Channel Program Manager- APAC

Agilent Technologies; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Job summary

Agilent Technologies in Malaysia is seeking a senior Channel Manager to drive growth through partner networks across APAC. You will recruit, onboard, and enable partners, integrating acquisitions and aligning strategies to maximize revenue and market share.

The role requires 5–7 years in channel management, strong negotiation skills, and deep partner ecosystem knowledge, with a background in life sciences or analytical domains being a plus.

Qualifications

• Bachelor’s or Master’s Degree or equivalent required.
• 5–7 years of channel management experience with revenue growth.
• Experience in post-acquisition integration preferred.
• Deep understanding of partner ecosystems and motivations.
• Strong analytical and problem-solving abilities.
• Excellent communication and negotiation skills.
• Experience in Chemical Analysis and Life Science Laboratories business is a plus.

Responsibilities

• Strategic planning, integration and partner acquisition across APAC.
• Align partners, identify synergies and oversee market research.
• Lead integration of acquired channel partners and transition planning.
• Develop and implement comprehensive channel strategy and recruitment plans.
• Lead Partner Recruitment, negotiations and commitments.
• Manage Channel Management COE with governance and best practices.
• Onboard partners and deliver ongoing training and enablement.
• Foster open communication and proactive issue resolution.
• Set performance metrics and monitor progress with corrective actions.
• Develop partner incentive programs to drive results.
• Build trusted advisor relationships with key decision-makers.
• Analyze market trends and generate performance reports.

Skills

Channel management

Strategic thinking

Negotiation

Stakeholder management

Market analysis

Education

Bachelor’s or Master’s Degree or equivalent

Tools

CRM software

Data analysis tools

Job description

Job Description

• Develop and execute channel strategies and strategic channel programs to manage channel partners, drive significant sales growth, and expand market share through partner networks across APAC.
• Integrate channel partners from newly acquired businesses into the existing partner ecosystem, ensuring alignment, continuity, and effective execution.
• Build and manage strong, mutually beneficial relationships with high-performing channel partners, including strategic accounts.
• Oversee all aspects of the partner lifecycle, from recruitment and onboarding to ongoing enablement, performance management, and relationship development.

KEY RESPONSIBILITIES

Strategic Planning, Integration & Partner Acquisition

• Align existing and new channel partners to identify synergies, overlaps, and duplication through in-depth channel partner assessment and market research.
• Lead the integration of channel partners from newly acquired businesses, including partner assessment, segmentation, alignment, and transition planning.
• Conduct in-depth market research and analysis to identify and target ideal channel partners aligned with company goals.
• Develop and implement a comprehensive channel strategy, including partner recruitment plans, segmentation strategies, targeted value propositions, and partner optimization.
• Lead the partner recruitment process, including evaluating partner fit, negotiating agreements, and securing partner commitment.
• Lead the Channel Management Center of Excellence (COE), establishing consistent frameworks, governance, tools, and best practices across APAC.

Partner Management & Enablement

• Onboard new partners effectively, ensuring a smooth transition and rapid time-to-value.
• Develop and deliver ongoing training and enablement programs to equip partners with the knowledge, skills, and resources they need to excel.
• Foster open communication and collaboration with partners, addressing their concerns promptly and proactively.

Performance Management & Optimization

• Establish clear performance metrics and goals for each partner, aligned with overall channel objectives.
• Regularly monitor partner performance, identify areas for improvement, and implement corrective actions as needed.
• Develop and implement partner incentive programs to drive desired behaviors and results.

Relationship Building & Advocacy

• Build strong, trust-based relationships with key decision-makers within partner organizations.
• Act as a trusted advisor to partners, providing strategic guidance and support to maximize their success.
• Proactively identify and address partner challenges and roadblocks to ensure smooth collaboration.

Market Analysis & Reporting

• Stay abreast of industry trends, competitor activity, and market conditions that may impact the channel landscape.
• Analyze partner performance data to identify trends, opportunities, synergies, duplication, and areas for improvement.
• Generate comprehensive reports on channel performance, including sales results, pipeline metrics, integration progress, and partner satisfaction levels.

Qualifications

• Bachelor’s or Master’s Degree or equivalent.
• 5-7 years of experience in channel management, with a proven track record of success in driving significant revenue growth through partner networks. Prior direct sales experience and a strong sales track record will be an added advantage.
• Experience in channel partner integration, partner assessment, or post-acquisition business integration is preferred.
• Deep understanding of partner ecosystems, including various partner types, their motivations, and best practices for managing them.
• Strong analytical and problem-solving skills, with the ability to identify and address complex channel challenges.
• Excellent communication, interpersonal, and negotiation skills, with the ability to build strong relationships with diverse stakeholders.
• Proven ability to manage multiple priorities effectively and work independently with minimal supervision.
• Experience in Chemical Analysis and Life Science Laboratories business.

ADDITIONAL CONSIDERATIONS

• Understanding of digital marketing and online sales channels, and how they integrate with partner strategies.
• Strong leadership and coaching skills to motivate and inspire partner teams.
• Proficiency in relevant CRM and channel management software tools.

Additional Details

This job has a full time weekly schedule.

Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location. Pay and benefit information by country are available at: https://careers.agilent.com/locations

Travel Required

Occasional

Shift

Day

Duration

No End Date

Job Function

Marketing