The Head of Channels & Alliances leads 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.
- 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.
What's in it for me? - Lead meaningful work that contributes to global sustainability and efficiency goals
- Growth-focused environment with leadership development and advancement opportunities
- Supportive, innovative culture where your ideas and decisions make a difference
- Flexible work options designed to help you thrive professionally and personally
Bring your leadership talent to a team that's ready to welcome you - apply now!
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€40 billion global revenue
+9% organic growth
150 000+ employees in 100+ countries
You must submit an online application to be considered for any position with us. This position will be posted until filled.
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Responsibilities
The Head of Channels & Alliances leads 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.
- 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.
