head of channel & partner development, hk - cloud computing.

Our client is a Fortune 500 powerhouse and one of the world’s top providers of public cloud services. Renowned for their innovation in AI-driven cloud architecture and hyper-scale data centres, they provide the backbone for digital transformation across the globe. In Hong Kong, they are the partner of choice for enterprises and public sector organisations looking to scale securely and efficiently.

You will lead a high-performing team of Channel Sales professionals. The team is currently focused on high-growth partner segments, and your role will be to mentor these individuals while architecting the overarching strategy for the Hong Kong market. The culture is fast-paced, entrepreneurial, and deeply rooted in technical excellence and collaborative success.

As the Head of Channel Sales, you will be responsible for the strategic direction and operational integrity of the partner ecosystem. Key responsibilities include:

• Strategic Partner Planning: Identify target segments within Hong Kong and North Asia; recruit high-growth partners and develop comprehensive expansion plans.

• Ecosystem Growth & Enablement: Empower partners through systematic training on products, solutions, and personnel certification to transform their sales capabilities and drive customer prospecting.

• Operational Excellence: Oversee lead allocation, resolve partner conflicts, and design incentive policies that safeguard partner rights while maximising business security.

• Risk & Compliance Management: Ensure all ecosystem collaborations adhere to global compliance and credit risk policies, preventing integrity violations.

• Market Leadership: Translate market dynamics and competitive landscapes into actionable ecosystem strategies, mapping key players across the value chain to optimise the partner mix.

• Flagship Alliances: Spearhead negotiations with globally influential partners to co-establish flagship partnership cases that set new industry benchmarks for innovation.

To be successful in this high-impact role, you must demonstrate:

• Industry Tenure: 10+ years of experience in channel/ecosystem/ISV expansion specifically within the Cloud Computing industry.

• Leadership: 5+ years of direct people management experience, with a proven ability to lead complex, multi-stakeholder projects.

• Regional Expertise: Strong established network and resources across the Hong Kong and regional SI/ISV

• Strategic Acumen: Ability to design global ecosystem strategy frameworks and architect sustainable, system-level collaboration models.

• Execution Focus: A proven track record in building partner enablement systems and driving deep alignment between partners and internal sales machinery.

• Communication: Fluent in English and Chinese (Cantonese/Mandarin), with the ability to articulate a forward-looking technology vision to C-level stakeholders.

• Competitive Edge: Experience working with or against key global cloud competitors is highly preferred.