Channel Account Manager - APAC (Japan)

Cielo Projects

1d•Remote

About The Position

Velotic™ is a leading independent industrial software company providing data-driven solutions that improve manufacturing efficiency, productivity, and operational insight. Serving customers across manufacturing, oil & gas, utilities, and infrastructure, the company generates more than $300 million in revenue. Velotic’s portfolio, anchored by Proficy, Kepware, and ThingWorx, supports the growing data and performance requirements of industrial operators globally, with an emphasis on AI-enabled manufacturing and industrial software. With a deeply embedded global installed base across discrete and process manufacturing, Velotic enables customers to securely connect machines, systems, and people; modernize legacy operations; and drive measurable improvements in productivity, quality, and uptime. Our platform spans industrial connectivity, MES/MOM, rapid application development, analytics, and AI-driven optimization—serving as the digital backbone of the modern factory. The IIoT solutions serve as a strategic bridge between the factory floor and the enterprise, transforming fragmented industrial data into a cohesive, high-fidelity foundation for AI-driven decision-making. By orchestrating complex data flows across diverse protocols and securing the journey from the edge to the cloud, Velotic enables organizations to build a scalable digital infrastructure that goes beyond simple cost-cutting. Ultimately, these capabilities drive operational resilience and long-term value creation by eliminating systemic inefficiencies and providing the real-time visibility necessary to thrive in a data-centric industrial landscape. We are building a next-generation channel organization and are seeking experienced Channel Account Managers who can operate as trusted advisors to partners and large industrial customers, and drive long-term, platform-oriented growth through the partner ecosystem.

Requirements

Deep domain experience in Industrial Automation, Manufacturing Software, or a closely related field, with a strong track record of driving growth through partner ecosystems.
Technical literacy across manufacturing environments, including familiarity with Industry 4.0, SCADA, MES, IIoT, or PLCs.
Proven ability to manage complex, long-cycle co-selling engagements involving multiple stakeholders (Plant Managers, CTOs, Procurement).
Demonstrated success building Triple-Win partner relationships where partner, customer, and vendor all realize measurable value.
Experience managing channel ecosystems including system integrators, resellers, or OT consultants in an industrial or manufacturing context.
Exceptional executive presence and communication skills; able to influence and align senior decision-makers and partner leadership.
Highly disciplined in pipeline management, performance tracking, and data-driven partner management.
Comfortable operating in ambiguity and change, including post-merger or evolving go-to-market environments.
Ability to travel up to 40% to visit partner sites and manufacturing facilities.
Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years of experience; or equivalent experience.

Nice To Haves

Existing relationships with major automation and industrial software players (e.g., Aveva, Ignition, Rockwell, Siemens, Schneider Electric, Honeywell).
Familiarity with ISO standards and manufacturing compliance requirements.
Background in Industrial Engineering, Computer Science, or a related technical discipline.
Experience in post-merger or evolving go-to-market environments; comfortable operating in ambiguity and change.

Responsibilities

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.
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.
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.
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.