Role OverviewWe are seeking an experienced Channel Partner Manager to build and scale our partner ecosystem across Asia and the Middle East. Reporting to the Channel Director, this role is responsible for driving indirect revenue growth through distributors, system integrators, MSPs, and strategic partners, with a strong focus on AI-powered IT Service Management (ITSM), AIOps, and Observability solutions.
You will work closely with regional sales, marketing, and product teams to execute partner strategy, enablement, and joint go-to-market initiatives across diverse markets.
Key ResponsibilitiesChannel Strategy & Partner ManagementExecute the regional channel strategy for Asia & Middle East in alignment with direction set by the Company.Recruit, onboard, and develop high-performing channel partners, including distributors, SIs, MSPs, and resellers.Build strong executive relationships with partner leadership and key stakeholders.Lead QBRs, joint business planning, and partner performance reviews.Act as the primary escalation point for partner-related issues within the region.
Revenue & Pipeline GrowthDrive pipeline generation and revenue attainment through partner-led and co-sell motions.Support partners in positioning and closing opportunities across ITSM, AIOps, and Observability use cases.Manage deal registration, pricing alignment, partner incentives, and revenue forecasting.Partner closely with regional sales teams to ensure clear rules of engagement and effective collaboration.
Partner Enablement & Go-To-MarketOrganise sales and technical enablement to partners across the region.Develop and execute joint go-to-market plans, campaigns, and regional initiatives.Collaborate with marketing on partner demand generation, events, and field activities.Ensure partners are well-equipped with product positioning, competitive differentiation, and value messaging.
Market & Ecosystem DevelopmentDevelop relationships with hyperscalers, technology alliances, and regional ecosystem partners.Provide actionable market insights on customer needs, competitive dynamics, and regional trends.Identify expansion opportunities across priority industries and emerging markets.
Required Experience & Skills5-8+ years of experience in channel sales, partner management, or alliances in enterprise software.Strong knowledge of ITSM, AIOps, Observability, or IT Operations platforms.Proven success managing, building and scaling indirect sales channels across Asia and/or the Middle East.Strong commercial judgment, negotiation skills, and stakeholder management capabilities.Ability to operate effectively in a regional, matrixed organisation.
Preferred QualificationsExperience working in global or regional enterprise software companies.Familiarity with enterprise IT buyer personas (CIO, IT Ops, SRE, NOC, Service Desk).Experience with complex enterprise and public sector customers.Willingness and flexibility to travel up to 50% across the region.
What Success Looks LikeA well-governed and high-performing partner ecosystem aligned with company strategy.Consistent pipeline growth and revenue contribution from indirect channels.Strong partner satisfaction, engagement, and mindshare.Clear visibility and reporting on partner performance and regional progress.
Cloudwise is seeking Senior/Sales Manager to help us expand the digital landscape. We aren’t just selling software; we’re building the future of intelligent IT operations. If you’re a high-performer ready to lead the charge in our "Go Global, Go AI" mission, we want you on our front lines.
About the RoleThis is a pure Hunter role. You will be responsible for a dedicated market and play a critical role in driving our expansion by identifying, targeting, and closing opportunities. You aren’t just selling software; you are partnering with the international management team to redefine digital operations strategy and drive measurable business value.
ResponsibilitiesResponsible to execute the end-to-end sales engine with a relentless focus on new customer acquisition.Act as the primary orchestrator of a partner-leveraged sales motion, commanding the end-to-end sales cycle to achieve maximum territory penetration within the FSI and Enterprise verticals.Partner with C-suite stakeholders to architect mid to long-term strategies that translate our AIOps/ITOM/ITSM capabilities into tangible board-level outcomes.Maintain a high-performance operating rhythm, consistently exceeding core business metrics including top-of-funnel activity (discovery meetings), pipeline velocity, and ACV (Annual Contract Value) expansion to ensure predictable and scalable territory growtEnsure every account plan is a blueprint for success, identifying mission-critical business drivers, success metrics, and a definitive roadmap to rapid ROI.Translate complex customer requirements into innovative solutions that deliver measurable profitability and operational excellence.
To be successful in this role, you should have:You should have at least 8 years of full sales-cycle experience from prospecting to closing deals, proven in selling a complex and technical product or service.Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred).Ability to act as an AI champion, integrating generative and predictive AI into the sales motion to optimize decision-making and automate complex workflows for higher efficiency.Experienced in selling into public and FSI industry market with the ability to win renewal and new logos.
Equal Opportunity StatementCloudwise is committed to diversity and inclusivity in the workplace.
Cloudwise is a leading provider of innovative digital solutions, specializing in application performance monitoring (APM), IT Operations Management (ITOM), and hybrid cloud services for global enterprises. We are seeking a highly experienced and results-driven Presales Solutions Architect to support the technical and commercial strategy for complex and high-value bids across the region.
Key ResponsibilitiesAccountable for architecture initiatives from inception to completion including but not limited to collect competitive information and give differentiated competitive solutions through the analysis of strategy and scenarios of competing pairs in competitive projects.Collaborate with business users to create architecture in alignment with business needServe as a primary presales guide, engaging key customers speaking their language, and identifying genuine business needs to create effective opportunitiesDeliver tailored solutions aligned with customer project needs, developing strategies for product selection, testing, bidding, and configuration.Proactively manage technical and project risks, collaborating with product and delivery teams to ensure smooth execution and revenue realization.Champion the adoption of reusable architecture assets to improve efficiencyAble to provide distill insights product requirements and defects across various segments, driving product enhancements, new projects, and key feature launches to boost competitiveness.Manage the production of consolidated, professional, and compelling technical solution proposal documents, including executive presentations.Support the Account Manager in securing local, regional, or global management approval of the proposal from a solution and technical perspective.Drive local and/or regional management escalation where needed, highlighting critical red flags and risks in the bid lifecycle to ensure executive awareness and timely intervention.Assist in contract negotiation as the lead solution representative, assessing the technical, financial, and operational impacts of customer-requested changes during the contracting process.
Technical & Domain KnowledgeStrong and holistic understanding of technical solutions in the IT Operations and Cloud domain, including:Application Performance Monitoring (APM) and ObservabilityIT Operations Management (ITOM), including AIOpsHybrid Cloud and Multi-Cloud Architectures (AWS, Azure, etc)Network Performance Monitoring (NPM) and related dependencies.Knowledge and experience in DevOps practices and Site Reliability Engineering (SRE) is a significant advantage.
Professional Competencies5+ years and above experiences in IT Saas, SI related industry.Exceptional fluent in business communication, presentation, and negotiation skills with the ability to articulate complex technical solutions to both technical and executive audiences.A proactive, self-motivated, and determined attitude with a relentless focus on customer success.Ability to work effectively under pressure and manage multiple, competing complex tasks to completion.Excellent interpersonal skills and a proven ability to be a strong team player across diverse functional teams.Fluent in English and able to read and understand Chinese to collaborate with R&D and various vertical stakeholders.
