Channel Partner Manager, APAC

About the role

The Channel Partner Manager, APAC will own the end-to-end performance of the indirect channel in the region, ensuring partners activate, enable, and scale their engagement with Chainalysis to drive tangible business results. This role is the primary regional liaison for a defined set of channel partners, responsible for building deep, trust-based relationships and acting as their key advocate within the organization. You will design and execute joint plans that align partner capabilities with our strategic priorities, translating market insights into actionable sales and marketing initiatives. The position requires constant navigation of cross-functional dependencies, ensuring partners have the tools, training, and content needed to succeed. You will measure and optimize partner activities against clear performance indicators, focusing on pipeline generation and conversion. This role demands comfort with ambiguity and the ability to operate effectively in a dynamic, fast-paced environment where priorities evolve quickly. Success in this position is defined by the ability to drive measurable outcomes through a high-performing partner ecosystem.

Key facts

What you'll do

Identify and recruit new channel partners in APAC where market coverage or growth potential demands a new relationship.

Grow existing partner performance by analyzing their activities, providing targeted coaching, and aligning incentives to exceed targets.

Develop and execute joint business plans with priority partners to increase partner-sourced pipeline and regional revenue contribution.

Serve as the primary point of contact for partner engagement, building strong working relationships with resellers, distributors, MSPs, and SI partners.

Enable partners to effectively position Chainalysis, qualify opportunities, and navigate internal sales plays through structured training and guidance.

Coordinate closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts and go-to-market motions.

Run a consistent operating cadence with top partners, including business reviews, pipeline check-ins, and account mapping to manage growth.

Track partner activity and outcomes, including partner-sourced pipeline, training progress, and overall performance in collaboration with RevOps and sales teams.

Support internal field enablement so that direct sales teams understand when and how to engage partners and relevant program guidelines.

Coordinate closely with the broader Partnerships team to ensure regional execution remains aligned with the overall program objectives.

Drive partner adoption of CRM and reporting tools to ensure accurate tracking of partner-sourced opportunities and outcomes.

Identify and escalate barriers that prevent partners from selling effectively, proposing solutions to remove friction in the sales process.

Leverage market intelligence from partner interactions to inform internal strategy and refine our value proposition for the region.

Act as a bridge between the centralized Partnerships leadership and regional realities to ensure program relevance and impact.

Champion the adoption of AI tools and methodologies to enhance partner productivity and sales effectiveness in APAC.

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, qualification, and how to work opportunities with internal sales teams.

Experience driving measurable business outcomes through partners, including partner-sourced pipeline and revenue growth.

Strong cross-functional collaboration skills, with experience working closely with sales, marketing, RevOps, and other internal stakeholders to execute partner plans.

Strong commercial judgment and execution skills, including the ability to prioritize partners, manage competing opportunities, and navigate ambiguity in a fast-moving environment.

Experience working in APAC or in a multi-country region with different market dynamics, sales motions, and partner maturity levels.

Strong communication and stakeholder management skills, with the ability to build credibility internally and externally.

Knowledge of the crypto and blockchain ecosystem, and the ability to ramp quickly on Chainalysis products, use cases, and customer needs in order to enable partners effectively.

Background in crypto, financial services, public sector, fintech, cybersecurity, or risk/compliance software.

Nice to have

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 and be carefully governed.

Comfort working across time zones and in a highly matrixed global organization.

Practical notes

This role is based in our Singapore Office and operates full-time hours. The position requires frequent collaboration with colleagues across time zones, and travel may be required within the APAC region as dictated by business needs and partner commitments. Candidates must be eligible to work in Singapore without sponsorship. The successful candidate will engage with a fast-paced environment where adaptability and clear communication are essential. The role involves managing multiple priorities and shifting market conditions, requiring resilience and a proactive approach to problem-solving.