Channel Partner Manager, APAC

You'll own the day-to-day management of channel partners across APAC, focusing on activating, enabling, and growing a defined set of channel partners. You'll help partners and internal field teams work together more effectively to drive pipeline, revenue, and market coverage across the region. You'll build relationships with resellers, distributors, MSPs, and SI partners, drive partner enablement, develop joint plans, and align partners to the right accounts and go-to-market motions.

Responsibilities

• Build relationships with resellers, distributors, MSPs, and SI partners across APAC.
• Serve as the primary point of contact for regional partner engagement.
• Drive partner enablement, including positioning, qualification, and sales plays.
• Develop joint plans with priority partners to increase partner-sourced pipeline.
• Align partners with regional sales, account, and go-to-market opportunities.
• Identify and prioritize high-potential partners and help recruit new partners.
• Support internal field enablement for sellers in APAC.
• Run business reviews, pipeline check-ins, account mapping, and escalation management.
• Track partner activity, training progress, pipeline, and performance with RevOps and sales.
• Coordinate regional execution with the broader Partnerships team.

Requirements

• Proven experience managing channel, reseller, distributor, MSP, VAR, and SI relationships at a B2B technology company.
• Experience enabling partners through value proposition, sales play, and qualification training.
• Experience driving measurable business outcomes through partners, including partner-sourced pipeline.
• Strong cross-functional collaboration with sales, marketing, RevOps, and internal stakeholders.
• Strong commercial judgment, prioritization, and execution skills.
• Experience working in APAC or a multi-country region.
• Strong communication and stakeholder management skills.
• Knowledge of the crypto and blockchain ecosystem.
• Background in crypto, financial services, public sector, fintech, cybersecurity, or risk/compliance software.
• Experience with PRM tools, deal registration, account mapping, and partner performance tracking is a plus.
• Experience building channels alongside direct sales and indirect routes to market is a plus.
• Comfort working across time zones and in a highly matrixed global organization.