The posting
· 10+ years of experience gained with IT MNCs 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 withinindirect-sales and ecosystem-led growth models.
· Open to a Singapore-onlyscope 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 future).
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-salescapacity.
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 andnew 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-marketplans, co-sell motions, bundled offers and differentiated solution value propositions.
· Drive account mapping, opportunity sharing, executive sponsorship and partner participation inAI-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 byclear 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 fromproduct 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 accuratebusiness 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 ortechnology.
· IT hardware sales/P&Lexperience 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 withinindirect-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-onlyscope 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).
Plus/selling pts of role and co:
· 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
· Opportunities to be groomed for a people manager role.
· Potential future job rotation opportunities
To apply, pl send your cv in word doc to [email protected]. Pl also include details on your current salary, expected salary, and notice period in your cv.
We regret to inform that only shortlisted candidates will be notified.
Posted by:
CAP Consulting (EA license: 14C7175)
Caroline Poh (EARegistration: R1105649)
Date the ad is posted: 28 Oct 2026
