Channel / Channel Development Manager

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

Job summary

Datwyler IT Infra is seeking a highly driven Channel / Channel Development Manager to lead and expand our partner ecosystem across APAC (excluding China), with a focus on Malaysia. The role centers on building a scalable regional channel framework across Data Center Infrastructure, Structured Cabling, and IT Solutions to drive partner-led growth and GTM success.

You will recruit and enable partners, design governance models, and lead joint business plans while aligning with strategic initiatives

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• 8–12 years channel experience.
• Experience in Data Center, Cabling, IT Solutions.
• Proven partner-led growth track record.

Responsibilities

• Build and implement a regional channel framework.
• Develop and scale a high-performing APAC partner ecosystem.
• Enable a modern partner-led GTM strategy.
• Lead regional channel marketing initiatives and JBPs.

Skills

Channel management

GTM strategy

APAC market

Partner ecosystem

Education

Bachelor’s degree in Business, Marketing, or related field

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.

Department: Sales, IT
Reporting To: Head of Sales (IT), APAC (excluding China)
Location: Singapore (Regional Role – 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:

• Consultants and Contractors

Industry / Market Focus

• Structured Cabling & Connectivity Solutions
• 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
• Drive pipeline generation, deal registration, and conversion

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

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
• Lead regional channel marketing initiatives
• Execute Joint Business Plans (JBPs)
• Drive demand generation (events, webinars, campaigns)
• 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
• Proven partner‑led growth track record
• Strong partner‑led GTM understanding

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?

• Work across three growth pillars
• Build scalable partner ecosystem
• 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.