Channel Account Manager, Taiwan

Job Title: Channel Account Manager, Taiwan

Location: Taiwan, Remote

Employment Type: full-time

The job

AVEVA 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 Responsibilities

1. Partner Ecosystem Development (Core Mission)

• Identify, recruit, and incubate new Registered and Certified System Integrators (SI) in Taiwan

• Develop 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 capability

• Solution positioning

• Project execution alignment

2. Partner Driving & Execution Discipline

• Strongly drive assigned partners to:

• Build and maintain qualified pipeline

• Provide weekly updates on opportunities

• Follow structured deal progression

• Conduct regular pipeline reviews and enforce execution discipline

• Ensure partners actively engage in sales activities rather than passive support

3. Joint Account Development (Co-sell with SI)

• Work with partners to jointly develop and manage key end-user accounts

• Engage directly with customers together with SI partners, including:

• Engineering teams

• Operations teams

• Decision makers

• Drive account expansion by identifying new use cases and opportunities

4. Opportunity & Deal Driving

• Support and lead opportunities through:

• Requirement clarification

• Solution positioning

• Stakeholder alignment

• Deal closing

• Define and execute win strategies with partners

5. SCADA / OT Solution Positioning

• Promote AVEVA solutions including:

• AVEVA System Platform

• AVEVA InTouch

• AVEVA Historian / PI System

• Position solutions based on customer needs and use cases

• Support early-stage spec-in activities and project influence

6. Industry Expansion (Manufacturing Focus)

• Drive growth across:

• Semiconductor / Electronics

• General manufacturing

• Industrial sectors

• Expand partner and account coverage into new applications and industries

Essential Requirements

• 5–10 years experience in Industrial automation / SCADA / OT sales and Channel sales or SI ecosystem development

• Proven experience in working with or managing system integrators (SI) by engaging end users directly and driving or supporting project-based sales cycles

• Strong 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 discipline

• Language fluency in English and Mandarin

Preferred Qualifications

• Experience in Partner recruitment and development and SI certification or enablement programs

• Familiarity with some AVEVA products such as AVEVA Wonderware (InTouch, System Platform), AVEVA PI or similar industrial data solutions

• Good knowledge of competitive landscape and channel ecosystem in Taiwan

Desired Competencies

• Strong ownership and execution mindset

• Ability to influence and lead partners

• Structured approach to pipeline and partner management

• Strong communication and presentation skills

• Competitive and result-oriented

Commercial at AVEVA 

Our 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 driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team. 

Find out more: https://www.aveva.com/en/about/careers/