Manager, Channel

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The Channel Manager - Data Center (Singapore) is responsible for driving and managing Data Center business through distribution partners, channel partners, and solution partners in the Asia Pacific region (excluding India and China). This role involves developing and executing the Asia Pacific channel strategy to achieve Data Center revenue growth, customer acquisition, and market penetration. The Channel Manager is directly responsible for the development, optimization, and ongoing support and evolution of channel programs that align with CommScope's business objectives in Asia Pacific.

The successful candidate will possess a high level of knowledge and understanding of Data Center infrastructure markets and channels, including how customers buy and engage with ecosystem partners. They must also demonstrate a proven ability to work effectively in a team environment to develop, execute, and manage regional channel programs. This role has a strong focus on optical fiber solutions for Enterprise Data Centers, MTDCs, and AI Factories.

Key Responsibilities:

• Strategic Channel Development: Identify and deliver strategic Data Center channel initiatives to differentiate CommScope and drive incremental revenue through distributors, channel partners, and solution partners.
• Sales and Forecasting: Drive sales goals and ensure accurate sales forecasts for CommScope distributors and channel partners in Asia Pacific
• In-Country Planning: Develop prioritized in-country plans, including identifying and targeting distribution and solution partners for Data Centers
• Business Planning: Establish business plans with partners, including setting quarterly and annual revenue performance targets and implementing review processes.
• Partner Enablement: Develop and implement partner onboarding and enablement plans, including designing and delivering training and development programs to enhance partner capabilities in selling CommScope's optical fiber solutions.
• Program Development: Develop run-rate programs and sales acceleration plans with distributors and partners to drive channel growth, improve partner loyalty, and increase sales of optical fiber products.
• Channel Execution: Execute channel strategies and programs to drive desired business outcomes, ensuring alignment with CommScope's overall objectives for the Data Center market.
• Marketing Collaboration: Collaborate with the marketing team to define and implement marketing programs that drive market penetration, raise market awareness, and promote CommScope Data Center solutions
• Cross-Functional Collaboration: Work cross-functionally with sales, product line management (PLM), and other relevant teams to create, optimize, and manage programs that define and document the working relationship between CommScope and its Data Center channel partners.
• Performance Reviews: Drive quarterly business reviews with senior management of key distributors and partners to assess performance, discuss opportunities, and align on strategic goals.
• Technical Expertise: Ensure that distributors and partners have the necessary sales and technical knowledge and achieve required accreditation levels with training, seminars, and presentations on CommScope Data Center solutions.
• Operational Efficiency: Manage operational efficiencies with distributors, including inventory management, reporting, and other key operational processes.
• Sales Analysis: Create and analyze sales reports to identify factors contributing to success, define and manage incentive programs, and take necessary corrective actions to improve channel performance.
• Relationship Management: Establish and maintain positive and proactive relationships with distributor and channel partner management and sales teams to build mindshare and drive sales activity for CommScope Data Center solutions.
• Partner Recruitment: Identify and recruit new distributors and partners as needed to expand channel coverage and enhance CommScope's presence in the Data Center market.
• Partner Experience: Create a best-in-industry partner experience to differentiate CommScope from competitors and foster long-term, mutually beneficial relationships.

Requirements and Qualifications:

• Experience: Minimum of 8-10 years of channel management experience in the IT industry.
• Partner Ecosystem: Proven ability to build and manage relationships with distribution partners, channel partners, and solution partners.
• Strategic Thinking: Ability to develop and execute effective channel strategies to drive revenue growth, market penetration, and adoption of CommScope's optical fiber solutions.
• Sales Acumen: Strong understanding of sales processes and the ability to drive sales goals through channel partners, with a focus on solutions selling.
• Communication Skills: Excellent written and verbal communication skills, with the ability to present complex technical information clearly and concisely.
• Collaboration: Proven ability to work effectively in a team environment and collaborate with cross-functional teams, including sales, marketing, and product management.
• Education: Bachelor's degree in a related field (e.g., Business Administration, Engineering, Information Technology) or equivalent experience.
• Location: This position is based in Singapore.
• Travel: Willingness to travel within Asia Pacific as required.

Additional Preferred Qualifications:

• Good understanding of the Data Center infrastructure market
• Good technical understanding of optical fiber solutions, cabling, and related technologies used in Data Centers.
• Established network of contacts within the Asia Pacific Data Center industry, particularly among companies focused on optical fiber solutions and related infrastructure.
• Certifications related to channel management or sales.

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Why CommScope:

CommScope is on a quest to deliver connectivity that empowers how we live, work, and learn. Our employees push the boundaries of communications technology that enables game-changing discoveries like 5G, the Internet of Things, and gigabit speeds for everyone, everywhere. With our unmatched expertise in copper, fiber, and wireless infrastructure, our global clients rely on us to outperform today and be ready for the needs of tomorrow. 

If you want to grow your career alongside bright, passionate, and caring people who strive to create what's next…..come connect to your future at CommScope.

CommScope is an Equal Opportunity Employer (EEO), including people with disabilities and veterans. If you are seeking an accommodation for the application or interview process, please contact us to submit your request at talentacquisition@commscope.com. You can also learn more about CommScope’s accommodation process and EEO policy at https://jobs.commscope.com/eeo