Channel Business Development Manager

SoftwareONE Pte Ltd; Kuala Lumpur; On-site; MYR 120,000 - 240,000; Full time

Job summary

SoftwareONE Pte Ltd in Kuala Lumpur is seeking a Channel Business Development Manager – Cloud to drive cloud revenue growth through strategic partner ecosystems across AWS, Azure, and Alibaba Cloud. You will develop partner-led cloud opportunities and accelerate marketplace and co-sell motions.

The role involves onboarding cloud partners, managing relationships with partner managers, supporting the sales lifecycle, and tracking partner performance to deliver measurable cloud outcomes in a

Qualifications

• Experience working within cloud partner ecosystems such as AWS, Azure, or Alibaba Cloud with understanding of cloud consumption, pricing, and marketplace-based business models.
• Demonstrated commercial mindset translating partner and growth strategies into executable plans.
• Strong communication, negotiation, and stakeholder management skills in a matrixed, fast-paced environment.
• Exposure to cloud partner programs, alliance frameworks, and co-sell or marketplace models (including private offers) is preferred.
• Familiarity with cloud workloads such as migrations, data platforms, AI, security, or DevOps is an advantage.

Responsibilities

• Develop and execute cloud channel strategies aligned with hyperscaler partner programs and priorities.
• Drive partner-sourced pipeline, cloud consumption, and marketplace transactions.
• Identify, onboard, and enable cloud partners including MSPs, SIs, distributors, and ISVs.
• Manage relationships with hyperscaler partner managers and alliance stakeholders.
• Support partners across the sales lifecycle, including co-sell motions and deal governance.
• Track and report on partner performance, pipeline, and cloud business outcomes.

Skills

Cloud partner ecosystems

Commercial mindset

Stakeholder management

Negotiation

Communication

Job description

You will join the Channel & Alliances organisation, a team focused on building and scaling high-impact partner ecosystems across leading cloud providers. The team works closely with hyperscalers, distributors, and internal sales and cloud teams to accelerate cloud adoption and recurring revenue.

As a Channel Business Development Manager – Cloud, you will be responsible for driving cloud revenue growth through strategic partner ecosystems across AWS, Microsoft Azure and Alibaba Cloud. The role focuses on developing partner-led cloud opportunities, accelerating marketplace and co-sell motions, and supporting sustainable cloud consumption growth.

Key responsibilities:

Develop and execute cloud channel strategies aligned with hyperscaler partner programs and priorities.

Drive partner-sourced pipeline, cloud consumption, and marketplace transactions.

Identify, onboard, and enable cloud partners including MSPs, SIs, distributors, and ISVs.

Manage relationships with hyperscaler partner managers and alliance stakeholders.

Support partners across the sales lifecycle, including co-sell motions and deal governance.

Track and report on partner performance, pipeline, and cloud business outcomes.

What We Need to See from You:

Experience working within cloud partner ecosystems such as AWS, Azure, or Alibaba Cloud, with a strong understanding of cloud consumption, pricing, and marketplace‑based business models.

Demonstrated commercial mindset with the ability to translate partner and growth strategies into executable plans.

Strong communication, negotiation, and stakeholder management skills, with confidence operating in a matrixed, fast‑paced environment.

Exposure to cloud partner programs, alliance frameworks, and co‑sell or marketplace models (including private offers) is preferred.

Familiarity with cloud workloads such as migrations, data platforms, AI, security, or DevOps is an advantage.

Opportunity to work closely with leading cloud providers in a collaborative, inclusive environment, with strong learning, development, compensation, and regional benefits.