The Job

Channel Partner Business Manager - APAC

Logistics, Sales & Operations · Sales & Business Development · Sales Management · Enterprise Sales

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In short

ABB is seeking a Channel Partner Business Manager for APAC to develop and execute channel partner strategies for its Automation business within Energy Industries, focusing on Solutions and OOEM opportunities. This hybrid role, based in Petaling Jaya, Malaysia, involves identifying, onboarding, and enabling channel partners to drive growth and market coverage.

Responsibilities

  • Develop and execute the channel partner strategy for ABB Automation in Energy Industries, focusing on Solutions opportunities (greenfield and OOEM-type).
  • Identify, evaluate, and onboard new channel partners to expand market coverage and support growth in strategic opportunity areas.
  • Implement structured onboarding and capability-building programs for partners.
  • Develop and execute the regional channel sales strategy for Solutions opportunities aligned with business growth priorities.
  • Set and monitor performance targets for channel partners.
  • Ensure detailed business plans, pipeline reviews, and pursuit strategies are in place for channel partners.
  • Support opportunity qualification, solution positioning, and commercial alignment.

Requirements

  • Bachelor’s degree in engineering, business, marketing, or a related discipline.
  • Minimum 10 years of experience in 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.
  • Demonstrated ability to build opportunity pipelines, support solution positioning, and enable partners to win strategic opportunities.
  • Strong commercial acumen, including pricing discipline, contract awareness, risk management, and profitability focus.
  • 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.
  • Global mindset, intercultural sensitivity, and ability to collaborate effectively across APAC markets, partners, customers, and internal ABB teams.

Desired Qualifications

  • An MBA or postgraduate qualification is preferred.

Benefits

  • Opportunity to lead and shape ABB's channel partner strategy.
  • Empowerment to grow skills and take on challenges.
  • Work that creates visible and tangible impact.
  • Tools and freedom to grow your skills and shape your path.
  • Commitment to diversity, inclusion, and equal opportunities.
#channel partner#business manager#APAC#automation#energy industries#solutions#sales#business development#channel management#technical sales#commercial leadership#greenfield#OOEM
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Company

ABB

Job Posted

1 month ago

Employment Type

Full Time

WorkMode

Hybrid

Experience Level

Senior

Locations

Petaling Jaya, Malaysia

Qualification

Bachelor, Master

Applicants

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