Channel Business Development Manager

SoftwareOne; Kuala Lumpur; On-site; MYR 120,000 - 240,000; Full time

Job summary

SoftwareOne seeks a Channel Business Development Manager – Cloud in Kuala Lumpur to lead cloud partner ecosystems across AWS, Azure and Alibaba Cloud. You will drive partner-led opportunities, accelerate marketplace and co-sell motions, and foster sustainable cloud consumption growth with distributors, MSPs, SIs, and ISVs.

You will collaborate with Channel & Alliances and internal sales teams to scale cloud revenue and recurring services, shaping partner programs and governance across the region.

Qualifications

• Experience with cloud partner ecosystems (AWS, Azure, Alibaba Cloud) and understanding of cloud consumption, pricing, and marketplace models.
• Demonstrated commercial mindset with ability to translate strategies into executable plans.
• Strong communication, negotiation, and stakeholder management in a matrixed, fast-paced environment.
• Exposure to cloud partner programs, alliance frameworks, and co-sell/ marketplace models (incl. private offers).
• Familiarity with cloud workloads ( migrations, data platforms, AI, security, DevOps ) is a plus.
• Willingness to work with leading cloud providers in a collaborative environment with learning and development opportunities.

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 (AWS/Azure/AL

Commercial mindset

Stakeholder management

Negotiation

Communication

Co-sell / marketplace models

Cloud pricing & marketplace knowledge

Job description

Do you enjoy building strong partner ecosystems that drive cloud growth?

Are you motivated by scaling cloud consumption through hyperscaler and marketplace-led motions?

Do you thrive in collaborating across partners, sales, and cloud teams to create shared success?

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.

Do you enjoy building strong partner ecosystems that drive cloud growth?

Are you motivated by scaling cloud consumption through hyperscaler and marketplace-led motions?

Do you thrive in collaborating across partners, sales, and cloud teams to create shared success?

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.

Job Requirements

• 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.

Company description

SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our team. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.