Head of Channel Sales

As the Head of Channels & Alliances, you will: · lead the Secure Power channel and alliance business across Singapore and Brunei, delivering profitable growth, market expansion, and partner-led customer engagement across IT, data centers, edge, AI infrastructure, and critical power. · own the country channel strategy, distributor and partner ecosystem, alliances, channel marketing, and go-to-market execution for the T&E portfolio. · work across sales, segments, marketing, services, and offer teams to scale growth beyond direct-sales capacity. What will you do? Channel Strategy & Growth · Define and execute the cluster channel and alliance strategy, annual business plan and growth roadmap aligned with country and regional priorities. · Deliver channel orders, revenue, gross margin and market-share objectives across data center, AI infrastructure, edge, enterprise, and commercial and industrial segments. · Identify market trends and new partner-led growth opportunities; establish coverage models that expand reach and improve sales productivity. Partner Ecosystem Development · Develop and optimize the ecosystem across distributors, value-added distributors, IT solution providers, system integrators, data-center specialists, managed service providers, EcoXpert partners and emerging AI-infrastructure partners. · Recruit, onboard, segment and develop strategic partners through clear growth plans, scalable programs and managed and unmanaged coverage models. · Increase partner capability, loyalty, productivity and wallet share across solutions, software, services and sustainability offerings. Strategic Alliances & Go-to-Market · Lead executive relationships with server OEMs, infrastructure providers, cloud providers and AI ecosystem players. · Create joint go-to-market plans, co-sell motions, bundled offers and differentiated solution value propositions. · Drive account mapping, opportunity sharing, executive sponsorship and partner participation in AI-ready data-center and next-generation infrastructure opportunities. Distributor & Partner Performance · Lead joint business planning and quarterly business reviews with distributors and key partners, supported by clear performance measures and accountability. · Drive sales-out growth, partner profitability and inventory health; ensure effective execution of commercial programs and channel policies. · Resolve channel conflicts and maintain transparent rules of engagement across direct and indirect sales motions. Partner Enablement & Capability Building · Build partner competencies in Secure Power solutions, software, lifecycle services, sustainability, data centers, EcoXpert and AI infrastructure. · Accelerate certification, specialization and program participation, enabling partners to move from product selling to solution selling and adopt new offers and sales plays. Cross-Functional Leadership & Governance · Align enterprise sales, segment teams, marketing, services, offer management, finance and operations around cluster growth priorities and coordinated execution. · Support major opportunities through joint customer engagement and partner-led solution development. · Own channel forecasting, pipeline governance and structured performance reviews; provide accurate business insights and recommendations to leadership. What qualifications will make you successful? · 10+ years of experience in channel sales, alliances, business development or partner management, with leadership exposure in IT, data centers, critical power, infrastructure or technology. · IT hardware sales/P&L experience is essential. Added IT software sales/P&L is beneficial. · Channel sales or management experience and project sales experience is essential. · Proven success managing distributors, strategic partners and executive stakeholders within indirect-sales and ecosystem-led growth models. · Knowledge of Secure Power market dynamics, data-center and AI-infrastructure ecosystems, channel economics, partner programs, go-to-market strategy and enterprise solution selling would be advantageous. · Strategic thinking, commercial acumen, business planning and data-driven decision making. · Executive stakeholder management, negotiation, influencing and alliance development. · Leadership, coaching, collaboration, accountability and customer centricity. · Act as the cluster leader for Secure Power channels and alliances, building a high-performing ecosystem that scales profitable growth. · Strengthen executive relationships across distributors, partners and technology alliances, and accelerate growth in AI, data centers, edge, software and services. · Foster a culture of collaboration, accountability, customer focus and continuous improvement. · Open to a Singapore-only scope for this role. Able to be hands-on as this role will not manage staff now (though this person may be groomed for future people management responsibilities in the future).