Channel / Channel Development Manager

Datwyler IT Infra; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Datwyler IT Infra is seeking a strategic Channel Development Manager to lead APAC partner growth across Malaysia and beyond. You will build a scalable channel framework and enable a modern, partner-led GTM strategy, coordinating with resellers, SIs, and distributors to drive revenue growth.

You will recruit, onboard, and enable partners, monitor performance, and manage JBPs and MDF programs to maximize ROI, while shaping the partner ecosystem across Data Center, Cabling, and IT Solutions.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• 8–12 years channel experience.
• Experience in Data Center, Cabling, IT Solutions.
• APAC ecosystem experience.
• Proven partner-led growth track record.
• Strong partner-led GTM understanding.
• Commercial acumen.
• Strategic execution.
• High ownership.

Responsibilities

• Drive partner-led revenue growth in Malaysia aligned to targets.
• Develop and execute channel sales strategies.
• Manage key partner relationships.
• Drive pipeline generation, deal registration, and conversion.
• Conduct regular business reviews.
• Design and implement a standardized regional channel framework.
• Partner segmentation and tiering, onboarding, certification and enablement.
• Governance and compliance models; build scalable GTM processes.
• Recruit and onboard partners across APAC; expand ecosystem.
• Monitor performance and execute Joint Business Plans (JBPs).
• Manage MDF and track ROI.

Skills

Channel sales

APAC experience

GTM strategy

Partner management

Strategic thinking

Commercial acumen

Education

Bachelor’s degree in Business/Marketing

8–12 years channel experience

Tools

CRM systems

Job description

We deliver customer value with tailor-made IT infrastructure solutions and outstanding expertise.

Datwyler IT Infra is an internationally established company with headquarters in Switzerland and affiliates in Europe, the Middle East and Asia. Our company delivers first-class IT system solutions, products and services for data centres, fibre optic networks (campus, FTTx) and smart buildings. Datwyler was founded more than 100 years ago and employs a workforce of around 900 people.

Reporting To: Head of Sales (IT), APAC (excluding China)

Employment Type: Full-time

1. Position Summary

We are seeking a highly driven and strategic Channel / Channel Development Manager to lead and expand our partner ecosystem in Malaysia and across APAC (excluding China).

This role is positioned across three core business pillars: Data Center Infrastructure, Structured Cabling, and IT Solutions, and is responsible for driving partner-led growth through a modern, scalable channel model.

The successful candidate will:

• Build and implement a regional channel framework
• Develop and scale a high-performing APAC partner ecosystem
• Enable a modern partner-led go-to-market (GTM) strategy

This role operates across a broad ecosystem including:

• Resellers / Value-Added Resellers (VARs)
• System Integrators (SIs)
• Consultants and Contractors

Industry / Market Focus

• Structured Cabling & Connectivity Solutions
• IT Solutions & Network Infrastructure
• End-to-end infrastructure supporting digital transformation, cloud adoption, and high-performance environments

2. Key Responsibilities

• Drive partner-led revenue growth in Malaysia aligned to targets
• Develop and execute channel sales strategies
• Manage key partner relationships
• Drive pipeline generation, deal registration, and conversion
• Conduct regular business reviews

B. APAC Channel Partner Framework (Excluding China)

• Design and implement a standardized regional channel framework
• Partner segmentation and tiering
• Onboarding, certification, and enablement
• Governance and compliance models
• Build scalable GTM processes

C. APAC Partner Development

• Recruit and onboard partners across APAC
• Expand ecosystem (Distributors, Resellers, SIs, Vendors)
• Develop capability across Data Center, Cabling, IT Solutions
• Monitor and improve performance
• Execute Joint Business Plans (JBPs)
• Manage MDF and track ROI

Strengthen brand alignment

3. Qualifications & Requirements

Education & Experience

• Bachelor’s degree in Business, Marketing, or related field
• 8–12 years channel experience
• Experience in Data Center, Cabling, IT Solutions
• APAC ecosystem experience
• Proven partner-led growth track record
• Strong partner-led GTM understanding
• Commercial acumen
• Strategic execution
• High ownership

4. Key Performance Indicators (KPIs)

• Malaysia partner-led revenue growth vs. annual target
• Channel contribution to total revenue
• Growth across Data Center, Cabling, IT Solutions
• Average deal size and win rate

B. Partner Ecosystem Development

• New partners recruited
• Active partner ratio
• Coverage across markets
• Strategic partner contribution

C. Pipeline & Opportunity Management

• Deal conversion rate
• Time-to-close
• Tiering and certification compliance
• APAC execution consistency

E. Partner Capability & Enablement

• Certified partners
• Capability across solutions
• Solution maturity
• Technical capability improvement

F. Channel Marketing Effectiveness

• MDF ROI

G. Strategic Business Impact

• Ecosystem strength

5. Why Join Us?

• Lead high-impact APAC channel strategy
• Work across three growth pillars
• Build scalable partner ecosystem
• Strong leadership visibility
• Addressable, especially in Cabling Solutions market

We offer a diverse and global work environment

As an internationally active company, Datwyler IT Infra offers a wide range of job profiles and career opportunities. We encourage ambitious individuals to approach their tasks with commitment and enthusiasm, to grow and to exceed expectations. This empowers all employees to shape their own work and actively influence it.

At Datwyler, we encourage our employees to contribute their talents in a global environment and to continuously develop them. Our employees are the heart of the company. We treat each other with respect, trust and loyalty. Mutual appreciation is our top priority.