Channel Program Manager- APAC

Your tasks

• Develop and execute channel strategies and strategic channel programs to manage channel partners, drive significant sales growth, and expand market share through partner networks across APAC.
• Integrate channel partners from newly acquired businesses into the existing partner ecosystem, ensuring alignment, continuity, and effective execution.

• Build and manage strong, mutually beneficial relationships with high-performing channel partners, including strategic accounts.
• Oversee all aspects of the partner lifecycle, from recruitment and onboarding to ongoing enablement, performance management, and relationship development.

Strategic Planning, Integration & Partner Acquisition

• Align existing and new channel partners to identify synergies, overlaps, and duplication through in-depth channel partner assessment and market research.
• Lead the integration of channel partners from newly acquired businesses, including partner assessment, segmentation, alignment, and transition planning.

• Conduct in-depth market research and analysis to identify and target ideal channel partners aligned with company goals.
• Develop and implement a comprehensive channel strategy, including partner recruitment plans, segmentation strategies, targeted value propositions, and partner optimization.

• Lead the partner recruitment process, including evaluating partner fit, negotiating agreements, and securing partner commitment.
• Lead the Channel Management Center of Excellence (COE), establishing consistent frameworks, governance, tools, and best practices across APAC.

Partner Management & Enablement

• Onboard new partners effectively, ensuring a smooth transition and rapid time-to-value.
• Develop and deliver ongoing training and enablement programs to equip partners with the knowledge, skills, and resources they need to excel.

• Foster open communication and collaboration with partners, addressing their concerns promptly and proactively.

Performance Management & Optimization

• Establish clear performance metrics and goals for each partner, aligned with overall channel objectives.
• Regularly monitor partner performance, identify areas for improvement, and implement corrective actions as needed.

• Develop and implement partner incentive programs to drive desired behaviors and results.

Relationship Building & Advocacy

• Build strong, trust-based relationships with key decision-makers within partner organizations.
• Act as a trusted advisor to partners, providing strategic guidance and support to maximize their success.

• Proactively identify and address partner challenges and roadblocks to ensure smooth collaboration.

Market Analysis & Reporting

• Stay abreast of industry trends, competitor activity, and market conditions that may impact the channel landscape.
• Analyze partner performance data to identify trends, opportunities, synergies, duplication, and areas for improvement.

• Generate comprehensive reports on channel performance, including sales results, pipeline metrics, integration progress, and partner satisfaction levels.

Requirements

• Bachelor's or Master's Degree or equivalent.
• 5-7 years of experience in channel management, with a proven track record of success in driving significant revenue growth through partner networks. Prior direct sales experience and a strong sales track record will be an added advantage.

• Experience in channel partner integration, partner assessment, or post-acquisition business integration is preferred.
• Deep understanding of partner ecosystems, including various partner types, their motivations, and best practices for managing them.

• Strong analytical and problem-solving skills, with the ability to identify and address complex channel challenges.
• Excellent communication, interpersonal, and negotiation skills, with the ability to build strong relationships with diverse stakeholders.

• Proven ability to manage multiple priorities effectively and work independently with minimal supervision.
• Experience in Chemical Analysis and Life Science Laboratories business.

ADDITIONAL CONSIDERATIONS

• Understanding of digital marketing and online sales channels, and how they integrate with partner strategies.
• Strong leadership and coaching skills to motivate and inspire partner teams.

• Proficiency in relevant CRM and channel management software tools.