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Dell Channel Program Manager (Distribution & Strategic Programs), APJ in Malaysia

Channel Program Manager (Distribution & Strategic Initiatives/Programs) APJ

Base Location: Malaysia

This position reports into the APJ, Snr Director Channels Strategy & Programs.

Key Responsibilities :

  • Responsible for enabling our Distributors to achieve revenue and rebate attainment through driving adoption and audit (end to end) of our Dell Technologies Partner Program (DTPP) Distribution program.

  • Assist with program metrics, training, communication and education.

  • Responsible for managing and promoting the demo program to drive adoption among metal tier partners and distributors across APJ.

  • Strategize, implement, and maintain program initiatives that adhere to Dell Technologies Partner Program objectives

  • Develop program assessment protocols for evaluation and improvement

  • Maintain organizational standards of satisfaction, quality, and performance

  • Understand the Program and Tools functionalities

  • Own query resolution end to end for all queries received via various online tools (Case Management)

  • Regular updates to all cross functional teams on Program progress and Audit status

  • Work with respective Line of Business Program owners to collect and consolidate quarterly regional incentive programs (mechanics/KPIs and related attainment) for review by APJ Program Governance Council.

  • Follow up on submissions and verify program mechanics to ensure quarterly regional incentive programs are accurately captured and reflected for in country channel team and partners consumption.

  • Minute and communicate council meeting decisions to program owners and stake holders.

Success Metrics Summary:

  • Ownership of end to end Distribution, Query management via Case Management tool and Demo programs.

  • Collaborating effectively with APJ, Geo and Country teams to develop appropriate solutions/programs to improve adoption and effectiveness of our Distribution & Strategic programs

  • Manage the accuracy and timeliness of the Distributors’ competency status reports.

  • Responsible for the end to end process of the DTPP Distribution audit

  • Ensuring tight alignment of Distribution programs with Global and Geo/Countries.

  • Proactive and regular communications of all new and/or changes to globally aligned Distribution programs

  • Accurately capture program attainments vs KPIs submitted in previous quarters for APJ Program Council Review and mechanics for enablement of in-country teams.

Sales Planning & Strategy Advisor

Quite simply, the greater we grow sales of Dell Technologies’ ground-breaking products and services, the further and faster we can help drive human progress. That’s where Sales Planning & Strategy comes in. Pushing forward key sales strategic initiatives and supporting the development of long-term sales growth plans, this expert team enables us to deliver innovative tech to more customers than ever before. It’s a far-reaching and varied field that includes developing and managing sales measurement models, analyzing our strategic priorities and identifying new areas of opportunity. From evaluating sales incentive plans to diagnosing sales force training needs, it’s about improving both the quality and quantity of sales activities.

Join us as a Sales Planning & Strategy on our Sales Operations team in Penang to do the best work of your career and make a profound social impact.

What you’ll achieve

As a Sales Planning and Strategy Advisor, you will analyze and recommend strategic priorities, salesforce performance metrics and sales effectiveness tracking methods in order to maintain and improve the company’s competitive advantage in the market.

You will:

• Work with the Sales organization and Finance teams to ensure compensation plan data elements are correctly and promptly loaded in the compensation systems

• Use basic sales measurement models and diagnostic tools to identify sales performance indicators, key areas of opportunity and salesforce training needs

• Collaborate with cross-functional teams to develop, plan and implement new business development initiatives

• Serve as trusted advisor, providing planning and strategic insight to the sales teams

Take the first step towards your dream career

Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:

Essential Requirements

• 5 to 8 years of financial and analytical experience

• Good understanding of sales processes

• Excellent analytical and problem-solving skills

• Good communication skills

Desirable Requirements

• Bachelor’s degree

Here’s our story; now tell us yours

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what’s next in technology, starting today.

You can also learn more about us by reading our latest Diversity and Inclusion

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages. Read the full Equal Employment Opportunity Policy here ( .


  • Strong understanding of the different RTMs in the Channel, especially the multi-tier distribution channel

  • Strong collaboration, communication and presentation skills a must. The ability to communicate appropriately at all levels of the organization; this includes written and verbal communications

  • Detailed, proactive and have strong project management skills. Able to multi-task effectively is also a key requirement.

  • Excel and PPT skills are also requirements of this role. Fluent in both spoken and written English.

  • Other good to have attributes include being a fast learner, results oriented, analytical, matured and ability to thrive in a fast-paced environment.

  • Minimum of 7-8 years of experience in the IT Channel industry with a track record of measurable results.

  • Bachelor’s degree/Business/Sales & Marketing or equivalent.