Key Responsibilities:

1. Channel Strategy & Revenue Delivery:
   Develop regional channel strategies and sales plans based on the company’s product positioning and the characteristics of the Hong Kong mid-market segment. Own channel sales targets (ARR/MRR) and market share in Hong Kong, ensuring quarterly and annual targets are met.

2. Channel Development & Expansion:
   Identify, evaluate, negotiate, and onboard high-quality local channel partners, including software resellers, IT consulting firms, and industry associations. Continuously optimize the channel network to increase market penetration across SMEs and mid-to-large enterprises.

3. Partner Enablement & Lifecycle Management:
   Build and maintain strong partner relationships. Deliver regular training on product demonstrations, solution architecture, and sales techniques. Support partners throughout the full sales cycle—from lead generation and opportunity management to contract closure—enhancing their ability to independently close deals and deliver projects.

4. Market Insights & Competitive Analysis:
   Conduct in-depth research on Hong Kong’s enterprise software market trends. Monitor competitors’ pricing, product evolution, and channel strategies. Collaborate with HQ product and marketing teams to refine product positioning and localization strategies based on frontline feedback and sales data.

5. Cross-functional Collaboration & Execution:
   Work closely with pre-sales, customer success, and HQ product/R&D teams to provide timely pre-sales support and post-sales delivery assurance to channel partners. Ensure all sales processes comply with local business regulations and drive efficient project execution.

Requirements:

1. Education:
   Bachelor’s degree or above, preferably Major in Computer Science, Information Technology, Marketing, or related disciplines.

2. Work Experience:
   At least 3 years of B2B enterprise sales experience, including at least 1 year in channel management or direct sales within enterprise software, SaaS, or IT solutions. Familiar in procurement processes of mid-market clients in Hong Kong, such as retail, logistics or professional services is preferred.

3. Language & Professional Skills:

• Fluency in Cantonese, Mandarin and English (both written and spoken)

• Have ability to conduct business communication, product presentations and contract negotiations.

• Strong consultative selling skills, with the ability to identify client pain points and deliver tailored software solutions.

1. Core Competencies:

• Highly self-motivated and results-driven, able to thrive in a fast-paced tech environment with frequent local client engagements.

• Strong business acumen and excellent cross-functional collaboration skills.

Preferred Qualifications:

• Established network of IT channel partners, system integrators (SIs), or mid-market enterprise clients in Hong Kong.

• Experience in building a channel ecosystem from scratch (0 to 1) in Hong Kong, or prior experience expanding the Hong Kong market for a well-known SaaS vendor.