Description and Requirements
Key Responsibilities
Channel Strategy & Revenue Ownership
- Own and drive value channel strategy and revenue performance across the AP region, covering both ISG (servers, storage, hybrid cloud, software) and IDG (PC/EUC) solution portfolios.
- Define and prioritize the acquisition and Retention partner list, identifying high-potential VARs and SIs with the ability to expand share-of-wallet (SOW) across the full product stack - from endpoints to infrastructure.
- Gather market data and insights, identify untapped partner potential, and continually assess, clarify, and validate partner needs to keep the ecosystem strategy current and competitive
Partner Development & Relationship Management
- Develop deep executive relationships with Key Value Partners across geographies, leveraging partner feedback to shape planning cycles, program design, and portfolio prioritization.
- Develop and manage alliances with VAR, SI, and GSI partners, including co-sell motion and joint go-to-market planning, with clear revenue commitments and performance milestones for each.
- Understand partners businesses and develop strategies and incentives to make them more profitable through the partnership.
Enablement & PAM Competency
- Collaborate with the Learning & Development (L&D) team to build technical and commercial competency of Partner Account Managers (PAMs), ensuring coverage across both infrastructure and PC solution sets.
- Establish Software-Defined Datacenter, Hybrid Cloud, and End-User Computing as key components of IT strategy that are embraced and actively promoted by major partners.
- Equip partners with product knowledge, co-marketing materials, deal registration guidance, and technical pre-sales support to maximize win rates on complex, multi-product opportunities.
Business Planning & Governance
- Lead Joint Business Planning (JBP) processes with priority value partners, establishing clear revenue targets, growth plays, and enablement roadmaps across both ISG and PC portfolios.
- Drive Quarterly Business Reviews (QBRs) in partnership with regional teams, assessing partner pipeline health, SOW trends, and execution against plan.
- Track, measure, and report on channel effectiveness against targets adjust programs and strategies as necessary.
Cross-Functional & Global Collaboration
- Interface with global teams and operations on tool enhancements, CRM/deal registration workflows, performance reporting, and business review cadences.
- Work cross-functionally to ensure messaging alignment, operational coordination, and evangelization of partner strategy across sales, marketing, supply chain, and finance stakeholders.
- Provide an accurate assessment of the partner landscape per country for presenting to regional and global leadership.
Key Competencies
- Value channel strategy across multi-product, multi-segment portfolios (infrastructure + PC/EUC)
- Partner ecosystem development: VARs, SIs, GSIs, solution partners
- Solution selling and co-sell motion design
- Joint business planning and QBR facilitation
- Partner enablement and PAM competency development
- Pipeline management and forecasting discipline
- Executive stakeholder engagement across partner and vendor organizations
- Cross-functional collaboration (L&D, Operations, Regional Sales, Marketing)
Qualifications
- 8-12 years of channel sales or partner management experience in the technology industry, with demonstrated coverage of both infrastructure (servers, storage, hybrid cloud) and PC/EUC portfolios.
- Proven track record of building and scaling value partner ecosystems across multiple APAC markets.
- Experience designing and executing Joint Business Plans and driving partner revenue accountability.
- Strong understanding of VAR/SI business models, partner economics, and solution-led GTM motions.
- Excellent executive presence and relationship-building skills at partner CXO and GM level.
- Proficiency in CRM tools (D365 or equivalent) and channel program mechanics (deal registration, MDF, rebates).
