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

Menara Maxis; Kuala Lumpur; On-site; MYR 90,000 - 150,000; Full time

Job summary

Menara Maxis seeks a strategic Channel Development professional to shape the B2B channel strategy, document operating frameworks, and align with market trends. You will help design partner segmentation and policies while coordinating cross-functional inputs from Sales, Finance, Legal and Marketing.

The role involves building recruitment pipelines, conducting due diligence, and designing incentive schemes to drive partner performance.

Responsibilities

• Support the Head of Channel Development in shaping the B2B channel strategy and documentation.
• Design and update partner segmentation, tiering models, and related policies.
• Develop recruitment framework and coordinate due diligence with Legal and Finance.
• Design, benchmark, and monitor incentive and compensation schemes for partners.
• Create scorecards, dashboards and reports for partner performance and reviews.

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.**What’s next?*** Once you’ve applied online, our team will carefully review your application. Due to a high volume of applications, we appreciate your patience to allow for a fair and timely review process.* Should you be shortlisted for the role, we will send you an invitation via email for a digital interview. You can also check on your application status by logging into your candidate account.