Company Overview
AST Group Asia delivers cutting-edge Digital Transformation, Application Modernisation, and Infrastructure Solutions. Serving medium enterprises, multinationals, and government agencies, we enable clients to adopt modern technologies and achieve lasting business success.
Job Summary
We are seeking a strategic, results-driven Channel Distribution BDM to build, scale, and manage our indirect sales ecosystem. You will be responsible for architecting our go-to-market strategy across distributors, value-added resellers (VARs), system integrators, wholesalers, and retail partners. You will bridge the gap between our product capabilities and market demand—not by selling directly, but by enabling others to sell effectively.
Responsibilities
- Identify, prospect, and onboard new channel partners including distributors, VARs, agents, brokers, and retailers within assigned territories or verticals to expand market reach
- Conduct cold calls, emails, and face-to-face meetings to pitch value propositions and commercial incentives, securing partner commitments
- Negotiate contracts, discount tiers, and stock holding agreements to establish mutually beneficial partnerships
- Analyze territory data to map whitespace opportunities and target areas lacking distribution
- Manage a portfolio of 20-40 active channel partners by conducting weekly check-ins and quarterly business reviews to drive partner performance
- Own monthly and quarterly sales quotas for partner-sourced revenue, ensuring targets are met or exceeded
- Analyze partner sell-through data to identify slow-moving inventory or engagement gaps and implement corrective action plans
- Drive partner certification and training completion to enhance product knowledge and sales effectiveness
- Collaborate with marketing teams to develop co-branded campaigns and lead generation initiatives that empower partners
- Equip partners with sales tools, battle cards, and competitive positioning assets to improve sales outcomes
- Coordinate with Product and Operations teams to align supply chain capacity with partner demand, ensuring timely product availability
- Partner with Finance to manage channel pricing, margins, and resolve deal registration disputes
- Act as the internal "voice of the channel" to influence product roadmaps based on partner feedback and market needs
- Monitor competitor activity, pricing shifts, and market trends, reporting insights to product and leadership teams
- Identify gaps in the partner portfolio and recommend recruitment targets to strengthen channel coverage
Required competencies and certifications
- Bachelor’s degree in Business, Marketing, or related field
- Willingness to travel 30-50% within the assigned territory for partner meetings and industry events
Preferred competencies and qualifications
- 0-5 years of experience in channel sales, business development, or distribution management with a proven track record of opening new distribution channels and securing initial purchase orders
- Existing network within the target channel landscape such as IT VARs, Consultants, or Government Contractors
- Hunter mentality demonstrated by comfort with cold outreach and resilience in a new-business hunting environment
- Negotiation skills with demonstrated ability to close complex deal arrangements and partner agreements
- Proficiency in Salesforce or similar CRM tools to maintain disciplined sales pipeline management
- Excellent verbal, written, and presentation skills, including experience presenting to C-level stakeholders
