JOB DESCRIPTION

. 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.

KEY RESPONSIBILITIES

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.

QUALIFICATIONS

. 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.

Channel Program Manager- APAC