Head of Channel Development (Enterprise Business)

Menara Maxis; Malaysia; On-site; MYR 180,000 - 300,000; Full time

Job summary

Menara Maxis is seeking a senior channel strategy leader to design and govern a comprehensive B2B partner framework in Malaysia. You will oversee recruitment, onboarding, training, incentives and ongoing governance to drive partner performance and market growth.

The role requires close collaboration with Sales, Product, Marketing and Legal to ensure compliant execution and scalable programs across ICT resellers and system integrators.

Responsibilities

• Define end-to-end B2B channel partner framework and governance including recruitment, onboarding, training, incentives and compliance.
• Lead partner recruitment strategy and vetting across ICT resellers, telco dealers and SI networks; manage agreements and onboarding funnel.
• Design structured onboarding journeys with tools, CRM access and first-90-days milestones; assign owners and track time-to-first-sale.
• Develop and govern training curriculum on connectivity/ICT solutions; establish certification levels linked to incentives.
• Create competitive partner incentive structures (base commissions, MDF, rebates) and model cost-to-revenue impact.
• Establish partner support model with account managers, helpdesk and escalation; conduct regular business reviews.
• Monitor channel health metrics and governance forums; ensure regulatory compliance and risk management.
• Collaborate with B2B Sales, Product, Marketing, Pricing, Legal, Finance and Customer Service to embed the framework.

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 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).

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.

Tomorrow Begins Today We are the leading integrated telco in Malaysia, connecting people and businesses to a world of possibilities. Tomorrow Begins Today, as we make aspiration achievable today with reliable connectivity and simple experiences.

We deeply believe that the key element to our success has always been our people.

#SimplyMaxis Culture

To realise our shared vision to be the leading integrated telco in Malaysia, we have embedded the language of commitment, performance, and possibilities to embody our culture values.

Our #SimplyMaxis culture encompasses four values which are 'Keep It Simple', 'Focus On Real Customer Needs', 'Go For Gold', and 'Celebrate Winning Together'.

Watch these videos and hear from our people who live and breathe our #SimplyMaxis culture.