Channel Development Leader

Yokogawa Electric (M) Sdn Bhd; Puchong; On-site; MYR 180,000 - 280,000; Full time

Job summary

Yokogawa Electric (M) Sdn Bhd is seeking a seasoned Regional Channel Development leader to shape and execute channel strategies across Asia Pacific. You will develop programs, select partners, and ensure governance and compliance while aligning with global standards.

You will build a holistic partner ecosystem spanning sales and delivery, monitor KPIs, and collaborate with marketing to strengthen market recognition and pipeline growth.

Qualifications

• Bachelor's or Master's degree in Electronic/Electrical/Instrumentation.
• Minimum 10 years of experience in indirect channel development preferably in industrial automation.
• Experience in effective management of channel partners including conflict resolution.
• Knowledge of systems & solutions delivered via indirect channels for industrial automation applications.

Responsibilities

• Develop and establish a regional Channel Development business plan and channel programs.
• Secure strong buy-in and alignment from key internal stakeholders on the Channel Development strategy, business plan, and program design to ensure smooth roll-out.
• Drive the implementation of Channel Development programs, including the selection of suitable channel partners, in the planned area and industry segments.
• Establish and enforce clear sales governance, including rules of engagement, escalation processes, and compliance with internal policies and global standards.
• Implementation of a holistic ecosystem for channel partner support covering from sales to successful delivery.
• Monitor progress against the approved business plan by tracking performance metrics, market trends, and structured feedback from channel partners and customers.
• Proactively identify gaps, risks, and deviations from plan, and propose effective corrective and preventive actions to ensure achievement of business objectives.
• Manage and resolve internal and external conflicts, including potential overlap between direct and indirect sales, to maintain healthy collaboration and trust across stakeholders.
• Ensure high standards of business quality, customer experience, and consistent protection of the company’s brand image.
• To strengthen market recognition and sales pipeline, actively participate in regional and global marketing initiatives.
• Promote mutually beneficial channel partner engagement through structured programs and joint activities.

Skills

Relationship building

Strategic thinking

Negotiation

Channel strategy

Education

Bachelor/Master in Electronic/Electrical/Instrumentation

Job description

Yokogawa, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries.

Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect.

About the Team
Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.

• Develop and establish a regional Channel Development business plan and channel programs with minimum impact on direct business.
• Secure strong buy-in and alignment from key internal stakeholders on the Channel Development strategy, business plan, and program design to ensure smooth roll-out.
• Drive the implementation of Channel Development programs, including the selection of suitable channel partners, in the planned area and industry segments.
• Establish and enforce clear sales governance, including rules of engagement, escalationprocesses, and compliance with internal policies and global standards.
• Implementation of a holistic ecosystem for channel partner support covering from sales to successful delivery.
• Monitor progress against the approved business plan by tracking performance metrics, market trends, and structured feedback from channel partners and customers.
• Proactively identify gaps, risks, and deviations from plan, and propose effective corrective and preventive actions to ensure achievement of business objectives.
• Manage and resolve internal and external conflicts, including potential overlap between direct and indirect sales, to maintain healthy collaboration and trust across stakeholders.
• Ensure high standards of business quality, customer experience, and consistent protection of the company’s brand image.
• To strengthen market recognition and sales pipeline, actively participate in regional and global marketing initiatives.
• Promote mutually beneficial channel partner engagement through structured programs and joint activities.

• Develop and establish a regional Channel Development business plan and channel programs with minimum impact on direct business.
• Secure strong buy-in and alignment from key internal stakeholders on the Channel Development strategy, business plan, and program design to ensure smooth roll-out.
• Drive the implementation of Channel Development programs, including the selection of suitable channel partners, in the planned area and industry segments.
• Establish and enforce clear sales governance, including rules of engagement, escalationprocesses, and compliance with internal policies and global standards.
• Implementation of a holistic ecosystem for channel partner support covering from sales to successful delivery.
• Monitor progress against the approved business plan by tracking performance metrics, market trends, and structured feedback from channel partners and customers.
• Proactively identify gaps, risks, and deviations from plan, and propose effective corrective and preventive actions to ensure achievement of business objectives.
• Manage and resolve internal and external conflicts, including potential overlap between direct and indirect sales, to maintain healthy collaboration and trust across stakeholders.
• Ensure high standards of business quality, customer experience, and consistent protection of the company’s brand image.
• To strengthen market recognition and sales pipeline, actively participate in regional and global marketing initiatives.
• Promote mutually beneficial channel partner engagement through structured programs and joint activities.

EXPECTATION & KPI

• Continuous expansion of Channel partner network to address the gaps in sales coverage.
• Progressive and sustainable contribution to the company’s OI (Order Intake) and GP Customer satisfaction level and brand image/Customer satisfaction level indicators.

EDUCATION & EXPERIENCE

• Bachelor’s or Master’s degree in Electronic/Electrical/Instrumentation.
• Minimum 10 years of experience in indirect channel development preferably in industrial automation domain.
• Experience in effective management of channel partners including conflict resolution.
• Knowledge of systems & solutions delivered via indirect channels for industrial automation applications.

Not just a job, but a career

Yokogawa, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries.

Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect.

About the Team
Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.

• Develop and establish a regional Channel Development business plan and channel programs with minimum impact on direct business.
• Secure strong buy-in and alignment from key internal stakeholders on the Channel Development strategy, business plan, and program design to ensure smooth roll-out.
• Drive the implementation of Channel Development programs, including the selection of suitable channel partners, in the planned area and industry segments.
• Establish and enforce clear sales governance, including rules of engagement, escalationprocesses, and compliance with internal policies and global standards.
• Implementation of a holistic ecosystem for channel partner support covering from sales to successful delivery.
• Monitor progress against the approved business plan by tracking performance metrics, market trends, and structured feedback from channel partners and customers.
• Proactively identify gaps, risks, and deviations from plan, and propose effective corrective and preventive actions to ensure achievement of business objectives.
• Manage and resolve internal and external conflicts, including potential overlap between direct and indirect sales, to maintain healthy collaboration and trust across stakeholders.
• Ensure high standards of business quality, customer experience, and consistent protection of the company’s brand image.
• To strengthen market recognition and sales pipeline, actively participate in regional and global marketing initiatives.
• Promote mutually beneficial channel partner engagement through structured programs and joint activities.

• Develop and establish a regional Channel Development business plan and channel programs with minimum impact on direct business.
• Secure strong buy-in and alignment from key internal stakeholders on the Channel Development strategy, business plan, and program design to ensure smooth roll-out.
• Drive the implementation of Channel Development programs, including the selection of suitable channel partners, in the planned area and industry segments.
• Establish and enforce clear sales governance, including rules of engagement, escalationprocesses, and compliance with internal policies and global standards.
• Implementation of a holistic ecosystem for channel partner support covering from sales to successful delivery.
• Monitor progress against the approved business plan by tracking performance metrics, market trends, and structured feedback from channel partners and customers.
• Proactively identify gaps, risks, and deviations from plan, and propose effective corrective and preventive actions to ensure achievement of business objectives.
• Manage and resolve internal and external conflicts, including potential overlap between direct and indirect sales, to maintain healthy collaboration and trust across stakeholders.
• Ensure high standards of business quality, customer experience, and consistent protection of the company’s brand image.
• To strengthen market recognition and sales pipeline, actively participate in regional and global marketing initiatives.
• Promote mutually beneficial channel partner engagement through structured programs and joint activities.

EXPECTATION & KPI

• Continuous expansion of Channel partner network to address the gaps in sales coverage.
• Progressive and sustainable contribution to the company’s OI (Order Intake) and GP Customer satisfaction level and brand image/Customer satisfaction level indicators.

EDUCATION & EXPERIENCE

• Bachelor’s or Master’s degree in Electronic/Electrical/Instrumentation.
• Minimum 10 years of experience in indirect channel development preferably in industrial automation domain.
• Experience in effective management of channel partners including conflict resolution.
• Knowledge of systems & solutions delivered via indirect channels for industrial automation applications.

PROFESSIONAL SKILLS

• Relationship building & Management
• Strategic thinking and planning
• Negotiation & conflict resolution
• Channel strategy design, implementation & nurturing
• Verbal & written language skills in English and applicable regional languages
• Training & presentation skills
• Motivational & result-oriented

PERSONAL ATTRIBUTES

• Good interpersonal skills
• Passionate & tactful with focus on short & long-term results
• Well organized & positive mindset

DIVERSITY, EQUITY & INCLUSION

Yokogawa wants a Diverse, Equitable and Inclusive culture. We actively recruit, develop, and promote people from a variety of backgrounds and do not discriminate based on any personal characteristics. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.

Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusive culture. We will actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomic status. We will not discriminate based on race, skin color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family relations or any other circumstances. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.

Are you being referred to one of our roles? If so, ask your connection at Yokogawa
about our Employee Referral process!

We are Yokogawa, a world leader in industrial automation and control, test and measurement, information systems, and industry support. With our commitment to the founding principle of quality first and our Leading Edge Technology, we have made a strong contribution in numerous industries and are making the world a better place. This commitment to industry is personified in our Vigilance philosophy which is based on the core values of quality, innovation and foresight. Yokogawa serves its customers through of a network of sales, engineering, and service companies and manufacturing subsidiaries located in 31 countries worldwide.

We are Yokogawa, a world leader in industrial automation and control, test and measurement, information systems, and industry support. With our commitment to the founding principle of quality first and our Leading Edge Technology, we have made a strong contribution in numerous industries and are making the world a better place. This commitment to industry is personified in our Vigilance philosophy which is based on the core values of quality, innovation and foresight. Yokogawa serves its customers through of a network of sales, engineering, and service companies and manufacturing subsidiaries located in 31 countries worldwide.

Researching careers? Find all the information and tips you need on career advice.