Head of Channel - Telco Industry

Job Title:Channel Head
Reports To: Chief of Business

About our Client

Our client is a well-established organization within Indonesias Telco industry, with a strong focus on delivering connectivity and digital solutions that support everyday needs across diverse customer segments. The company operates at national scale and maintains a solid reputation for operational reliability and consistent service quality

Job Purpose

To lead the development and execution of go-to-market and multi-channel distribution strategies for the Business. This role is responsible for driving channel performance, sales enablement, and incentive governance to achieve sustainable growth and operational excellence.

Key Responsibilities

Go-to-Market & Channel Strategy

• Develop and implement comprehensive go-to-market and multi-channel distribution strategies.
• Maximize sales coverage, channel efficiency, and customer reach across all channels.
• Channel Performance Management
• Orchestrate sales channel performance, analytics, and productivity management.
• Ensure achievement of business and revenue targets through data-driven insights.

Sales & Channel Enablement

• Lead channel enablement initiatives including capability development, digital tools adoption, and process standardization.
• Enhance execution excellence and operational effectiveness across channels.

Incentive Governance & Optimization

• Design and manage incentive governance frameworks, rollout optimization, and performance evaluation.
• Ensure fairness, motivation, transparency, and alignment with company objectives.

Customer Journey & Cross-Functional Alignment

• Ensure consistent messaging and seamless customer journeys across all touchpoints.
• Drive aligned business growth initiatives through strong cross-functional collaboration to maximize customer value.

Key Deliverables

• Go-to-market and channel strategy roadmap
• Channel performance and sales productivity reports
• Incentive governance and optimization framework
• Channel enablement and digitalization programs

Job Requirements

• Bachelors degree in Marketing, Business, or a related field (mandatory).
• Minimum 10 years of experience in sales, channel management, or go-to-market strategy.
• Proven track record in driving channel performance, sales productivity, and partner engagement.