Strategic Channel Director

THE FUTURE IS WHAT WE MAKE IT.

Strategic Channel & BD Director - APAC

Kuala Lumpur Malaysia

This role will report to Chief Commercial and Strategy Officer Global Regions and will be based in Kuala Lumpur Malaysia.

With Channel partners playing a pivotal role in scaling our commercial capabilities we have created a dedicated new role to grow business with our Strategic Channels across SBGs and GBEs in APAC. This role will partner with the SBG business leaders and regional leaders to develop growth plans that can accelerate growth of these accounts 2-3 x that of industry and unlock growth in new verticals segments and geographies. This role will also drive channels GDM across APAC and support development of overall regional strategy.

The person will have responsibility including but not limited to below:

Build a portfolio of Strategic Channel Accounts across APAC fully aligned with Regional and SBG leads

Develop a framework and criteria for Strategic Channel Accounts selection aligned to GDMs

Operate in close partnership and in full alignment with the SBG business leaders to ensure all operating processes / transactions with channels are driven by (and remain the responsibility of) regional GBE

Own strong relationship with the Strategic Channel leadership in partnership with regional leaders

Develop joint short term (Annual Operating Plan) and long term (STRAP) growth plans with Strategic Channels to outgrow industry by 2-3x aligned with regional GBE business leads

Develop Mutually Agreed Plan (MAP); identify and drive Strategic Channel campaigns to drive demands and create opportunities in new verticals segments and geographies as defined in MAP

Create and lead One-Honeywell country channel council (across GBEs)

Provide endtoend ownership of the Strategic Channel playbook driving its creation governance and timely updates while ensuring consistent alignment and adherence across all SBGs and GBEs

Share best practices to and from the Strategic Channel across GBEs when applicable

Develop tooling process and methods to drive Strategic Channels MOS aligned to Accelerator GDM

Managecompliance and legal requirementsof Strategic Channel Accounts ensuring deployment and renewal of program agreements channel contracts partner due diligence and vetting

Drive organic growth across region by supporting to shape the regional strategic plan (STRAP) and leading breakthrough growth initiatives aligned to Short Cycle growth

MUST HAVE

15 years of relevant experience in experience in marketing sales commercial operations or commercial excellence preferably within channel-focused industries or companies.

Deep understanding of direct vs. channel partner sales frameworks and commercial strategies including two-step distribution.

Familiarity with different types of channel partners and differences in business models across the channel types including distributors resellers system integrators and OEMs.

Highly analytical decision-maker with ability to support abstract ideas with structured analysis.

Proficient with analytical tools including Excel PowerPoint and Salesforce

Experienced in collaborating with cross-functional teams across marketing sales legal and compliance.

WE VALUE

MBA or Masters degree from an accredited university or college

10 years of strategy channel marketing or channel operations experience

Management Consulting Experience at top 3 consulting companies

Excellent communication skills both written and verbal.

Self-motivation and self-management

The ability to build consensus across various functional groups including peers senior executives and management.

Excellent project management skills

Strong interest in driving commercial growth in complex business environments and large matrixed organizations.

Ability to work with C-level Executives