Channel Partner Business Manager - APAC
At a glance
Mid-level Channel & Partnerships role at Abb. Petaling Jaya · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build the APAC partner strategy for Solutions pursuits in greenfield and OOEM opportunities
- Find, assess, and bring on partners that expand coverage across strategic growth markets
- Equip partners with onboarding, capability development, compliance guidance, and pursuit discipline
- Set partner goals, review pipelines, and manage plans covering activation, revenue, coverage, and engagement
- Help partners qualify opportunities, shape solutions, align commercials, and compete for strategic projects
What you bring
- A bachelor’s degree in engineering, business, marketing, or a related field is required
- At least ten years across sales, business development, channel management, technical sales, or commercial leadership
- Hands-on experience recruiting, onboarding, developing, planning with, and governing channel partners
- Strong knowledge of ABB Energy Industries solutions, customer buying processes, project pursuits, and partner models
- Commercial judgment covering pricing, contracts, risk, profitability, and internal approvals
Who this fits
This role suits a senior channel leader who can operate across APAC markets, countries, functions, customers, and partners. You should be comfortable working through indirect, matrixed, and virtual teams, with strong intercultural awareness and communication skills. The position is based in Petaling Jaya, Malaysia and reports to the Solutions Sales Leader for APAC.
From the employer
At ABB, we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.
This position reports to:
Solutions Sales Leader - APAC__
Your role and responsibilities
In this role, you will develop and execute the channel partner strategy for ABB Automation in Energy Industries, with specific focus on Solutions opportunities. Solutions refers to greenfield and OOEM-type opportunities within ABB Automation in Energy Industries. You will identify, develop, and onboard new channel partners to expand ABB’s market coverage and support growth in strategic opportunity areas. You will also help channel partners position ABB effectively and win greenfield and/or OOEM-type opportunities through solution development, customer engagement, value proposition alignment, and disciplined business execution.
The work model for the role is:
- Identifying, evaluating, and onboarding new channel partners for ABB Automation in Energy Industries, focusing on Solutions opportunities, namely greenfield and OOEM-type pursuits in priority growth areas.
- Driving partner acquisition initiatives that expand ABB’s reach in OOEM and/or greenfield opportunities across strategic markets.
- Implementing structured onboarding and capability-building programs to ensure partners are aligned with ABB’s Energy Industries value proposition, compliance standards, and opportunity pursuit discipline for greenfield and OOEM-type opportunities.
- Developing and executing the regional channel sales strategy for Solutions opportunities within ABB Automation in Energy Industries, aligned with business growth priorities and market coverage objectives.
- Setting and monitoring performance targets for channel partners pursuing Solutions opportunities, including new partner activation, greenfield and/or OOEM-type opportunity pipeline development, revenue growth, market coverage, and customer engagement effectiveness.
- Ensuring detailed business plans, pipeline reviews, and pursuit strategies are in place for all channel partners focused on Solutions opportunities, with emphasis on converting greenfield and/or OOEM-type pursuits.
- Supporting opportunity qualification, solution positioning, and commercial alignment to help channel partners compete effectively in strategic customer and project pursuits.
Qualifications for the role
- Bachelor’s degree in engineering, business, marketing, or a related discipline; an MBA or postgraduate qualification is preferred.
- Minimum 10 years of experience across sales, business development, channel management, technical sales, or commercial leadership, preferably within automation, energy, power generation, process industries, or adjacent industrial sectors.
- Strong understanding of ABB’s solutions within Energy Industries, including greenfield and OOEM-type opportunities, customer buying processes, project pursuit cycles, and channel partner engagement models.
- Proven experience in identifying, evaluating, onboarding, and developing channel partners, including partner business planning, enablement, performance management, and compliance governance.
- Demonstrated ability to build opportunity pipelines, support solution positioning, and enable partners to win strategic greenfield and/or OOEM opportunities.
- Strong commercial acumen, including pricing discipline, contract awareness, risk management, profitability focus, and ability to work with internal stakeholders on governance and approvals.
- Advanced problem-solving, project management, stakeholder management, communication, and presentation skills.
- High accountability, self-drive, credibility, and ability to work effectively in indirect, matrixed, and virtual teams across countries and functions.
- Global mindset, intercultural sensitivity, and ability to collaborate effectively across APAC markets, partners, customers, and internal ABB teams.
What’s in it for you?
We want you to bring your full self to work—your ideas, your energy, your ambition. You’ll have the tools and freedom to grow your skills, shape your path, and take on challenges that matter. Here, your work creates impact you can see and feel, every day.
More about us
ABB’s Energy Industries business serves a wide range of industrial sectors, including hydrocarbons, chemicals, pharmaceuticals, power generation, water, and emerging energy segments. With integrated solutions that automate, digitalize, and electrify operations, ABB supports customers as they improve efficiency, reduce risk, and progress through the energy transition. We value people from different backgrounds and are committed to diversity, inclusion, and equal opportunities. Apply today for your next career step within ABB and write the next chapter of your ABB story.
Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative. That's why we welcome people from all backgrounds and experiences.
Ready to make an impact?
Apply today or visit https://www.abb.com to learn more about the impact of our solutions across the globe.
Not this one either?
Claude or ChatGPT reads the other 92,414 for you.
Get better matches →
