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.
- **M**anage **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.
- **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.
- #LI-JC4_