Sales Channel Manager - Business

Summary

The people here at Apple don’t just create products — they create the kind of wonder that’s revolutionised entire industries. It’s the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it. Apple’s Sales organisation generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team is in many ways, the face of Apple to our largest customers. We are here to help businesses transform the way people work— while growing top-line revenue for Apple. To realise this goal, we gain deep understanding of the businesses we manage—at all levels from tactical to strategic. We create a vision that can inspire customers to transform using Apple products. We collaborate closely with internal and external partners to create plans for solutions and new use cases, and then we help drive execution of the solution.

Minimum Qualifications

7+ years of experience in channel management, commercial program development, business development, partner marketing, or sales strategy within the technology sector in Malaysia. Proven experience working with resellers channels, commercial distributors, and IT partners serving Mid-Market and SMB customers. 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. Demonstrated ability to deliver on 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.

Preferred Qualifications

No matter the audience, you are an expert at presenting. And, you’re cool under pressure. You make the complex simple and you command an audience by bringing them along for the journey. You empower others to learn, to be curious and ultimately, share your passion for the Apple story. When challenged with complex questions, you share your deep knowledge of how our hardware, software and services integrate. Apple doesn’t cut corners, in products or in business. You bring the highest level of integrity, honesty, and accountability in all that you do, every single day. You are a trusted advisor who does what you say you’ll do – and always does what’s best for Apple. You see the world through the eyes of the customer by deeply understanding their business needs, challenges, and concerns. At Apple, we obsess over how people experience our products and services. You not only meet our customers’ expectations, but you exceed them. Customer and partner needs can often be unique – but, you’re quick on your feet and connect and influence the right people both inside and outside of Apple. As a go to person with leadership, you are trusted and comfortable in tough situations. You can settle disputes, negotiations and own the hard calls with minimal noise. You step up to conflicts and see them as opportunities to shine. You believe that communication is key to Apple’s success. You’re a dreamer and someone who actively talks and listens through endless possibilities – with customers and teammates alike. To ensure the most innovative ideas become a reality, you recognise perspectives, patiently listen to every detail and commit to what is right, in order to move us forward. You know yourself – you have strengths, weaknesses and opportunities - but you also know the people around you and are open to their feedback. You relate well to all kinds of people – up, down, and sideways, inside and outside the organisation. When faced with a challenging opportunity, you know who to connect with and when. People know you as a true collaborator who knows what it takes to win. Apple and third party solutions solve complex business problems in simple and innovative ways. You create competitive and breakthrough strategies that truly shape the future. You do this by asking why and why not, both stripping out what is not essential and identifying what is. By doing so, you are able to see what’s ahead and identify trends that will be critical for growth. You strive for excellence in everything you do. Due to changing priorities or urgent customer needs, you face the daily challenge of where to focus your time and energy. You have a don’t give up attitude, and finish, especially in the face of resistance or setbacks. You seize every opportunity and empower others to reach their goals along the way. Master’s degree, MBA, or equivalent advanced degree/experience preferred.

Description

As the Channel Manager for Mid-market and Small Business, you will be responsible for defining and executing joint partner strategies that expand market coverage, strengthen partner capabilities, and scale Apple engagement with SMB customers across Malaysia. Working hand-in-hand with our partners' sales leadership and account teams, you will capture their hearts and minds for Apple, transforming them from transactional resellers into consultative, strategic business partners capable of creating demand, engaging C-level decision-makers, and closing complex platform opportunities.

Responsibilities

Strategic Growth & Joint Business Planning: Develop joint strategic growth plans aligned with Apple’s and the partner’s business strategies; identify priority industries, customer segments, and coverage gaps to expand Business market reach. Business Strategy: Define and drive the Malaysia Business channel strategy to expand customer reach, net-new customer acquisition, and device adoption through APN and T2 partners. Pipeline Generation & Conversion: Build and convert Channel pipeline through active opportunity identification, demand creation programs, and rigorous deal support from development through closure. Scalable Program & Offer Design: Design and deploy commercial programs, promotional offers, and demand-generation initiatives that address SMB customer pain points and drive partner engagement. Partner Capability Building: Evolve strategic partners from transactional hardware selling toward consultative, solution-led conversations spanning hardware, software, services, lifecycle management, and security; deploy targeted coaching, enablement tools, and training to bridge capability gaps. Partner Activation & Field Execution: Work closely with distributors and T2 partner sales teams to activate programs, build demand, and drive conversion from initial lead through transaction. Repeatable Go-to-Market Plays: Build scalable, standardized sales motions and commercial plays that can be deployed across a wide network of channel partners to maximize reach and efficiency. Roadmap & Investment Governance: Manage the channel program roadmap and allocate partner incentives and co-investments in alignment with business priorities and market opportunities. Performance Measurement & Optimization: Track and evaluate program health and return on investment using KPIs including partner participation rates, pipeline generation, customer acquisition, conversion, revenue, and ecosystem attach. Sales Enablement & Playbooks: Develop practical sales playbooks, enablement tools, battlecards, and training materials that make it easy for partner sales reps to pitch and position Apple solutions. Cross-Functional Collaboration: Partner closely with Technical Pre-sales, Sales Operations, Finance, Marketing and Distributor teams to take programs from concept to flawless execution.