Department: Sales, IT
Reporting To: Head of Sales (IT), APAC (excluding China)
Location: Malaysia (Regional Role – APAC excluding China)
Employment Type: Full-time
1. Position Summary
We are seeking a highly driven and strategic Channel / Channel Development Manager to lead and expand our partner ecosystem in Malaysia and across APAC (excluding China).
This role is positioned across three core business pillars: Data Center Infrastructure, Structured Cabling, and IT Solutions, and is responsible for driving partner-led growth through a modern, scalable channel model.
The successful candidate will:
• Lead Malaysia partner sales performance
• Build and implement a regional channel framework
• Develop and scale a high-performing APAC partner ecosystem
• Enable a modern partner-led go-to-market (GTM) strategy
This role operates across a broad ecosystem including:
• Distributors
• Resellers / Value-Added Resellers (VARs)
• System Integrators (SIs)
• Infrastructure Vendors
• Consultants and Contractors
Industry / Market Focus
• Data Center Infrastructure (Enterprise, Hyperscale, Colocation)
• Structured Cabling & Connectivity Solutions
• IT Solutions & Network Infrastructure
• End-to-end infrastructure supporting digital transformation, cloud adoption, and high-performance environments
2. Key Responsibilities
A. Malaysia Partner Sales Leadership
• Drive partner-led revenue growth in Malaysia aligned to targets
• Develop and execute channel sales strategies
• Manage key partner relationships
• Drive pipeline generation, deal registration, and conversion
• Conduct regular business reviews
B. APAC Channel Partner Framework (Excluding China)
• Design and implement a standardized regional channel framework
• Partner segmentation and tiering
• Onboarding, certification, and enablement
• Governance and compliance models
• Ensure consistent adoption across APAC markets
• Build scalable GTM processes
C. APAC Partner Development
• Recruit and onboard partners across APAC
• Expand ecosystem (Distributors, Resellers, SIs, Vendors)
• Develop capability across Data Center, Cabling, IT Solutions
• Drive long-term growth plans
• Monitor and improve performance
D. APAC Channel Marketing
• Lead regional channel marketing initiatives
• Execute Joint Business Plans (JBPs)
• Drive demand generation (events, webinars, campaigns)
• Manage MDF and track ROI
• Strengthen brand alignment
3. Qualifications & Requirements
Education & Experience
• Bachelor’s degree in Business, Marketing, or related field
• 8–12 years channel experience
• Experience in Data Center, Cabling, IT Solutions
• APAC ecosystem experience
• Proven partner-led growth track record
Key Skills & Competencies
• Strong partner-led GTM understanding
• Ecosystem stakeholder engagement
• Commercial acumen
• Strategic execution
• High ownership
4. Key Performance Indicators (KPIs)
A. Revenue & Sales Performance
Malaysia partner-led revenue growth vs. annual target
Channel contribution to total revenue
Growth across Data Center, Cabling, IT Solutions
Average deal size and win rate
B. Partner Ecosystem Development
New partners recruited
Active partner ratio
Coverage across markets
Strategic partner contribution
C. Pipeline & Opportunity Management
Partner pipeline growth
Pipeline coverage ratio
Deal conversion rate
Time-to-close
D. Channel Framework Adoption
Framework adoption
Tiering and certification compliance
Enablement participation
APAC execution consistency
E. Partner Capability & Enablement
Certified partners
Capability across solutions
Solution maturity
Technical capability improvement
F. Channel Marketing Effectiveness
MDF ROI
Campaign performance
Partner leads
Participation rate
G. Strategic Business Impact
APAC market expansion
Project penetration
Ecosystem strength
Partner satisfaction
5. Why Join Us?
• Lead high-impact APAC channel strategy
• Work across three growth pillars
• Build scalable partner ecosystem
• Strong leadership visibility
• Addressable, especially in Cabling Solutions market