APAC Channel Development Manager

Job Description

We are looking for a seasoned professional to lead our channel management efforts in the APAC region.

The successful candidate will have a strong track record of developing and executing effective channel strategies that drive business growth and profitability.

This role requires a deep understanding of the automation industry and its dynamics, as well as excellent communication and analytical skills.

• Channel Strategy & Design : Develop a comprehensive sales foundation by optimizing the balance between direct and indirect sales models, defining partner categories and tiers, and aligning strategies to effectively meet customer needs.
• Channel Recruitment : Identify, assess, and onboard appropriate partners to strengthen market presence, guided by criteria such as geographic coverage, industry expertise, financial stability, and cultural alignment.
• Channel Enablement : Equip partners with a comprehensive suite of tools, training, and resources, including technical training on AMR and system integration, sales enablement kits, demo centers, technical toolkits, and joint marketing support, to effectively sell, integrate, and support products and solutions.
• Channel Operations : Manage the partner ecosystem efficiently by implementing a transparent deal registration system to prevent conflicts, establishing tiered pricing and margin structures with incentives, conducting joint account planning for key customers, ensuring operational governance covering contracts and compliance, and providing partner portals for centralized resources.
• Channel Performance Management : Monitor and enhance partner contributions to business goals through KPIs such as revenue by partner, new customer acquisition, retention, solution adoption, and technical competency.
• Channel Conflict & Relationship Management : Manage overlaps and competition while fostering long-term trust with partners.
• Channel Evolution : Continuously improve and transform the channel ecosystem to adapt to market changes. This includes a lifecycle management structure for onboarding, growth, retention, and exit of partners, as well as geographic and vertical expansion and regular portfolio reviews to enhance partner performance.

Key Responsibilities :

What We Offer :