Channel Account Manager

Location: Jakarta, Indonesia

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Thales has been present in the Republic of Indonesia for 45 years in the defence, aerospace and space domains, delivering a wide range of civil and defence solutions that highlight our strong commitment to working with the Indonesian government and local stakeholders. In recent years, our innovative solutions in air traffic management systems and telecom satellites have further strengthened our presence in the country alongside our digital portfolio of solutions such as biometrics, data protection and cybersecurity now serving the needs of diverse customers in civil sectors.

The Channel Account Manager, Indonesia & Malaysia is responsible for the definition and delivery of a strong channel strategy across Thales CSP Indonesia & Malaysia, encompassing distributors and Value Added Resellers for Data Security and Imperva. Key aspects of the role include maximizing channel revenues and productivity across Indonesia & Malaysia and setting the direction for replicable best practice in the Thales CSP channel business across the region. The Channel Account Manager will leverage a strategic market outlook to lead and engage in detailed channel and territory planning with regional channel sales teams and sales leadership, using performance metrics to measure success and drive improvements in the APAC channel business.

The Channel Account Manager ensures that business initiatives are tailored to the needs of the channel business and also plays an active role in developing and optimizing the Partner Program. The Channel Account Manager solves issues which impact channel efficiency and success whilst working with stakeholders internally and externally. The Channel Account Manager acts a key contributor to channel communications and interfaces with channel partners and their senior management across Indonesia & Malaysia.

Responsibilities:

• Develop and manage a robust and creative channel strategy for Indonesia and Malaysia.
• Develop and drive engagement through successful relationships with key channel partners at senior management level.
• Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews.
• Partner with local channel sales teams to analyze partner coverage in region, identify gaps and support recruitment and enablement.
• Set and drive Channel best practice and facilitate its deployment across Indonesia & Malaysia, remaining sensitive to local specifics.
• Drive strategies to reduce friction in the Indonesia & Malaysia sales channel and increase the ease of doing business.
• Enable the partner community to sell Thales CSP solutions from the entire portfolio, with a focus on incremental business and service delivery.
• Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy.
• Play a leading role in the design optimization and implementation of the Partner Program across Indonesia & Malaysia.
• Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.
• Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral.
• Present Indonesia & Malaysia Sales Channel performance and business results through regular communication, forecasts, agendas, and reports.

Requirements:

• Experience of developing and presenting channel strategies across Indonesia & Malaysia.
• Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations.
• Strong business planning skills and proven ability to execute and deliver a defined plan.
• Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose.
• Accustomed to delivering results in a fast-paced environment, to prioritize effectively, think big picture, and use good judgment in resolving difficult issues.
• Extensive Channel Management experience with a proven track record of success.
• Passion, commitment and drive for success; experience working across matrix managed teams and organizations.
• 5 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company.
• Ability to engage with all levels of a partner organization.
• Results oriented and effective in customer situations comprising senior level management.
• Must demonstrate both personal integrity and the ability to exercise good judgment.
• Ability to perform job functions independently with limited supervision.
• Bachelor Degree or equivalent work experience can be substituted for degree.
• Prior experience working within a two-tier distribution sales environment.
• Ability to travel locally within designated territory to visit with partners and customers 40-50% of the time. Some overnight travel may be required.

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.