Channel Partner Manager, APAC
Chainalysis is the blockchain data platform.
About Chainalysis
Chainalysis offers a blockchain data platform that utilizes sophisticated machine learning and proprietary architecture to handle extensive clustering heuristics, ingest data at scale, and ensure high data accuracy. The platform supports new blockchains and standard tokens automatically, providing comprehensive industry coverage. It simplifies tracing fund flows through complex transactions like bridges, mixers, and DEX swaps. The data provided by Chainalysis is court-admissible and has been instrumental in legal actions. The company provides global, 24/7 support with localized guidance and expertise in various threat typologies and advanced investigative techniques. Through its R&D initiative, Chainalysis Labs, the company continues to innovate and introduce new, unique features and capabilities in blockchain intelligence.
Skills
About the Role
You'll own the day-to-day management of channel partners across APAC, focusing on activating, enabling, and growing a defined set of channel partners. You'll be responsible for helping partners and internal field teams work together more effectively to drive pipeline, revenue, and market coverage across the region. You'll build strong relationships with resellers, distributors, MSPs, and SI partners, and serve as the primary point of contact for partner engagement in-region. You'll drive enablement so partners can effectively position Chainalysis, qualify opportunities, and navigate sales plays, while developing joint plans with priority partners to expand their contribution to regional growth. You'll work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts and go-to-market motions, and you'll run a consistent operating cadence with top partners including business reviews and pipeline check-ins.
Requirements
- Proven experience managing channel, reseller, distributor, MSP, VAR, and SI relationships at a B2B technology company
- Demonstrated ability to enable partners effectively, including training on value proposition, sales plays, and qualification
- Experience driving measurable business outcomes through partners, including partner-sourced pipeline
- Strong cross-functional collaboration skills, with experience working closely with sales, marketing, RevOps, and other internal stakeholders
- Strong commercial judgment and execution skills, including the ability to prioritize partners and manage competing opportunities
- Experience working in APAC or in a multi-country region with different market dynamics and sales motions
- Strong communication and stakeholder management skills
- Knowledge of the crypto and blockchain ecosystem and the ability to ramp quickly on Chainalysis products
- Background in crypto, financial services, public sector, fintech, cybersecurity, or risk/compliance software
- Experience with PRM tools, deal registration processes, account mapping, and partner performance tracking
- Experience building channels in an environment where direct sales and indirect routes to market must coexist
- Comfort working across time zones and in a highly matrixed global organization
Responsibilities
- Build strong working relationships with key partners in-region, including resellers, distributors, MSPs, and SI partners
- Serve as the primary point of contact for partner engagement within the geo
- Drive partner enablement so partners can effectively position Chainalysis, qualify opportunities, and navigate sales plays
- Develop and execute joint plans with priority partners in APAC to increase partner-sourced pipeline
- Work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts and opportunities
- Identify high-potential regional partners to prioritize and help recruit new partners
- Support internal field enablement in APAC so sellers understand when and how to engage partners
- Run a consistent operating cadence with top partners, including business reviews, pipeline check-ins, and account mapping
- Track partner activity and outcomes in partnership with RevOps and sales
- Coordinate closely with the broader Partnerships team to ensure regional execution is aligned to the overall program