Lead Channel Excellence Specialist (APAC)

As the Lead Channel Excellence Specialist (APAC), you will play a critical role in driving channel strategy execution and strengthening engagement with regional Channel Sales teams. This role supports Solstice Advanced Materials (SAM) Channel strategy within APAC and partners with our Electronics and Specialty materials (ESM) businesses. You will focus on enhancing channel collaboration and driving the execution of our strategic Channel Partner Programs to achieve growth objectives across APAC, including India.

Reporting to the Global Sr. Manager of Channel Excellence, ESM, this role will work closely across functional teams located globally and within the APAC region. You'll work out of our Shanghai corporate office on a Hybrid work schedule.

Channel Strategy Execution

• Implement channel strategy: Drive and execute the overarching global Channel Strategy while ensuring it includes actionable regional initiatives that align with APAC market dynamics.
• Facilitate periodic reviews: Support business reviews with Channel Account Managers and Channel Partners to ensure performance targets are met and to drive accountability.
• Collaborate on joint marketing programs: Work with Channel and Customer Marketing to design and implement programs that strengthen brand recognition and perception.
• Manage regional channel conflicts: Assist in managing operational issue resolution, ensuring adherence to our Channel model and rules of engagement.
• Assess Channel Partners: Assess current Channel Partners and vet potential new Channel Partners to ensure an optimal distribution footprint in APAC. Support the entire Channel Partner Lifecycle according to the global criteria and align with regional needs.

Channel Support and Management

• Channel data analysis: Support the collection and management of Point-of-Sale (POS) and inventory data for APAC Channel.
• Compliance oversight: Drive Partner adherence to agreements and regional policies.
• Localization: Localize global incentive plans to drive growth and enhance the digital experience for Channel Partners.

Team and Regional Collaboration

• Enhance engagement: Serve as a liaison between global functions and APAC sales teams, ensuring consistent understanding and adoption of Channel strategies.
• Strengthen training: Conduct training and onboarding sessions for Channel Account Managers and Partners, leveraging the global team's frameworks.
• Champion voice-of-partner: Gather and synthesize APAC Channel Partner insights.

Performance Monitoring

• Track regional performance: Monitor Channel Partner metrics closely and propose actionable recommendations aligned with APAC’s targets.
• Coordination w/ Sales teams: Ensure integration between Channel strategies and Sales teams.

Market and Training Focus

• Drive demand campaigns: Support APAC-specific adaptations of campaigns and collaborate with sales teams on effective lead utilization and management.
• Leadership in channel discussions: Take ownership of executing regional webinars or small-scale conferences to maintain channel partner momentum.
• Focus on process refinement: Work to streamline APAC systems through cross-collaboration.

YOU MUST HAVE

• 10+ years of experience in sales, distribution, or channel management within a B2B environment.
• Experience working across complex matrix organizations in a multinational company.
• Familiarity with APAC-specific business operations or distribution structures.
• Proficient in English and Mandarin Chinese (must be able to work with Global teams in English)
• Ability to adapt to multi-cultural APAC & India communication styles, embedding into teamwork
• Experience designing and/or operationalizing Channel Partner Programs or frameworks

WE VALUE

• Bachelor's degree in business administration, Marketing, or a related field.
• MBA or advanced certifications in Global Business/Marketing/Supply Chain Management/Distribution or a related field
• Proficiency in digital channel management systems
• Architect mindset to contribute to global Channel Partner Program design and perform hands-on execution at the regional and country levels.
• Proficiency in other languages (i.e., Japanese, Korean)

Key Competencies

• Self-starting and entrepreneurial mindset – Demonstrates a high degree of ownership and accountability, working effectively with minimal supervision. Proactively identifies opportunities, anticipates challenges, takes initiative, and independently drives initiatives through to successful execution in a global, cross-functional environment.
• Excellent interpersonal and collaboration skills.
• Effective communicator with proven skills for stakeholder alignment across differing time zones, styles and cultures.
• Analytical capability for forecasting, setting goals, and tracking achievements.
• Strong understanding of APAC-specific market or distributor dynamics.
• Commitment to driving inclusivity and engagement across regional frameworks.
• Data-sensitive and digital mindset, able to work with Power BI, Tableau, Salesforce
• Leadership skills to coordinate with Sales, CX, Finance Partner, IT partners and other supporting functions.