【B2B】Channel Account Manager

What you'll do:

As a Channel Account Manager, your day-to-day will centre around building strong relationships with system integrators while guiding them through every stage of partnership—from recruitment to enablement to scaling their capabilities. You will design tailored development plans that empower partners to succeed in sales engagements and project delivery. By collaborating closely with both internal teams and external stakeholders—including engineering groups and operational leaders—you will ensure seamless execution of joint opportunities. Your ability to identify emerging market trends will help expand coverage into new industries while supporting partners in positioning advanced SCADA/OT solutions. Success in this role means consistently growing the partner network, driving disciplined pipeline management practices, co-selling alongside SIs for complex projects, and championing industry-leading technologies that transform manufacturing environments.

• Identify, recruit, and nurture new Registered and Certified System Integrators (SI) throughout Taiwan, ensuring they are fully enabled to represent the company’s solutions effectively.
• Develop partners at various stages of maturity by providing onboarding support for new partners, pipeline development guidance for registered partners, and scaling strategies for certified partners.
• Design and implement structured partner development plans that focus on enhancing sales capabilities, solution positioning, and project execution alignment for maximum impact.
• Drive assigned partners to build and maintain a qualified pipeline by conducting regular reviews, providing weekly updates on opportunities, and enforcing disciplined deal progression.
• Encourage partners to actively participate in sales activities rather than offering passive support, fostering a culture of engagement and accountability within the ecosystem.
• Collaborate closely with SI partners to jointly develop and manage key end-user accounts by engaging directly with engineering teams, operations staff, and decision makers.
• Expand account coverage by identifying new use cases and opportunities for growth within existing customer bases as well as untapped markets.
• Support and lead opportunities from requirement clarification through solution positioning, stakeholder alignment, competitive positioning against major competitors, and ultimately deal closing.
• Promote SCADA/OT solutions such as System Platform, InTouch, Historian/PI System by aligning offerings with customer needs during early-stage specification activities.
• Drive industry expansion initiatives focused on semiconductor/electronics manufacturing as well as general industrial sectors by broadening partner reach into new applications.

What you bring:

Your background includes significant experience in industrial automation or SCADA/OT sales—ideally within roles focused on channel development or managing system integrator ecosystems. You bring hands-on expertise in guiding SIs through complex project cycles while maintaining direct engagement with end users. Your fluency in English and Mandarin allows you to connect seamlessly with local partners as well as international colleagues. Familiarity with leading OT solutions such as Wonderware or PI positions you as a knowledgeable resource during technical conversations. You are known for your structured approach to pipeline management; your interpersonal skills make it easy for others to trust your guidance. Above all else, your commitment to collaborative success ensures that every partnership delivers value not just for the company but also for customers across Taiwan’s manufacturing landscape.

• 5–10 years’ experience in industrial automation or SCADA/OT sales combined with proven channel sales or system integrator ecosystem development expertise is essential for this position.
• Demonstrated track record of working with or managing system integrators by engaging directly with end users throughout project-based sales cycles is required.
• A solid conceptual understanding of SCADA systems and industrial automation environments enables you to communicate value propositions effectively.
• Experience utilising enterprise sales methodologies such as pipeline management, deal progression frameworks, competitive positioning strategies, and structured partner engagement is necessary.
• Fluency in both English and Mandarin ensures clear communication across diverse teams and client groups within Taiwan’s industrial sector.
• Experience in partner recruitment/development programmes or SI certification/enablement initiatives is highly desirable for this role.
• Familiarity with AVEVA products (Wonderware InTouch/System Platform/PI) or similar industrial data solutions gives you an advantage when supporting technical discussions.
• Good knowledge of Taiwan’s competitive landscape within the channel ecosystem allows you to anticipate challenges and seize opportunities quickly.
• A structured approach to pipeline management combined with excellent communication/presentation skills supports effective relationship-building across all levels.
• An ownership mindset paired with empathy for partner needs helps foster trust-based collaborations that drive mutual success.

What sets this company apart:

This organisation stands out as a global leader committed to empowering its employees through flexible working arrangements and continuous learning opportunities. The company fosters an inclusive environment where teamwork is celebrated—your contributions are recognised not only for individual achievement but also for how they help others succeed. With access to world-class resources in industrial automation technology, you’ll be supported by knowledgeable colleagues who share your enthusiasm for making a difference. The leadership team prioritises open communication channels so everyone feels heard; generous investment in training ensures you stay at the forefront of industry developments. Here you’ll find more than just a job—you’ll discover a place where your ideas matter and where your career can flourish alongside some of the brightest minds in the field.

What's next:

If you are ready to take your channel development expertise further while shaping the future of industrial automation across Taiwan’s manufacturing sector, this is your moment—apply now!

Apply today by clicking on the link provided.