Head of Channel Development (Enterprise Business)

Are you ready to get ahead in your career?

• We want to empower you to turn your ambitions into achievements.
• We thrive in inclusiveness, diversity and embrace close collaborations for you to create impact for yourself and others.
• Together, we aim to bring the best of technology to help people, businesses and the nation to be ahead in a changing world.
• To realise our vision to become Malaysia’s leading converged solutions company, we are looking for a new talent to innovate and grow with us in a culture that values commitment, performance and possibilities.

1. Channel Strategy & Framework Development

• Design and continuously refine the end-to-end B2B channel partner framework covering recruitment, onboarding, training, incentives, governance and support, aligned to overall B2B growth strategy.
• Define channel partner segmentation and tiering model with differentiated value propositions (where applicable).
• Set annual and multi-year channel targets (revenue, partner count, product mix) in collaboration with B2B sales, marketing and finance leadership.
• Develop the channel partner policy, partner agreement templates and code of conduct in coordination with Legal and Compliance.

2. Partner Recruitment & Selection

• Build a partner recruitment strategy and pipeline, identifying and prioritising target partner profiles (ICT resellers, telco dealers, systems integrators, consultants, referral partners) by geography and industry vertical.
• Establish clear partner selection criteria, due diligence and vetting processes, including financial standing, technical capability, market coverage and reputation checks.
• Lead negotiation and execution of partner agreements, commercial terms and service-level commitments.
• Own the recruitment funnel and conversion metrics, continuously improving sourcing channels and qualification speed.

3. Onboarding & Enablement

• Design a structured onboarding journey covering company/product introduction, systems access, sales tools, compliance requirements and first-90-days milestones.
• Ensure new partners are equipped with sales collateral, pricing tools, CRM/portal access and escalation contacts before go-live.
• Assign onboarding owners/relationship managers to each new partner and track time-to-first-sale as a key onboarding metric.
• Continuously streamline onboarding processes to reduce partner activation time and early-stage drop-off.

4. Training & Capability Development

• Develop and govern a structured training curriculum covering product knowledge (connectivity and ICT solutions), solution selling, competitive positioning, systems/tools and compliance.
• Establish partner certification levels/tracks that link capability to incentive eligibility and tier progression.
• Work with Product, Marketing and L&D teams to keep training content current with new product launches and market developments.
• Deploy a mix of training formats - in-person workshops, e-learning, webinars, certification exams - supported by a learning management system or partner portal.

5. Incentive & Compensation Design

• Design competitive and profitable partner incentive structures, including base commissions, volume/target-based rebates, spiffs, market development funds (MDF) and non-cash rewards.
• Benchmark incentive schemes against competitors and industry practice to ensure the programme attracts and retains high-performing partners.
• Partner with Finance to model incentive cost-to-revenue ratios and ensure schemes remain commercially sustainable.
• Run periodic incentive campaigns/contests to drive focused product pushes or market expansion.

6. Ongoing Partner Support & Relationship Management

• Establish a partner support model (dedicated channel account managers, partner helpdesk, escalation matrix) to ensure timely resolution of sales, technical and billing issues.
• Conduct regular business reviews (monthly/quarterly) with key partners to track performance, address issues and identify growth opportunities.
• Maintain and enhance the partner portal/self-service tools for order management, pricing, training and marketing resources.
• Act as escalation point for critical partner relationship issues and represent the channel function in cross-functional forums.

7. Performance Management & Governance

• Establish partner performance scorecards and conduct regular reviews against targets, with clear consequences for under-performance and rewards for over-performance.
• Monitor channel health metrics - partner activation, productivity, retention/attrition, satisfaction (partner NPS) - and take corrective action where needed.
• Ensure partner compliance with regulatory, data protection and company policy requirements, including Malaysian Communications and Multimedia Commission (MCMC) and relevant telco regulations.
• Own channel governance forums (e.g. partner advisory council) to gather feedback and co-create programme improvements.

8. Cross-Functional Collaboration

• Partner closely with B2B Sales, Product, Marketing, Pricing, Legal, Finance and Customer Service to ensure the channel framework is embedded across the organisation.
• Align channel go-to-market plans with direct sales to manage channel conflict and ensure coverage optimisation.
• Collaborate with Marketing on co-branded partner marketing, lead generation and market development fund utilisation.

9. Budget & Commercial Ownership

• Own the channel development budget, including recruitment, training, incentive and support programme costs.
• Report channel performance, ROI and forecasts to senior leadership on a regular cadence.
• Identify and business-case new channel investments (technology platforms, incentive scheme redesigns, new partner segments).

What’s next?

• Once you’ve applied online, our team will carefully review your application. Due to a high volume of applications, we appreciate your patience to allow for a fair and timely review process.
• Should you be shortlisted for the role, we will send you an invitation via email for a digital interview. You can also check on your application status by logging into your candidate account.

Maxis values diverse voices & people. We hire and reward our employees based on capability & performance - regardless of ethnicity, gender, age, education, religion, nationality or physical ability.