Product Manager (Channel Sales)

We are seeking a  Product Manager (Channel Sales)  to drive product strategy and channel growth across enterprise and infrastructure markets.

This is a hybrid role combining channel operations, responsible for developing server product offerings while building and enabling a strong partner ecosystem across industries such as government, enterprise, cloud, and data centres.

Key Responsibilities

1. Product Management (Server Portfolio)

Define and manage  server product roadmap  (rack, high-density, edge, AI servers) based on market demand and partner feedback

Develop  product specifications, configurations, pricing, and packaging strategies

Manage  end-to-end product lifecycle  (GTM, enhancements, and retirement)

Conduct  competitive analysis  (products, pricing, channel strategies) and define differentiation plans

Develop product materials (whitepapers, manuals, value propositions) to support internal and partner teams

2. Channel Development & Operations

Build and expand  channel ecosystem  (distributors, resellers, SI/ISV partners) across regions and industries

Design and implement  channel policies  (rebates, pricing structure, authorization tiers, territory protection)

Support partners with  training, solution design, bidding support, and technical advisory

Drive  channel performance management  (sales targets, shipments, collections, inventory tracking)

Resolve channel conflicts and ensure healthy partner engagement

3. Ecosystem & Partner Collaboration

Collaborate with ecosystem partners (e.g.,  CPU, GPU, storage, OS vendors ) to develop integrated server solutions

Strengthen joint go-to-market initiatives with strategic partners

4. Cross-functional Collaboration

Work closely with  R&D, supply chain, sales, and support teams  to ensure product delivery and quality

Align internal sales teams with  channel strategy and product positioning

Support execution of key projects and customer engagements

Requirements

Education & Experience

Bachelor's degree or above

0 - 2 years of experience  in IT hardware, servers, or infrastructure-related roles

Experience in  server product management and/or channel operations  preferred

Background in  servers, data centres, cloud computing, or enterprise IT solutions  is an advantage

Technical & Domain Knowledge

Strong understanding of  server architecture  (CPU, memory, storage, RAID, networking, PCIe)

Experience in  solution design  for use cases such as cloud, AI, edge computing, and databases

Familiarity with  IT channel models  (distribution, SI partnerships, resellers) and channel policy design

Knowledge of  GTM strategy, pricing, and market analysis

Awareness of industry trends (cloud, AI, big data, data centres)

Core Competencies

Product strategy and planning

Channel development and partner management

Solution design and consultative selling

Data analysis and market insights

Soft Skills

Strong stakeholder management and cross-functional communication

Ability to manage partners and influence without authority

High ownership, execution focus, and resilience in a fast-paced environment

Strong learning agility to keep up with evolving technologies

Tools & Language

Proficient in  PowerPoint (product presentations), Excel (data analysis), and Office tools

Experience with  ERP/CRM systems  is a plus

Key KPIs

Channel revenue, shipments, and collection performance

Growth and activation of channel partners

Channel product profitability and pricing control

Partner satisfaction and training coverage

Success rate of key channel-led projects