Channel Account Manager - APAC (Japan) at CieloProjects

The Role The Channel Account Manager is responsible for leading the strategic expansion of Velotic’s partner network across the manufacturing sector. This role focuses on driving partner-sourced and partner-influenced ARR by recruiting, enabling, and co-selling with System Integrators, Operational Technology consultants, resellers, and automation partners who serve the manufacturing vertical. You will lead complex, multi-stakeholder co-selling engagements and ensure partners are positioned to successfully deploy and sell Velotic’s industrial software platform.   This is a highly strategic role for channel professionals who understand industrial environments, thrive in ecosystem complexity, and excel at building durable partner and customer relationships.   Key Responsibilities   Partner Ecosystem Development • Recruit, onboard, and strategically manage a portfolio of specialized Resellers, System Integrators, Engineering Firms, and Automation partners serving the manufacturing vertical. • Develop and execute multi-year partner account plans aligned to Velotic’s platform strategy and channel growth objectives. • Identify and activate partners positioned to drive expansion across connectivity, MES/MOM, analytics, and application enablement use cases. • Engage with regional and global Channel Partner leaders and teams to align on priorities, pipeline, and execution.  Co-Selling & Technical Alignment • Work alongside partners to architect solutions that address specific shop-floor challenges, including OEE optimization, predictive maintenance, automation and control, and supply chain traceability. • Help partners navigate OT/IT convergence, including integration of Velotic’s software with existing hardware (PLCs, Sensors) and enterprise systems (ERP). • Lead complex, multi-stakeholder co-selling engagements involving Plant Managers, CTOs, and Procurement across long sales cycles. • Coordinate with global systems integrators, OEMs, and field sales teams to deliver differentiated, outcome-oriented solutions.  Partner Program Execution & Compliance • Support and drive the execution of the Velotic Partner Program, ensuring partners meet certification, compliance, and performance standards. • Ensure partners are technically certified to deploy and support the Velotic platform, maintaining high implementation quality and customer satisfaction. • Partner with Commercial management to review and address performance red flags, assign remediation actions, and ensure adherence to policy requirements. • Provide partners with guidance, training, and educational programs to deepen their understanding of Velotic’s platform, policies, and procedures. • Maintain ongoing monitoring of Channel Partners’ activities, risks, and compliance posture within the assigned region. • Organize and lead industry-specific events, including manufacturing trade shows (e.g., IMTS, Hannover Messe) and regional partner enablement sessions.  Pipeline & Performance Management • Build and maintain a healthy, well-qualified partner-sourced pipeline aligned to annual ARR targets. • Roll up channel results into metrics that analyze trends, risks, and gaps; establish KPIs for partner compliance processes and monitor progress. • Deliver accurate forecasting and deal inspection using Salesforce.com or equivalent CRM. • Maintain disciplined channel hygiene and data-driven partner performance management. • Understand business organization structures, internal policies and procedures, and relevant industry regulations to support compliant and effective channel execution.