Channel Account Manager, Taiwan

AVEVA is a global leader in industrial software. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals and minerals – safely, efficiently and more sustainably.We’re the first software business in the world to have our sustainability targets validated by the SBTi, and we’ve been recognized for the transparency and ambition of our commitment to diversity, equity, and inclusion. We’ve also recently been named as one of the world’s most innovative companies.If you’re a curious and collaborative person who wants to make a big impact through technology, then we want to hear from you! Find out more at AVEVA Careers.For more information about our privacy policy and how to manage cookies, visit our AVEVA-Recruitment-Candidate-Fair-Processing-Notice-2024.pdf" rel="nofollow ugc noopener noreferrer" target="_blank">Privacy Policy.Job Title: Channel Account Manager, TaiwanLocation: Taiwan, RemoteEmployment Type: full-timeThe jobAVEVA Taiwan is seeking a highly execution-driven Channel Account Manager to build, develop, and scale the partner ecosystem, while driving joint business growth through close collaboration with system integrators (SI) and direct engagement with end users.This role is responsible for incubating and growing Certified and Registered System Integrators, expanding AVEVA’s coverage across manufacturing industries, and ensuring disciplined execution of joint opportunities.The ideal candidate combines channel development capability with strong end-user sales experience, and is able to lead partners in winning complex industrial projects.Key Responsibilities1. Partner Ecosystem Development (Core Mission)Identify, recruit, and incubate new Registered and Certified System Integrators (SI) in TaiwanDevelop partners across different maturity levels:New partners (onboarding and enablement)Registered partners (pipeline development)Certified partners (scaling and execution)Drive structured partner development plans, including:Sales capabilitySolution positioningProject execution alignment2. Partner Driving & Execution DisciplineStrongly drive assigned partners to:Build and maintain qualified pipelineProvide weekly updates on opportunitiesFollow structured deal progressionConduct regular pipeline reviews and enforce execution disciplineEnsure partners actively engage in sales activities rather than passive support3. Joint Account Development (Co-sell with SI)Work with partners to jointly develop and manage key end-user accountsEngage directly with customers together with SI partners, including:Engineering teamsOperations teamsDecision makersDrive account expansion by identifying new use cases and opportunities4. Opportunity & Deal DrivingSupport and lead opportunities through:Requirement clarificationSolution positioningStakeholder alignmentDeal closingDefine and execute win strategies with partnersLead competitive positioning against key competitors (e.g., Siemens, Rockwell)5. SCADA / OT Solution PositioningPromote AVEVA solutions including:AVEVA System PlatformAVEVA InTouchAVEVA Historian / PI SystemPosition solutions based on customer needs and use casesSupport early-stage spec-in activities and project influence6. Industry Expansion (Manufacturing Focus)Drive growth across:Semiconductor / ElectronicsGeneral manufacturingIndustrial sectorsExpand partner and account coverage into new applications and industriesEssential Requirements5–10 years experience in Industrial automation / SCADA / OT sales and Channel sales or SI ecosystem developmentProven experience in working with or managing system integrators (SI) by engaging end users directly and driving or supporting project-based sales cyclesStrong understanding of SCADA / industrial automation environments (conceptual level sufficient)Experience in enterprise sales methodologies such as Pipeline management and deal progression, Competitive positioning and ability to drive partners with structure and disciplineLanguage fluency in English and MandarinPreferred QualificationsExperience in Partner recruitment and development and SI certification or enablement programsFamiliarity with some AVEVA products such as AVEVA Wonderware (InTouch, System Platform), AVEVA PI or similar industrial data solutionsGood knowledge of competitive landscape and channel ecosystem in TaiwanDesired CompetenciesStrong ownership and execution mindsetAbility to influence and lead partnersStructured approach to pipeline and partner managementStrong communication and presentation skillsCompetitive and result-orientedCommercial at AVEVAOur Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.If you're passionate about dri