Head of Channel Sales (Singapore) with renowned MNC

• 10+ years of experience gained with IT MNCs in channel sales, alliances, business development, or partner management, with leadership exposure in IT, data centers, critical power, infrastructure, or technology.
• Proven success managing distributors, strategic partners, and executive stakeholders within indirect-sales and ecosystem-led growth models.
• Open to a Singapore-only scope for this role. Able to be hands-on as this role will not manage staff now (though this person may be groomed for future people management responsibilities in future).

As the Head of Channels & Alliances, you will:

• lead the Secure Power channel and alliance business across Singapore and Brunei, delivering profitable growth, market expansion, and partner-led customer engagement across IT, data centers, edge, AI infrastructure, and critical power.
• own the country channel strategy, distributor and partner ecosystem, alliances, channel marketing and go-to-market execution for the T&E portfolio.
• work across sales, segments, marketing, services, and offer teams to scale growth beyond direct-sales capacity.

What will you do

Channel Strategy & Growth

• Define and execute the cluster channel and alliance strategy, annual business plan and growth roadmap aligned with country and regional priorities.
• Deliver channel orders, revenue, gross margin and market-share objectives across data center, AI infrastructure, edge, enterprise, and commercial and industrial segments.
• Identify market trends and new partner-led growth opportunities; establish coverage models that expand reach and improve sales productivity.

Partner Ecosystem Development

• Develop and optimize the ecosystem across distributors, value-added distributors, IT solution providers, system integrators, data-center specialists, managed service providers, EcoXpert partners and emerging AI-infrastructure partners.
• Recruit, onboard, segment and develop strategic partners through clear growth plans, scalable programs and managed and unmanaged coverage models.
• Increase partner capability, loyalty, productivity and wallet share across solutions, software, services and sustainability offerings.

Strategic Alliances & Go-to-Market

• Lead executive relationships with server OEMs, infrastructure providers, cloud providers and AI ecosystem players.
• Create joint go-to-market plans, co-sell motions, bundled offers and differentiated solution value propositions.
• Drive account mapping, opportunity sharing, executive sponsorship and partner participation in AI-ready data-center and next-generation infrastructure opportunities.

Distributor & Partner Performance

• Lead joint business planning and quarterly business reviews with distributors and key partners, supported by clear performance measures and accountability.
• Drive sales-out growth, partner profitability and inventory health; ensure effective execution of commercial programs and channel policies.
• Resolve channel conflicts and maintain transparent rules of engagement across direct and indirect sales motions.

Partner Enablement & Capability Building

• Build partner competencies in Secure Power solutions, software, lifecycle services, sustainability, data centers, EcoXpert and AI infrastructure.
• Accelerate certification, specialization and program participation, enabling partners to move from product selling to solution selling and adopt new offers and sales plays.

Cross-Functional Leadership & Governance

• Align enterprise sales, segment teams, marketing, services, offer management, finance and operations around cluster growth priorities and coordinated execution.
• Support major opportunities through joint customer engagement and partner-led solution development.
• Own channel forecasting, pipeline governance and structured performance reviews; provide accurate business insights and recommendations to leadership

What qualifications will make you successful

• 10+ years of experience in channel sales, alliances, business development or partner management, with leadership exposure in IT, data centers, critical power, infrastructure or technology.
• IT hardware sales/P&L experience is essential. Added IT software sales/P&L is beneficial.
• Channel sales or management experience and project sales experience are essential
• Proven success managing distributors, strategic partners and executive stakeholders within indirect-sales and ecosystem-led growth models.
• Knowledge of Secure Power market dynamics, data-center and AI-infrastructure ecosystems, channel economics, partner programs, go-to-market strategy and enterprise solution selling would be advantageous
• Strategic thinking, commercial acumen, business planning and data-driven decision making.
• Executive stakeholder management, negotiation, influencing and alliance development.
• Leadership, coaching, collaboration, accountability and customer centricity.
• Act as the cluster leader for Secure Power channels and alliances, building a high-performing ecosystem that scales profitable growth.
• Strengthen executive relationships across distributors, partners and technology alliances, and accelerate growth in AI, data centers, edge, software and services.
• Foster a culture of collaboration, accountability, customer focus and continuous improvement.
• Open to a Singapore-only scope for this role. Able to be hands-on as this role will not manage staff now (though this person may be groomed for future people management responsibilities in future).

Plus/selling pts of role and co:

• Lead meaningful work that contributes to global sustainability and efficiency goals
• Growth-focused environment with leadership development and advancement opportunities
• Supportive, innovative culture where your ideas and decisions make a difference
• Flexible work options designed to help you thrive professionally and personally
• Opportunities to be groomed for a people manager role.
• Potential future job rotation opportunities

To apply, pl send your cv in word doc to [Confidential Information] . Pl also include details on your current salary, expected salary and notice period in your cv.

We regret to inform that only shortlisted candidates will be notified.

Posted by:

CAP Consulting (EA license: 14C7175)

Caroline Poh (EA Registration: R1105649)

Date the ad is posted: 27 Oct 2026