Channel Business Development Manager - APAC

Trimble; Singapore; On-site; SGD 90,000 - 120,000; Full time

Job summary

A leading industrial technology company is seeking a Channel Business Development Manager for the APAC region. The role involves recruiting and managing channel partners to accelerate growth, creating strong business relationships, and ensuring partner success through training and enablement. Ideal candidates will have robust experience in channel sales management and partner recruitment, along with excellent training and communication skills.

Qualifications

• Experience in recruiting, onboarding, and managing channel partners in technology/software.
• Strong communication and training skills, able to engage and enable partner resources.

Responsibilities

• Identify and recruit new channel partners.
• Develop strong business relationships with a focus on growth.
• Lead partner onboarding and training.

Skills

Channel sales management

Partner recruitment

Relationship building

Analytical skills

Training and enablement

Job description

Overview

Channel Business Development Manager – APAC. Job Location: Singapore or Malaysia. Department: AECO.

What You Will Do

• Identify and recruit new channel partners, including License Consultants, Channel partners, and CSMs, to build a robust partner ecosystem.
• Help accelerate growth in the APAC territory by expanding the software sales business and achieving revenue targets through strategic business opportunities.
• Lead partner onboarding and training to ensure new resellers are equipped to drive sales growth.
• Develop strong business relationships across the organization with an enterprise growth vision.

Additional Responsibilities

• Evaluate the value potential of new resellers, create custom key development activities, and implement the team\'s sales initiatives.
• Provide accurate monthly and quarterly sales forecasts for the partners they are responsible for.
• Identify, evaluate and recruit new channel partners (resellers, integrators, consulting firms) across the APAC territory aligned with Trimble\'s AECO ecosystem and revenue growth goals.
• Design and execute a partner acquisition strategy including partner persona definition, target list qualification, outreach, pitch and formal appointment process.
• Lead the partner onboarding process: coordinate contract terms, channel agreements, registration, enablement training and go-to-market (GTM) launch readiness.
• Implement partner enablement programmes: training modules (sales, technical, marketing) so that new partners are fully equipped to position and sell Trimble\'s solutions.
• Work with newly onboarded partners to build their business plans (joint business/marketing planning), set targets, define KPIs, and monitor ramp-up progress.
• Collaborate with internal teams (sales field, product, marketing, channel operations) to provision partners with tools, collateral, systems access and support necessary for success.
• Monitor and report on partner-ecosystem health: track partner pipeline, partner-generated revenue, onboarding metrics (time to first deal), partner satisfaction and partner attrition.
• Drive partner-program optimisation and consulting on review and refinement of partner criteria, tiering models, incentive schemes, GTM campaigns and onboarding flows to scale the ecosystem effectively.
• Act as the partner advocate within Trimble: surface partner feedback, highlight training/resource gaps, identify partner conflicts or bottlenecks and work cross-functionally to resolve them.
• Ensure partner compliance and governance: ensure partners adhere to Trimble\'s channel policies, regional legal/regulatory requirements and contractual obligations.

What Skills & Experience You Should Bring

• Capable of leading channels through complex solution sales discussions to achieve higher-value outcomes.
• Resilient in overcoming frustration and challenges.
• Experienced in selling solutions and driving successful outcomes.
• Team-oriented, committed to shared goals, and adaptable to fast-paced environments.
• Efficient and professional in managing multiple tasks simultaneously.
• Self-motivated, meets deadlines consistently, and maintains high accuracy and attention to detail.
• Strong communication and training skills, with the ability to engage and enable partner sales/technical resources across Asia (English + local language beneficial).
• Software company experience, BIM or AEC background is a plus.
• Willingness to travel up to 60% of the time.
• Proven experience in recruiting, onboarding and managing channel partners (resellers, system integrators, consulting-partners) in the technology/software sector.
• Demonstrated ability to build and scale a partner ecosystem in a regional/geo context (preferably in APAC) including setting up partner qualification criteria, enablement programmes and joint business plans.
• Strong business planning and partner business model skills: ability to co-create and manage partner business plans, set and track partner KPIs, and drive partner revenue growth.
• Skilled in partner enablement and training – able to design and deliver enablement programmes (sales/technical) and monitor partner readiness & ramp-up.
• Excellent relationship-building skills with both internal stakeholders and external partner organisations, able to influence at multiple levels (sales, technical, executive).
• Comfortable working in a matrixed organisation: coordinate cross-functional teams (sales, marketing, product, operations) to drive partner success.
• Analytical and data-driven: use partner performance metrics, pipeline analysis, and partner lifecycle data to make decisions and drive improvements in the channel ecosystem.

About our AECO Division

Trimble’s Construction AECO Division is comprised of five divisions responsible for different products and services related to the construction lifecycle, including: General Contracting.

We are actively leveraging these industry-leading capabilities to deliver a unified Trimble Construction One (TC1) offering to our customers. Internally, TC1 represents a significant evolution for our product platform and go-to-market capabilities. Externally, TC1 represents our customers\' opportunity to embark on a digital transformation journey of their own. The advent of TC1 allows our customers to engage with more of Trimble’s capabilities in a streamlined and integrated way. We are a high-performing organization that champions diversity, inclusion, collaboration, and opportunity as we work to provide customers with continuously enhanced value on a platform of integrated products and services.

About Trimble

Trimble is an industrial technology company transforming the way the world works by delivering solutions that enable our customers to thrive. Core technologies in positioning, modeling, connectivity and data analytics connect the digital and physical worlds to improve productivity, quality, safety, transparency and sustainability.

From purpose built products to enterprise lifecycle solutions, Trimble is transforming industries such as agriculture, construction, geospatial and transportation.

www.trimble.com