Channel Sales Manager, SEA & ANZ (Connector/Antenna)

The DDN BU Channel Sales Manager is responsible for driving profitable growth through distributors and channel partners. This role connects DDN business priorities with channel execution by developing partner strategies, generating demand, building qualified pipelines, and expanding customer and market coverage.

The role collaborates with sales, product management, field application engineering, marketing, pricing, operations, and customer care teams to support customer acquisition, design wins, and revenue growth.

Key Responsibilities:

• Develop and execute channel sales plans aligned with DDN business objectives.
• Build and maintain strong relationships with distributors and channel partners.
• Establish joint business plans, performance targets, and growth initiatives with assigned partners.
• Drive demand creation across data center, AI infrastructure, cloud, networking, telecom, and edge applications.
• Identify new customers, applications, and competitive-conversion opportunities.
• Build and manage a qualified opportunity pipeline from identification through design-in, design-win, and revenue conversion.
• Conduct regular business reviews covering sales, pipeline, inventory, training, and program execution.
• Support product launches, customer events, technical workshops, and partner training.
• Gather market, customer, channel, and competitive insights to support business decisions.
• Coordinate cross-functional resources to resolve commercial, technical, supply, and customer issues.
• Maintain accurate opportunity, forecast, and customer information in applicable business systems.
• Ensure channel activities comply with company policies and commercial requirements.

Key Performance Areas

• Revenue, growth, and profitability
• Point-of-sale and point-of-purchase performance
• Qualified pipeline development
• New-customer acquisition
• Design-in and design-win conversion
• Forecast accuracy
• Partner productivity and market coverage
• New-product adoption
• Joint business-plan execution

Required Qualifications:

• Bachelor’s degree in engineering, business, marketing, or a related field.
• Relevant experience in channel sales, distribution sales, account management, or business development.
• Experience managing distributors, resellers, or other channel partners.
• Demonstrated ability to develop sales plans and deliver measurable business growth.
• Strong commercial, negotiation, analytical, and relationship-management skills.
• Experience with CRM, pipeline management, forecasting, and business reporting.
• Strong written and verbal communication skills.
• Ability to collaborate effectively in a global, matrixed organization.
• Willingness to travel according to business requirements.

Preferred Qualifications

• Experience in electronic components, connectivity, data centers, networking, telecom, cloud, or related technology markets.
• Understanding of high-speed connectivity, server and switch architectures, optical systems, or power-distribution solutions.
• Experience supporting OEMs, ODMs, contract manufacturers, or technology ecosystem partners.
• Knowledge of distributor business models, demand creation, inventory management, and design registration.

Core Competencies

• Customer focus
• Commercial acumen
• Channel and partner management
• Strategic planning
• Pipeline discipline
• Results orientation
• Cross-functional collaboration
• Influencing without direct authority
• Market and competitive awareness
• Executive communication

Tagged as: Forecasting, Pipeline Management