Channel / Channel Development Manager (Based in Malaysia)

We deliver customer value with tailor-made IT infrastructure solutions and outstanding expertise.

Datwyler IT Infra is an internationally established company with headquarters in Switzerland and affiliates in Europe, the Middle East and Asia. Our company delivers first-class IT system solutions, products and services for data centres, fibre optic networks (campus, FTTx) and smart buildings. Datwyler was founded more than 100 years ago and employs a workforce of around 900 people.

Department: Sales, IT

Reporting To: Head of Sales (IT), APAC (excluding China)

Location: Malaysia (Regional Role – APAC excluding China)

Employment Type: Full-time

1. Position Summary

We are seeking a highly driven and strategic Channel / Channel Development Manager to lead and expand our partner ecosystem in Malaysia and across APAC (excluding China).

This role is positioned across three core business pillars: Data Center Infrastructure, Structured Cabling, and IT Solutions, and is responsible for driving partner-led growth through a modern, scalable channel model.

The successful candidate will:

• Lead Malaysia partner sales performance

• Build and implement a regional channel framework

• Develop and scale a high-performing APAC partner ecosystem

• Enable a modern partner-led go-to-market (GTM) strategy

This role operates across a broad ecosystem including:

• Distributors

• Resellers / Value-Added Resellers (VARs)

• System Integrators (SIs)

• Infrastructure Vendors

• Consultants and Contractors

Industry / Market Focus

• Data Center Infrastructure (Enterprise, Hyperscale, Colocation)

• Structured Cabling & Connectivity Solutions

• IT Solutions & Network Infrastructure

• End-to-end infrastructure supporting digital transformation, cloud adoption, and high-performance environments

2. Key Responsibilities

A. Malaysia Partner Sales Leadership

• Drive partner-led revenue growth in Malaysia aligned to targets

• Develop and execute channel sales strategies

• Manage key partner relationships

• Drive pipeline generation, deal registration, and conversion

• Conduct regular business reviews

B. APAC Channel Partner Framework (Excluding China)

• Design and implement a standardized regional channel framework

• Partner segmentation and tiering

• Onboarding, certification, and enablement

• Governance and compliance models

• Ensure consistent adoption across APAC markets

• Build scalable GTM processes

C. APAC Partner Development

• Recruit and onboard partners across APAC

• Expand ecosystem (Distributors, Resellers, SIs, Vendors)

• Develop capability across Data Center, Cabling, IT Solutions

• Drive long-term growth plans

• Monitor and improve performance

D. APAC Channel Marketing

• Lead regional channel marketing initiatives

• Execute Joint Business Plans (JBPs)

• Drive demand generation (events, webinars, campaigns)

• Manage MDF and track ROI

• Strengthen brand alignment

3. Qualifications & Requirements

Education & Experience

• Bachelor's degree in Business, Marketing, or related field

• 8–12 years channel experience

• Experience in Data Center, Cabling, IT Solutions

• APAC ecosystem experience

• Proven partner-led growth track record

Key Skills & Competencies

• Strong partner-led GTM understanding

• Ecosystem stakeholder engagement

• Commercial acumen

• Strategic execution

• High ownership

4. Key Performance Indicators (KPIs)

A. Revenue & Sales Performance

Malaysia partner-led revenue growth vs. annual target

Channel contribution to total revenue

Growth across Data Center, Cabling, IT Solutions

Average deal size and win rate

B. Partner Ecosystem Development

New partners recruited

Active partner ratio

Coverage across markets

Strategic partner contribution

C. Pipeline & Opportunity Management

Partner pipeline growth

Pipeline coverage ratio

Deal conversion rate

Time-to-close

D. Channel Framework Adoption

Framework adoption

Tiering and certification compliance

Enablement participation

APAC execution consistency

E. Partner Capability & Enablement

Certified partners

Capability across solutions

Solution maturity

Technical capability improvement

F. Channel Marketing Effectiveness

MDF ROI

Campaign performance

Partner leads

Participation rate

G. Strategic Business Impact

APAC market expansion

Project penetration

Ecosystem strength

Partner satisfaction

5. Why Join Us

• Lead high-impact APAC channel strategy

• Work across three growth pillars

• Build scalable partner ecosystem

• Strong leadership visibility

• Addressable, especially in Cabling Solutions market

We offer a diverse and global work environment

As an internationally active company, Datwyler IT Infra offers a wide range of job profiles and career opportunities. We encourage ambitious individuals to approach their tasks with commitment and enthusiasm, to grow and to exceed expectations. This empowers all employees to shape their own work and actively influence it.

At Datwyler, we encourage our employees to contribute their talents in a global environment and to continuously develop them. Our employees are the heart of the company. We treat each other with respect, trust and loyalty. Mutual appreciation is our top priority.

datwyler-itinfra.com