Channel Sales Manager

About the role

H3C is looking for a Channel Manager to drive channel ecosystem development, channel sales execution and partner management in a base country and its neighbours. The role builds regional revenue through new partner recruitment, enabling existing partners, cross-selling and upselling, regional channel programs, deal incubation and closure, and maintains long-term strategic partnerships with local distributors and resellers.

Key responsibilities

• Build, operate and expand the channel ecosystem, covering recruitment, onboarding, enablement and retention of distributors, value-added resellers and solution partners.
• Enhance H3C brand awareness and regional market influence with local distributors and channel partners.
• Help partners identify, qualify and close ICT project opportunities, and provide commercial and solution support, including proposal and quotation work with pre-sales teams.
• Analyse market trends, customer needs and competitors, and design profitable channel business models and partner incentive schemes.
• Run regional channel sales and marketing initiatives such as product launches, partner training and incentive programmes.
• Hold regular business reviews with partners, track performance, run gap analyses and drive partner capability upgrades.
• Coordinate with regional pre-sales, product, finance and legal teams to ensure smooth channel operations.

Required profile

• Bachelor's degree or above.
• Minimum 5 years of ICT experience, combining channel sales and channel partner management; local ICT channel experience preferred.
• Proven track record of meeting sales targets, strong commercial acumen and a results-oriented approach.
• Excellent cross-cultural communication, negotiation and relationship management skills.
• Business fluency in English; proficiency in a major Eastern European language (Polish, Romanian, Hungarian, Czech, etc.) preferred.

Required skills

• Familiarity with ICT infrastructure, with interest in networking, servers, cloud computing and generative AI.
• Experience planning and running channel marketing campaigns, partner incentives and enablement programmes preferred.