Asia Pacific Value Channel Manager

About the role

Lenovo is looking for an Asia Pacific Value Channel Manager to own and drive value channel strategy and revenue performance across the AP region, covering both ISG (servers, storage, hybrid cloud, software) and IDG (PC/EUC) solution portfolios. The role builds and manages alliances with VAR, SI and GSI partners, develops their capabilities and runs joint business planning and reviews.

Key responsibilities

• Define and prioritize the acquisition and retention partner list, identifying high-potential VARs and SIs able to grow share-of-wallet across the full product stack
• Gather market data, assess partner needs and keep the ecosystem strategy current and competitive
• Build executive-level relationships with key value partners and manage alliances with VAR, SI and GSI partners, including co-sell motion and joint go-to-market planning with revenue commitments and milestones
• Develop strategies and incentives that make partners more profitable
• Work with the Learning Development team to build technical and commercial competency of Partner Account Managers, and promote Software-Defined Datacenter, Hybrid Cloud and End-User Computing as key IT strategy components
• Equip partners with product knowledge, co-marketing materials, deal registration guidance and technical pre-sales support
• Lead Joint Business Planning with priority partners, set revenue targets and growth plays, and run Quarterly Business Reviews with regional teams
• Track and report channel effectiveness, adjust programs as needed, and interface with global teams on tools, CRM/deal registration workflows and reporting cadences

Required profile

• 8-12 years of channel sales or partner management experience in the technology industry, covering both infrastructure and PC/EUC portfolios
• Proven track record of building and scaling value partner ecosystems across multiple APAC markets
• Experience designing and executing Joint Business Plans and driving partner revenue accountability
• Strong understanding of VAR/SI business models, partner economics and solution-led go-to-market motions
• Excellent executive presence and relationship-building skills at partner CXO and GM level

Required skills

• Proficiency in CRM tools (D365 or equivalent)
• Knowledge of channel program mechanics such as deal registration, MDF and rebates