Head of Channel Development (Enterprise Business)

Menara Maxis; Kuala Lumpur; On-site; MYR 240,000 - 360,000; Full time

Job summary

Menara Maxis is seeking a Head of Channel Development (Enterprise Business) to lead the design and execution of our B2B channel strategy. You will shape partner frameworks, recruitment, onboarding, training, incentives, governance and ongoing support to accelerate growth across Malaysia’s ICT ecosystem.

The role requires strategic leadership, cross-functional collaboration with Sales, Product, Marketing and Finance, and responsibility for budget and governance across partner programs.

Responsibilities

• Design and refine the end-to-end B2B channel partner framework including recruitment, onboarding, incentives, governance and support.
• Define channel partner segmentation and tiering with differentiated value propositions.
• Set annual and multi-year channel targets in collaboration with sales, marketing and finance leadership.
• Develop partner policy, partner agreement templates and code of conduct in coordination with Legal and Compliance.
• Build a partner recruitment strategy and pipeline by geography and industry vertical.
• Establish clear partner selection criteria, due diligence and vetting processes.
• Lead negotiation and execution of partner agreements and service-level commitments.
• Own recruitment funnel metrics and continuously improve sourcing channels and qualification speed.
• Design onboarding journeys with sales tools, CRM access and first-90-days milestones, then track time-to-first-sale.

Job description

## Head of Channel Development (Enterprise Business)Apply: Menara Maxis: Full time: Posted Today: JR13751**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 Development*** Design and continuously refine the end-to-end B2B channel partner framework covering recruitment, onboarding, training, incentives, governance and support, aligned to overall B2B growth strategy.* Define channel partner segmentation and tiering model with differentiated value propositions (where applicable).* Set annual and multi-year channel targets (revenue, partner count, product mix) in collaboration with B2B sales, marketing and finance leadership.* Develop the channel partner policy, partner agreement templates and code of conduct in coordination with Legal and Compliance.**2. Partner Recruitment & Selection*** Build a partner recruitment strategy and pipeline, identifying and prioritising target partner profiles (ICT resellers, telco dealers, systems integrators, consultants, referral partners) by geography and industry vertical.* Establish clear partner selection criteria, due diligence and vetting processes, including financial standing, technical capability, market coverage and reputation checks.* Lead negotiation and execution of partner agreements, commercial terms and service-level commitments.* Own the recruitment funnel and conversion metrics, continuously improving sourcing channels and qualification speed.**3. Onboarding & Enablement*** Design a structured onboarding journey covering company/product introduction, systems access, sales tools, compliance requirements and first-90-days milestones.* Ensure new partners are equipped with sales collateral, pricing tools, CRM/portal access and escalation contacts before go-live.* Assign onboarding owners/relationship managers to each new partner and track time-to-first-sale as a key onboarding metric.* Continuously streamline onboarding processes to reduce partner activation time and early-stage drop-off.**4. Training & Capability Development*** Develop and govern a structured training curriculum covering product knowledge (connectivity and ICT solutions), solution selling, competitive positioning, systems/tools and compliance.* Establish partner certification levels/tracks that link capability to incentive eligibility and tier progression.* Work with Product, Marketing and L&D teams to keep training content current with new product launches and market developments.* Deploy a mix of training formats — in-person workshops, e-learning, webinars, certification exams — supported by a learning management system or partner portal.**5. Incentive & Compensation Design*** Design competitive and profitable partner incentive structures, including base commissions, volume/target-based rebates, spiffs, market development funds (MDF) and non-cash rewards.* Benchmark incentive schemes against competitors and industry practice to ensure the programme attracts and retains high-performing partners.* Partner with Finance to model incentive cost-to-revenue ratios and ensure schemes remain commercially sustainable.* Run periodic incentive campaigns/contests to drive focused product pushes or market expansion.**6. Ongoing Partner Support & Relationship Management*** Establish a partner support model (dedicated channel account managers, partner helpdesk, escalation matrix) to ensure timely resolution of sales, technical and billing issues.* Conduct regular business reviews (monthly/quarterly) with key partners to track performance, address issues and identify growth opportunities.* Maintain and enhance the partner portal/self-service tools for order management, pricing, training and marketing resources.* Act as escalation point for critical partner relationship issues and represent the channel function in cross-functional forums.**7. Performance Management & Governance*** Establish partner performance scorecards and conduct regular reviews against targets, with clear consequences for under-performance and rewards for over-performance.* Monitor channel health metrics — partner activation, productivity, retention/attrition, satisfaction (partner NPS) — and take corrective action where needed.* Ensure partner compliance with regulatory, data protection and company policy requirements, including Malaysian Communications and Multimedia Commission (MCMC) and relevant telco regulations.* Own channel governance forums (e.g. partner advisory council) to gather feedback and co-create programme improvements.**8. Cross-Functional Collaboration*** Partner closely with B2B Sales, Product, Marketing, Pricing, Legal, Finance and Customer Service to ensure the channel framework is embedded across the organisation.* Align channel go-to-market plans with direct sales to manage channel conflict and ensure coverage optimisation.* Collaborate with Marketing on co-branded partner marketing, lead generation and market development fund utilisation.**9. Budget & Commercial Ownership*** Own the channel development budget, including recruitment, training, incentive and support programme costs.* Report channel performance, ROI and forecasts to senior leadership on a regular cadence.* Identify and business-case new channel investments (technology platforms, incentive scheme redesigns, new partner segments).**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.