReadyAPI, and Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  

Software Sales Channel Manager- Asia Pacific 

We're seeking a dynamic and results-oriented Channel Sales Senior Manager to spearhead our indirect and partner sales efforts across the Asia-Pacific region. Based in our Melbourne office, you will be responsible for building, managing, and growing a network of channel partners to drive significant software sales growth.  

About the role 

As a Channel Manager you will:  

• Build upon, refine, and execute a comprehensive channel strategy for the Asia-Pacific region, managing, identifying and recruiting high-growth partners with strong industry relationships.  In addition, you will be the Asia-Pacific lead for our growing and strategic go-to-market partnership with AWS.  
• Manage existing partner agreements, ensuring alignment with company goals and objectives.  
• Build out the business with the existing partner network. 
• Onboard and enable new partners as driven by the strategy, providing training, marketing materials, and ongoing support to equip them for success.  
• Build out the business by adding partner capacity in specific countries (e.g. Singapore) 
• Drive partner sales performance through joint business planning, lead generation initiatives, and deal support.  
• Lead the AWS partnership GTM efforts in ANZ and the broader region. 
• Develop strong relationships with key decision-makers within partner organizations.  
• Monitor and analyze partner performance, identifying areas for improvement and implementing strategies to optimize channel effectiveness.  
• Develop and maintain close working relationships with internal teams (marketing, sales, product) to ensure seamless partner engagement.  Provide best practices guidance, training, and channel/partner subject matter expertise.  
• Travel throughout the Asia-Pacific region (when possible) to build relationships and support partners.  

We are looking for you if you have: 

• Minimum 8 years of experience in channel sales management, ideally within the software industry.  
• Proven track record of exceeding sales targets through partner channels.  
• Strong understanding of the Asia-Pacific IT landscape and channel ecosystem.  
• Excellent relationship-building and communication skills.  
• Ability to build trust and influence stakeholders at all levels.  
• Strategic thinking and analytical abilities.  
• Excellent negotiation and contract management skills.  
• Proficiency in CRM software and marketing automation tools.  

Bonus points for:  

• Experience selling in the DevOps software management, development, and testing market.  
• Existing network of contacts within the Asia-Pacific IT channel.  
• Fluency in a second language spoken in the Asia-Pacific region (Mandarin, Hindi, Japanese, etc.)  

Why you should join the SmartBear crew: 

• You can grow your career at every level.  
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun. 
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off. 
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.  
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.  

Did you know? 

• Our main goal at SmartBear is to make our technology-driven world a better place.  
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.  
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.  
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

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