Channel Manager
About the company
Arcfra is a Singapore-headquartered IT innovator that simplifies on-premises enterprise cloud infrastructure with its full-stack, software-defined platform. In the cloud and AI era, we help enterprises effortlessly build robust on-premises cloud infrastructure from bare metal, offering computing, storage, networking, security, backup, disaster recovery, Kubernetes service, and more in one stack. Our streamlined design supports various workloads like traditional VM, container and K8S, AI/ML as well as VDI desktops.
Your tasks
About the Role As Channel Manager, you will build and scale Arcfra’s partner ecosystem across Southeast Asia. This role owns the recruitment, enablement, and performance of resellers, distributors, and systems integrators, working closely with the direct sales team to drive partner-sourced and partner-influenced revenue. You will be the primary point of contact for Arcfra’s channel partners — from onboarding through to day-to-day enablement and growth.
_Partner Recruitment & Onboarding_
- Identify, recruit, and onboard new channel partners — resellers, distributors, and systems integrators — aligned to Arcfra’s go-to-market strategy.
- Build and maintain a partner tiering and certification framework, with structured onboarding and training plans for new partners.
- Negotiate partner agreements, commercial terms, and margin structures in line with company guidelines.
_Partner Enablement & Growth_
- Deliver and manage sales and technical enablement programs to equip partners to sell and deploy Arcfra’s platform.
- Drive co-selling and co-marketing initiatives with partners to generate pipeline.
- Support partners through deal registration, pricing, and proposal development.
_Performance Management_
- Set and track partner performance targets, reviewing quarterly business plans and pipeline with each partner.
- Monitor partner health metrics — certification status, revenue contribution, and deal velocity — and address underperformance proactively.
- Report on channel pipeline, bookings, and forecast to sales leadership.
_Cross-Functional Collaboration_
- Work closely with direct sales, marketing, and product teams to align channel strategy with the overall go-to-market plan.
- Partner with Solutions Engineering to ensure partners have the technical resources and support needed to close deals.
- Represent the voice of the channel internally, feeding partner needs into product and marketing roadmaps.
What Success Looks Like (First 6–12 Months)
- A structured, onboarded partner network with clear tiering and enablement in place.
- A healthy, forecastable channel pipeline contributing meaningfully to overall bookings.
- At least a few partners actively co-selling and closing deals independently.
- Strong, collaborative relationships between the channel team and direct sales.
Requirements
- 7+ years of experience in channel or partner management within enterprise IT, infrastructure, or cloud technology.
- Proven track record recruiting, enabling, and growing reseller, distributor, or systems integrator partnerships.
- Strong understanding of Hyper-Converged Infrastructure (HCI), cloud infrastructure, or software-defined data center solutions.
- Comfortable negotiating partner agreements and managing commercial relationships.
- Excellent relationship-building, communication, and cross-functional collaboration skills.
- Must be a Singapore citizen, permanent resident, or hold a valid Singapore work pass.
Other
Work Environment This role is based in Singapore, combining remote work and office presence, with regular travel to meet partners across the region. Close collaboration with direct sales, marketing, and Solutions Engineering is integral to success.