Channel Director

Key Responsibilities 1. Channel Strategy & Business Development Design and execute a comprehensive channel strategy for Hong Kong and Macau, identifying high-potential system integrator partners across government, critical infrastructure, and enterprise verticals. Lead the team to proactively uncover new business opportunities within the existing partner base and through the recruitment of new SIs. Map partner capabilities to CTT Innovation’s brand portfolio, creating win-win joint business plans. Uncover potential overseas market in Asia and Middle East. 2. Partner Relationship Management Serve as the executive sponsor for key SI partnerships, building deep, trust-based relationships with partner owners and senior decision-makers. Strengthen partner loyalty through regular engagement, executive check-ins, and by positioning CTT Innovation as their preferred distributor for China IT. Resolve partner escalations promptly and ensure a seamless partner experience in collaboration with internal teams. 3. Pipeline Building & Revenue Execution Work hand-in-hand with the product team and direct sales team to align vendor programs, target accounts, and go-to-market resources with partner capacity. Drive a healthy and visible joint sales pipeline; ensure disciplined lead tracking, deal registration, forecasting, and win/loss review. Establish clear sales plays and incentive structures to motivate SI partners to actively push CTT Innovation’s brands. 4. Partner Sales & Technical Enablement Build a structured enablement framework covering both sales and technical certifications for partner teams. Organize regular product training, demo days, solution workshops, and proof-of-concept support to elevate partner competency on Kylin OS, WPS, Ruijie, Dahua, and other brands. Develop localized sales tools, battle cards, and technical deployment guides that simplify the partner’s selling and delivery process. 5. Team Leadership & Performance Management Lead, mentor, and grow a team of Channel Sales Managers / Executives, setting clear KPIs tied to partner recruitment, pipeline contribution, and revenue influence. Foster a collaborative, partner-first culture within the team and across the organization. Conduct regular pipeline reviews, account planning sessions, and performance coaching. 6. Cross-Functional Collaboration & Market Intelligence Act as the voice of the partner internally, providing structured feedback to product management and sales leadership on market trends, pricing, and competitive dynamics. Collaborate with marketing to execute partner-facing campaigns, joint events, and lead generation initiatives. Stay abreast of Hong Kong and Macau government IT initiatives, critical infrastructure projects, and enterprise demand shifts that could unlock partner opportunities. Qualifications & Requirements Bachelor’s degree in Business, IT, or a related field; MBA is an advantage. 10+ years of channel sales, partner management, or business development experience in the IT industry, with at least 5 years in a channel leadership role. Established network within Hong Kong and Macau’s system integrator community; prior experience working with SIs serving government, public utilities, and enterprise sectors is highly desirable. Understanding of the China IT brand ecosystem (e.g., Kylin OS, WPS, Ruijie, Dahua) and the unique value propositions these technologies bring to the local market. Proven track record of building and executing channel programs that scale partner-driven revenue. Experience designing and delivering partner sales and technical enablement programs. Fluent in English, Cantonese, and Mandarin; Mandarin is essential for collaboration with vendors and headquarters. Strong leadership, negotiation, and presentation skills. A data-driven and process-oriented approach to pipeline management. Willingness to travel within Hong Kong, Macau, and occasionally Mainland China.