Channel Development – Strategy, Recruitment & Performance (Enterprise Business)

Maxis; Kuala Lumpur; On-site; MYR 90,000 - 140,000; Full time

Job summary

Maxis in Malaysia is seeking a talented Channel Development professional to shape and execute the B2B channel strategy. You will work with the Head of Channel Development and cross-functional teams to drive partner segmentation, recruitment, and incentive design that align with business priorities.

You will develop framework, policies, and scorecards, monitor performance, and provide regular reporting to stakeholders, ensuring delivery against targets while fostering collaboration across Sales,

Responsibilities

• Support the Head of Channel Development in preparing, refining and documenting the B2B channel strategy and operating framework, incorporating market trends, competitor benchmarking and internal sales performance data.
• Assist in designing and periodically reviewing the partner segmentation/tiering model and associated tier criteria.
• Develop and maintain channel policies, partner playbooks and standard operating procedures.
• Conduct market and competitive analysis on channel practices for connectivity and ICT solutions to inform strategy updates.
• Design and refine the partner recruitment framework, including target partner profiles, sourcing channels, evaluation criteria and due-diligence checklists.
• Support execution of the recruitment pipeline - screening applications, scoring candidates against selection criteria, and coordinating due diligence with Legal and Finance.
• Track recruitment funnel metrics (leads, qualified prospects, signed partners), identify bottlenecks, and recommend process improvements.
• Assist in preparing partner agreements and onboarding-readiness documentation ahead of handover to the onboarding team.
• Design, model and refine partner incentive and compensation structures - base commissions, volume rebates, market development funds (MDF) and spiffs - in coordination with Finance.
• Conduct incentive benchmarking against competitors and industry practice.
• Monitor incentive payout accuracy, cost-to-revenue ratio and scheme effectiveness, and recommend adjustments.
• Support the design and execution of time-bound incentive campaigns and contests tied to strategic product or market priorities.
• Develop and refine the partner performance scorecard framework, including KPIs, weightings and performance thresholds.
• Own the data collection, reporting and analysis underpinning partner scorecards.
• Prepare materials for, and support execution of, periodic partner business reviews.
• Recommend performance improvement plans, incentive adjustments or tier changes based on scorecard outcomes.
• Collaborate with Sales, Finance, Marketing and Legal on framework, recruitment criteria and incentive scheme design.
• Provide regular reporting and dashboards to the Head of Channel Development on strategy execution, recruitment pipeline and partner performance.

Job description

Are you ready to get ahead in your career?

• We want to empower you to turn your ambitions into achievements.
• We thrive in inclusiveness, diversity and embrace close collaborations for you to create impact for yourself and others.
• Together, we aim to bring the best of technology to help people, businesses and the nation to be ahead in a changing world.
• To realise our vision to become Malaysia's leading converged solutions company, we are looking for a new talent to innovate and grow with us in a culture that values commitment, performance and possibilities.

Why does this job exist and why is it critical?

1. Channel Strategy & Framework

• Support the Head of Channel Development in preparing, refining and documenting the B2B channel strategy and operating framework, incorporating market trends, competitor benchmarking and internal sales performance data.
• Assist in designing and periodically reviewing the partner segmentation/tiering model and associated tier criteria.
• Develop and maintain channel policies, partner playbooks and standard operating procedures.
• Conduct market and competitive analysis on channel practices for connectivity and ICT solutions to inform strategy updates.

2. Partner Recruitment & Selection

• Design and refine the partner recruitment framework, including target partner profiles, sourcing channels, evaluation criteria and due-diligence checklists.
• Support execution of the recruitment pipeline - screening applications, scoring candidates against selection criteria, and coordinating due diligence with Legal and Finance.
• Track recruitment funnel metrics (leads, qualified prospects, signed partners), identify bottlenecks, and recommend process improvements.
• Assist in preparing partner agreements and onboarding-readiness documentation ahead of handover to the onboarding team.

3. Incentive & Compensation Design

• Design, model and refine partner incentive and compensation structures - base commissions, volume rebates, market development funds (MDF) and spiffs - in coordination with Finance.
• Conduct incentive benchmarking against competitors and industry practice.
• Monitor incentive payout accuracy, cost-to-revenue ratio and scheme effectiveness, and recommend adjustments.
• Support the design and execution of time-bound incentive campaigns and contests tied to strategic product or market priorities.

4. Partner Performance Scorecards & Reviews

• Develop and refine the partner performance scorecard framework, including KPIs, weightings and performance thresholds.
• Own the data collection, reporting and analysis underpinning partner scorecards.
• Prepare materials for, and support execution of, periodic partner business reviews.
• Recommend performance improvement plans, incentive adjustments or tier changes based on scorecard outcomes.

5. Cross-Functional Collaboration & Reporting

• Collaborate with Sales, Finance, Marketing and Legal on framework, recruitment criteria and incentive scheme design.
• Provide regular reporting and dashboards to the Head of Channel Development on strategy execution, recruitment pipeline and partner performance.

Maxis values diverse voices & people. We hire and reward our employees based on capability & performance - regardless of ethnicity, gender, age, education, religion, nationality or physical ability.