About the role
Asia Pacific, Value Channel Manager role based on the published job description. Key responsibilities and requirements were extracted directly from the posting for quick review.
ElectronicsOnsiteSales
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.
Requirements
- 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) 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.