Your Title: Channel Business Development Manager APAC
Job Location: Singapore or Malaysia
Our Department: AECO
What You Will Do
You will be responsible for identifying and recruiting new channel partners, including License Consultants, Channel partners, and CSMs, to build a robust partner ecosystem. You will be helping to accelerate growth in the APAC territory by expanding the software sales business and achieving revenue targets through strategic business opportunities. You will lead partner onboarding and training, ensuring new resellers are equipped to drive sales growth. The role requires a confident and influential individual with an enterprise growth vision, capable of developing strong business relationships across the board.
Additionally you will also:
Evaluate the value potential of new resellers, create custom key development activities, and implement the team's sales initiatives.
Provide accurate monthly and quarterly sales forecasts for the partners they are responsible for.
Identify, evaluate and recruit new channel partners (resellers, integrators, consulting firms) across the APAC territory who align with Trimble’s AECO ecosystem and revenue growth goals.
Design and execute a partner acquisition strategy including partner persona definition, target list qualification, outreach, pitch and formal appointment process.
Lead the partner onboarding process: coordinate contract terms, channel agreements, registration, enablement training and go-to-market (GTM) launch readiness.
Implementing and consulting on partner enablement programmes: training modules (sales, technical, marketing) so that new partners are fully equipped to position and sell Trimble’s solutions.
Work with newly on-boarded partners to build their business plans (joint business/marketing planning), set targets, define KPIs, and monitor their ramp-up progress.
Collaborate with internal teams (sales field, product, marketing, channel operations ) to provision partners with the tools, collateral, systems access and support necessary for success.
Monitor and report on partner-ecosystem health: track partner pipeline, partner-generated revenue, onboarding metrics (time to first deal), partner satisfaction and partner attrition.
Drive partner-program optimisation/consultative work on review and refinement of partner criteria, tiering models, incentive schemes, GTM campaigns and onboarding flows to scale the ecosystem effectively.
Act as the partner advocate within Trimble: surface partner feedback, highlight training/resource gaps, identify partner conflicts or bottlenecks and work cross-functionally to resolve them.
Ensure partner compliance and governance: ensure partners adhere to Trimble’s channel policies, regional legal/regulatory requirements and contractual obligations.
What Skills & Experience You Should Bring
Capable of leading channels through complex solution sales discussions to achieve higher-value outcomes.
Resilient in overcoming frustration and challenges.
Experienced in selling solutions and driving successful outcomes.
Team-oriented, committed to shared goals, and adaptable to fast-paced environments.
Efficient and professional in managing multiple tasks simultaneously.
Self-motivated, meets deadlines consistently, and maintains high accuracy and attention to detail.
Strong communication and training skills, with the ability to engage and enable partner sales/technical resources across Asia (English + local language beneficial).
Software company experience, BIM or AEC background is a plus
Willingness to travel up to 60% of the time.
Proven experience in recruiting, onboarding and managing channel partners (resellers, system integrators, consulting-partners) in the technology/software sector.
Demonstrated ability to build and scale a partner ecosystem in a regional/geo context (preferably in APAC) including setting up partner qualification criteria, enablement programmes and joint business plans.
Strong business planning and partner business model skills: ability to co-create and manage partner business plans, set and track partner KPIs, and drive partner revenue growth.
Skilled in partner enablement and training – able to design and deliver enablement programmes (sales/technical) and monitor partner readiness & ramp-up.
Excellent relationship-building skills with both internal stakeholders and external partner organisations, able to influence at multiple levels (sales, technical, executive).
Comfortable working in a matrixed organisation: able to coordinate cross-functional teams (sales, marketing, product, operations) to drive partner success.
Analytical and data-driven: able to use partner performance metrics, pipeline analysis, partner lifecycle data to make decisions and drive improvements in the channel ecosystem.
About our AECO Division
Trimble’s Construction AECO Division is comprised of five divisions responsible for different products and services related to the construction lifecycle, including:
Design & Engineering
General Contracting
Civil Contracting
Trade Constructions
We are actively leveraging these industry-leading capabilities to deliver a unified Trimble Construction One (TC1) offering to our customers. Internally, TC1 represents a significant evolution for our product platform and go-to-market capabilities. Externally, TC1 represents our customers' opportunity to embark on a digital transformation journey of their own. The advent of TC1 allows our customers to engage with more of Trimble’s capabilities in a streamlined and integrated way. We are a high-performing organization that champions diversity, inclusion, collaboration, and opportunity as we work to provide customers with continuously enhanced value on a platform of integrated products and services.
About Trimble
Trimble is an industrial technology company transforming the way the world works by delivering solutions that enable our customers to thrive. Core technologies in positioning, modeling, connectivity and data analytics connect the digital and physical worlds to improve productivity, quality, safety, transparency and sustainability.
From purpose built products to enterprise lifecycle solutions, Trimble is transforming industries such as agriculture, construction, geospatial and transportation.
www.trimble.com
How to Apply: Please submit an online application for this position by clicking on the ‘Apply Now’ button located in this posting.
Application Deadline: Applications could be accepted until at least 30 days from the posting date.
Join a Values-Driven Team: Belong, Grow, Innovate.
At Trimble, our core values of Belong, Grow, and Innovate aren't just words—they're the foundation of our culture. We foster an environment where you are seen, heard, and valued (Belong); where you have an opportunity to build a career and drive our collective growth (Grow); and where your innovative ideas shape the future (Innovate). We believe in empowering local teams to create impactful strategies, ensuring our global vision resonates with every individual. Become part of a team where your contributions truly matter.
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