Head of Channels, SEA, SaaS

About the Role

We are recruiting a Head of Channels (SEA) on behalf of a prominent enterprise CRM and AI SaaS solution provider. Positioned at the regional headquarters in Singapore, this individual will architect the company's partner ecosystem from the ground up.

The primary objective is driving partner network expansion and qualified lead generation for multiple product lines, including standardized SaaS targeted at high-volume sectors like Food & Beverage (F&B) and Retail. This role is a pipeline builder and does not carry direct deal-closure responsibilities.

Key Responsibilities

• Ecosystem Development: Recruit, onboard, and manage channel partners, including System Integrators (SIs), agencies, and local industry associations across SEA.
• Pipeline Sourcing & Qualification: Source high-quality business leads through partner networks and determine the appropriate product pathway based on merchant scale and technical requirements.
• Partner Governance: Design and optimize the partner lifecycle framework, covering enablement workflows, localized commission structures, and lead-handoff SOPs.
• Regional Scaling: Execute the market entry roadmap, establishing operations in Singapore and Malaysia before expanding into Indonesia, Thailand, and Vietnam over a 9-to-18 month timeline.

Requirements

• Experience: 10+ years of B2B channel management, business development, or ecosystem partnership experience within the Southeast Asian enterprise tech/SaaS landscape.
• Leadership: 5+ years of experience operating at a regional Director level.
• Track Record: Proven practical experience building a channel network from scratch, with a history of independently onboarding 20+ partners in the region.
• Domain Knowledge: Strong understanding of purchasing behaviors within the Singapore and Malaysia markets, with preferred domain expertise in fast-moving commercial verticals like F&B, retail, or hospitality.
• Competencies: Fluent English communication skills. Comfort working autonomously in an asynchronous corporate environment. Ability to travel regionally (20–30% monthly).
• Preferred: Mandarin or regional language business proficiency to interface effectively with global headquarters and diverse local partners.