Sales - Channel Manager, Enterprise

Apple•Published 1 days ago•First seen 23 hours ago

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 understandings 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.

Description

As the Enterprise Channel Lead, you will be responsible for defining and executing joint partner strategies that expand market coverage, strengthen partner capabilities, and drive deeper engagement with strategic Enterprise customers across Philippines/Thailand.

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 Enterprise market reach.
Account Development & C-Level Engagement: Work with partners and Apple Enterprise Sales teams to map priority accounts, build joint account plans, and deepen engagement across C-level, Line of Business (LOB), and IT leaders to drive new customer acquisition and account expansion.
Pipeline Generation & Conversion: Build and convert partner-led Enterprise pipeline through active opportunity identification, demand creation programs, and rigorous deal support from development through closure.
Partner Capability Transformation: 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.
Scalable Go-to-Market Motions: Create repeatable partner sales motions, industry plays, and go-to-market models that can be scaled across strategic accounts and partners throughout Thailand.
Governance & Performance Reviews: Lead regular business reviews to assess the health, strength, and effectiveness of partnerships; track performance using revenue, pipeline, net-new customer acquisition, account penetration, and capability KPIs.
Cross-Functional Orchestration: Align resources and joint investments to high-value opportunities by collaborating seamlessly with Technical Pre-sales, Sales Operations, Finance, Marketing, Legal, and Strategic Partner teams in country, regional and ww teams.

Minimum Qualifications

10+ years of experience in B2B sales, strategic channel management, business development, partner development, or a related function within Thailand's IT/Enterprise technology industry.
Proven track record in consultative selling, developing Enterprise channel strategies, joint business plans, and partner-led go-to-market models.
Demonstrated experience driving partner-led Enterprise growth, including strategic account penetration, large-deal orchestration, and executive C-level engagement.
Deep experience working with System Integrators (SIs), Value-Added Resellers (VARs), distributors, and technology solution providers.
Strong understanding of the Enterprise technology ecosystem, including devices, operating systems, cloud, enterprise software, security, services, and device lifecycle solutions.
Experience managing joint partner investments, co-marketing funds, and influencing senior partner leadership to align priorities and resources.
Demonstrated ability to balance delivering on short-term quarterly goals while building sustainable long-term value and future demand.
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.