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. Why does this job exist and why is it critical?​ 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,…