Channel Program Manager- APAC at Agilent Technologies in Yishun

Job description

Job Description JOB DESCRIPTION · Develop and execute channel strategies and strategic channel programs to manage channel partners, drive significant sales growth, and expand market share through partner networks across APAC. · Integrate channel partners from newly acquired businesses into the existing partner ecosystem, ensuring alignment, continuity, and effective execution. · Build and manage strong, mutually beneficial relationships with high-performing channel partners, including strategic accounts. · Oversee all aspects of the partner lifecycle, from recruitment and onboarding to ongoing enablement, performance management, and relationship development. KEY RESPONSIBILITIES Strategic Planning, Integration & Partner Acquisition · Align existing and new channel partners to identify synergies, overlaps, and duplication through in-depth channel partner assessment and market research. · Lead the integration of channel partners from newly acquired businesses, including partner assessment, segmentation, alignment, and transition planning. · Conduct in-depth market research and analysis to identify and target ideal channel partners aligned with company goals. · Develop and implement a comprehensive channel strategy, including partner recruitment plans, segmentation strategies, targeted value propositions, and partner optimization. · Lead the partner recruitment process, including evaluating partner fit, negotiating agreements, and securing partner commitment. · Lead the Channel Management Center of Excellence (COE), establishing consistent frameworks, governance, tools, and best practices across APAC. Partner Management & Enablement · Onboard new partners effectively, ensuring a smooth transition and rapid time-to-value. · Develop and deliver ongoing training and enablement programs to equip partners with the knowledge, skills, and resources they need to excel. · Foster open communication and collaboration with partners, addressing their concerns promptly and proactively. Performance Management & Optimization · Establish clear performance metrics and goals for each partner, aligned with overall channel objectives. · Regularly monitor partner performance, identify areas for improvement, and implement corrective actions as needed. · Develop and implement partner incentive programs to drive desired behaviors and results. Relationship Building & Advocacy · Build strong, trust-based relationships with key decision-makers within partner organizations. · Act as a trusted advisor to partners, providing strategic guidance and support to maximize their success. · Proactively identify and address partner challenges and roadblocks to ensure smooth collaboration. Market Analysis & Reporting · Stay abreast of industry trends, competitor activity, and market conditions that may impact the channel landscape. · Analyze partner performance data to identify trends, opportunities, synergies, duplication, and areas for improvement. · Generate comprehensive reports on channel performance, including sales results, pipeline metrics, integration progress, and partner satisfaction levels. Qualifications QUALIFICATIONS · Bachelor's or Master's Degree or equivalent. · 5-7 years of experience in channel management, with a proven track record of success in driving significant revenue growth through partner networks. Prior direct sales experience and a strong sales track record will be an added advantage. · Experience in channel partner integration, partner assessment, or post-acquisition business integration is preferred. · Deep understanding of partner ecosystems, including various partner types, their motivations, and best practices for managing them. · Strong analytical and problem-solving skills, with the ability to identify and address complex channel challenges. · Excellent communication, interpersonal, and negotiation skills, with the ability to build strong relationships with diverse stakeholders. · Proven ability to manage multiple priorities effecti