Service Global Channel Manager
ABB, Malaysia
Job Description
Take your next career step at ABB with a global team that is energizing the transformation of society and industry to achieve a more productive, sustainable future.
At ABB, we have the clear goal of driving diversity and inclusion across all dimensions: gender, LGBTQ+, abilities, ethnicity and generations. Together, we are embarking on a journey where each and every one of us, individually and collectively, welcomes and celebrates individual differences.
ABB Energy Industries drives growth for customers while supporting safe, efficient and profitable
operations with strong global execution capacity, an extensive service footprint and capabilities, and
innovative digital leadership.
For our Marketing, Sales and Product Management team, understanding the full potential of our
technology and the trends in our markets is highly rewarding. In addition, helping customers all over
the world improve efficiency, save resources and reduce emissions gives our work a powerful sense
of purpose.
The role reports to the Global Service Sales Manager-Energy Industries. As a Service Global
Channel Manager, you will be responsible to formulate business strategies to grow overall
automation service sales and market share through channel partners by developing and driving our
service channel program directly with target country teams and third party channel partner
companies. This role will work directly with local country channel teams to develop business from
third party channel partners to aggressively increase Process Automation services year over year.
Your responsibilities
Channel management:
Coordinate selection, training, and business planning with third party channel partners, primarily system integrators.
Drives local divisions recruitment of new partners as needed to ensure full coverage of the market, geographically, for
targeted portfolio and allocated market segments.
Ensure channel partners meet established qualifications before onboarding and continuously monitor qualifications with
checks at least annual.
Manages development of business through service channel partners and their performance.
Takes an active role in coaching channel partner personnel and evaluating their competency in support of ABB products
and services.
Resolves market access issues resulting in conflict.
1 | Service Global Channel Manager
Measures channel partner performance and implements performance improvement programs.
Ensures company policies and procedures are understood and followed in compliance with government laws. Policies
and procedures includes, but not limited to Standard of Business Conduct, Intellectual Property protection, Control
Environment, Employee Data Protection, ISO 9000 & 14000, government regulations related to health, safety, quality and
environmental.
Portfolio marketing support for channel partners:
Develop portfolio for service, adapting products, services, and solutions to channel sales.
Establish Key Performance Indicators (KPIs) for local countries and third party channel partners to secure maximum
portfolio coverage and results.
Facilitates the roll-out of new products and promotional programs to the local divisions and partners.
Localize product marketing messages. Develop supplements to sales kits and sales guides as required.
Support events as defined by local division and partners, define events to fill white spots (customer seminars, fairs,
automation and power world, training).
Identify and drive the need for demos and other required portfolio marketing tools.
Marketing intelligence support:
Maintain service content on channel partner portal.
Provide won / loss feedback and analysis.
Perform market intelligence reviews with channel partners (competition, technology, industry trends).
Provide and qualify market requirement input (product, price, packaging, etc.).
Technical support:
Collaborate and train technical support team to enable full support of channel partners and service providers.
Job Specification
Your background
Bachelor’s Degree in Engineering or equivalent experience required, Masters or other advanced business degree
preferred.
Legal authorization to work in the country location indicated.
Minimum 8 years of relevant experience in the power generation or process automation industry including:
Experience in supporting Channel Sales, Business Development, Marketing, and/or technical sales preferred.
Previous Channel Product and Service Sales experience preferred.
Requires strong communication skills to influence managers and negotiate with customers and partners and interact with
high levels in the client and partner organizations.
Requires strategic planning skills and ability to translate corporate and business goals and objectives into realistic
marketing and product sales and support plans.
Language proficiency: Fluency in English speaking and writing a must.
Strong team player.