Role Overview
We are seeking an experienced Channel Presales Manager to support and scale our partner ecosystem across Asia and the Middle East, based in Singapore.
This role works closely with the Channel Manager and regional sales teams to enable, support, and grow partners from a technical and solutioning perspective.
The Channel Presales Manager will play a critical role in driving partner success by delivering technical enablement, solution design, demonstrations, and proof-of-concept (POC)/proof-of-value (POV) engagements for AI-powered IT Service Management (ITSM), AIOps, and Observability solutions.
Key Responsibilities
- Partner Technical Enablement & Readiness
- Serve as the primary presales technical point of contact for channel partners across Asia & Middle East.
- Enable partners on solution architecture, use cases, and value-driven positioning for ITSM, AIOps, and Observability platforms.
- Deliver partner technical training, workshops, and certifications (virtual and in-person).
- Ensure partners can independently position, demo and perform POC/POV effectively.
Deal Support & Solution Design
- Support partners and channel sales teams through the full presales lifecycle, including discovery, solution design, demos, and proposals.
- Lead or support technical presentations, product demonstrations, and POC/POV engagements.
- Provide architectural guidance and best practices aligned to customer environments and regional requirements.
- Act as the technical escalation point for complex partner-led opportunities.
Collaboration with Channel & Sales Teams
- Work closely with the Channel Manager to align technical enablement with partner strategy and GTM priorities.
- Support joint partner-customer meetings, workshops, and executive briefings.
- Partner with regional sales and presales teams to ensure consistent messaging and solution alignment.
- Provide input into deal qualification, technical win strategy, and risk mitigation.
Product Feedback & Market Insight
- Gather and share feedback from partners and customers on product capabilities, integrations, and competitive positioning.
- Track competitor solutions from a technical and architectural perspective.
- Work with product and engineering teams to influence roadmap priorities based on regional needs.
Ecosystem & Alliance Support
- Support integrations and joint solutions with hyperscalers, ecosystem partners, and technology alliances.
- Assist partners in positioning solutions within broader hybrid cloud, AI, and observability architectures.
Required Experience & Skills
- 5–8+ years of experience in presales, solution consulting, or sales engineering roles within enterprise software.
- Strong hands-on knowledge of ITSM, AIOps, Observability, monitoring, or IT operations platforms.
- Experience supporting channel partners (distributors, SIs, MSPs) across the region.
- Strong understanding of AI-driven operations, analytics, automation, and modern IT architectures.
- Excellent presentation, communication, and customer-facing skills.
- Ability to operate effectively in a regional, matrixed organization.
Preferred Qualifications
- Experience working with channel-led or partner-first sales models.
- Familiarity with enterprise IT buyer personas (CIO, IT Ops, SRE, NOC, Service Desk).
- Experience delivering POCs/POVs and managing complex technical evaluations.
- Willingness to travel up to 50% across Asia & Middle East.
What Success Looks Like
- Partners are technically enabled, confident, and increasingly self-sufficient.
- Higher partner win rates and faster deal velocity due to strong presales support.
- Consistent, high-quality demos and POCs aligned with customer outcomes.
- Strong alignment between channel strategy and technical execution.
- Clear visibility into partner technical readiness and capability maturity.
