Chainalysis - Channel Partner Manager, APAC
Requirements
• 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. • AI at Chainalysis • AI is not a feature at Chainalysis - it is a new way of working. One that turns instructions into work done, and helps us move faster than the threats we're built to counter, and we expect our employees to take ownership of the output and ensure quality. As the world's most trusted blockchain analytics platform, Chainalysis sits at a rare intersection of proprietary data, regulatory relationships and crypto expertise that makes it uniquely placed to shape and lead the next era of AI-driven intelligence - and we expect everyone here, regardless of role, to be an active part of it. • AI fluency is tied directly to how we measure performance and how we plan to win. There is no substitute for your own curiosity. We provide the tools, workflows, and space to experiment - but the expectation is that you develop these capabilities yourself, bring ideas, and collaborate across teams to reinvent the way work gets done. We are not using AI to do less. We are using it to do what was never possible before.
Responsibilities
• Build strong working relationships with key partners in-region, including resellers, distributors, MSPs, and SI partners, and serve as the primary point of contact for partner engagement within the geo. • Drive partner enablement so partners can effectively position Chainalysis, qualify opportunities, navigate sales plays, and work within our channel processes and requirements. • Develop and execute joint plans with priority partners in APAC to increase partner-sourced pipeline, improve partner engagement, and expand partner contribution to regional growth. • Work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts, opportunities, and go-to-market motions in-region. • Identify high-potential regional partners to prioritize, grow existing partner performance, and help recruit new partners where there is clear market opportunity or coverage need. • Support internal field enablement in APAC so sellers understand when and how to engage partners, the relevant program guidelines, and how to work effectively with indirect routes to market. • Run a consistent operating cadence with top partners, including business reviews, pipeline check-ins, account mapping, and escalation management where needed. • Track partner activity and outcomes in partnership with RevOps and sales, including partner-sourced pipeline, training progress, and overall partner performance in the region. • Coordinate closely with the broader Partnerships team to ensure regional execution is aligned to the overall program while remaining focused on in-market partner activation and revenue growth. • We’re looking for candidates who have: • 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 • 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.
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