Overview
The Channel Partner Manager is responsible for developing, managing, and growing channel partnerships focused on the MSME market. This role ensures that channel partners effectively represent DITO's products and services, driving revenue growth, market reach, and customer acquisition in the MSME sector. The position requires a strong understanding of MSME needs, excellent relationship management, and the ability to translate business strategies into actionable channel plans.
Functions and Responsibilities
Channel Partner Management
- Identify, recruit, onboard, and develop new channel partners focused on the MSME market.
- Manage and nurture relationships with existing partners to ensure consistent performance and loyalty.
- Regularly engage partners through business reviews, sales support, and enablement programs.
Sales Strategy and Execution
- Develop and execute channel sales plans aligned with DITO's MSME growth targets.
- Drive partner performance to achieve assigned sales targets, revenue goals, and KPIs.
- Support channel partners in sales efforts including joint customer calls, presentations, and deal closing.
Training and Enablement
- Conduct regular training sessions and workshops to ensure partner readiness on products, processes, and tools.
- Provide partners with marketing collateral, pitch materials, and pricing guidelines.
Market Development and Intelligence
- Monitor MSME market trends and competitor activities to inform strategy and partner positioning.
- Recommend channel and product improvements based on market insights and partner feedback.
Governance and Compliance
- Ensure partners adhere to DITO's policies, pricing models, and brand guidelines.
- Monitor partner contracts, performance metrics, and compliance with sales agreements.
Reporting and Coordination
- Prepare regular reports on channel sales performance, forecasts, and issues.
- Coordinate closely with internal teams (Marketing, Operations, Finance, Legal, etc.) to support channel partner needs.
Employment Standards
- Bachelor's degree in Business Administration, Marketing, or a related field (Master's degree is a plus).
- Minimum of 35 years experience in channel sales, partner management, or business development, preferably in the telco, ICT, or B2B industries.
- Experience handling MSME or SMB segments is highly preferred.
- Proven track record of achieving sales quotas through indirect channels.
Job Skills & Qualifications
Required:
- Strong interpersonal and partner relationship management skills.
- Sales-driven with excellent negotiation and closing abilities.
- Knowledge of MSME business dynamics and needs.
- Strong communication and presentation skills.
- Proficiency in Microsoft Office Suite and CRM systems.
- Willing to travel for partner meetings and field support.
Preferred:
- Familiarity with DITO Telecommunity's product offerings or telecom/ICT solutions.
- Experience in start-up or scale-up sales environments.
- Ability to work independently and with cross-functional teams in a fast-paced environment.
