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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).

Asia Pacific, Value Channel Manager