Sales - Channel Manager, Business

Apple

About The Position

Apple’s Sales organisation generates revenue that supports the ongoing development of its products and services. The team helps businesses transform how people work by understanding customer needs, developing solutions with internal and external partners, and driving execution. As Channel Manager for Mid-market and Small Business, you will define and execute joint partner strategies to expand market coverage, strengthen partner capabilities, and scale Apple engagement with SMB customers across Malaysia. Working with partner sales leaders and account teams, you will develop resellers into consultative, strategic business partners able to create demand, engage C-level decision-makers, and close complex platform opportunities. The role includes setting channel strategy and joint business plans, generating and converting pipeline, designing scalable commercial programs and go-to-market plays, building partner capabilities, and managing program roadmaps, incentives, and co-investments. You will measure program performance and return on investment, develop partner sales enablement materials, and collaborate with technical pre-sales, Sales Operations, Finance, Marketing, and distributor teams to execute programs. The successful candidate is an experienced presenter and communicator, an accountable and customer-focused partner, and a collaborative strategic thinker who can influence stakeholders, handle challenging situations, adapt to changing priorities, and persist through setbacks. A master’s degree, MBA, or equivalent advanced degree or experience is preferred.

Requirements

At least 7 years of experience in channel management, commercial program development, business development, partner marketing, or sales strategy in the technology sector in Malaysia.
Proven experience working with reseller channels, commercial distributors, and IT partners serving Mid-Market and SMB customers.
A track record of building, launching, and scaling commercial channel programs, partner incentives, and demand-generation campaigns.
Solid understanding of channel economics, partner profitability, distributor models, and reseller sales motions.
Ability to deliver short-term quarterly operational goals while establishing scalable programs for future growth.
Excellent communication, presentation, and partner relationship-building skills.
Bachelor’s degree or equivalent experience.
Ability to present complex information clearly, remain composed under pressure, and help others understand Apple’s products and story.
Integrity, honesty, accountability, and a customer-focused approach.
Ability to influence and collaborate with stakeholders, navigate disputes and negotiations, and make difficult decisions.
Strategic and competitive thinking, including the ability to identify trends and growth opportunities.
Adaptability, persistence, and a commitment to completing work despite changing priorities or setbacks.

Nice To Haves

Master’s degree, MBA, or equivalent advanced degree or experience.

Responsibilities

Develop joint strategic growth plans aligned with Apple’s and partners’ business strategies, identifying priority industries, customer segments, and coverage gaps.
Define and drive Malaysia’s Business channel strategy to expand customer reach, acquire new customers, and increase device adoption through APN and T2 partners.
Identify opportunities, create demand, and support channel deals from development through closure to build and convert pipeline.
Design and deploy commercial programs, promotional offers, and demand-generation initiatives that address SMB customer needs and engage partners.
Build partner capabilities in consultative, solution-led selling across hardware, software, services, lifecycle management, and security through coaching, tools, and training.
Work with distributors and T2 partner sales teams to activate programs, generate demand, and drive conversion from lead to transaction.
Create scalable, standardized sales motions and commercial plays for use across a wide network of channel partners.
Manage the channel program roadmap and allocate partner incentives and co-investments in line with business priorities and market opportunities.
Measure program health and return on investment using KPIs such as partner participation, pipeline generation, customer acquisition, conversion, revenue, and ecosystem attach.
Develop sales playbooks, enablement tools, battlecards, and training materials for partner sales representatives.
Collaborate with Technical Pre-sales, Sales Operations, Finance, Marketing, and distributor teams to take programs from concept through execution.