APJ Channel Program Manager

Role Summary

The APJ Channel Program Lead is responsible for designing, executing, and scaling channel programs across the APJ region to drive partner-led growth, program adoption, and strategic alignment with Global initiatives. This role acts as the bridge between Global program strategy and local APJ market execution, ensuring programs are relevant, scalable, and impactful across diverse markets.

Key Responsibilities

1. Channel Program Strategy & Design

• Own the execution for APJ channel programs (e.g. partner tiers, incentives, clubs, promotions).
• Translate Global channel initiatives into APJ-ready programs while accounting for local market dynamics.
• Define clear eligibility criteria, qualification requirements, and success metrics for each program

2. Program Execution & Governance

• Drive consistent program execution across APJ markets while allowing for controlled local flexibility.
• Establish program governance, timelines, and operational cadence with Sales, Marketing, and Alliances.
• Monitor program performance and make data-driven adjustments to improve effectiveness.

3. Partner Activation & Adoption

• Increase partner engagement and adoption of strategic motions (e.g. attach, upsell, services-led selling).
• Identify lighthouse partners and scale proven motions across the broader ecosystem.
• Ensure programs move partners up the value curve, not just increase transactional volume.

4. Cross-Functional Alignment

• Align channel programs with Sales motions, Marketing campaigns, and Global priorities.
• Act as a regional point of contact for Global program teams, providing APJ feedback and insights.
• Work closely with regional Channel, Sales, and Marketing leaders to ensure consistent execution.

5. Performance Measurement & Insights

• Define and track KPIs such as program adoption, attach rates, pipeline contribution, and partner progression.
• Provide regular readouts and insights to regional and Global stakeholders.
• Use data and partner feedback to continuously refine program design.

Required Experience & Skills

• 5+ years of experience in Channel, Partner, or Program roles within enterprise software or SaaS.
• Strong understanding of partner ecosystems across APJ, including regional market differences.
• Proven experience designing and scaling channel programs across multiple countries.
• Ability to balance Global Programs and align with local execution realities.
• Strong stakeholder management skills across Sales, Marketing, Alliances, Regional and Global teams.
• Data-driven mindset with the ability to turn insights into action.

Preferred Qualifications

• Experience working with GSIs, MSPs, and multi-tier partner ecosystems.
• Familiarity with incentive structures, rebates, and partner enablement frameworks.
• Prior experience developing successful programs/incentives in a regional or global role covering APJ markets.
• Strong executive communication and influence skills.