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This position reports to:
Solutions Sales Leader - APAC
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Your role and responsibilities
In this role, you will develop and execute the channel partner strategy for ABB Automation in Energy Industries, with specific focus on Solutions opportunities. Solutions refers to greenfield and OOEM-type opportunities within ABB Automation in Energy Industries. You will identify, develop, and onboard new channel partners to expand ABB’s market coverage and support growth in strategic opportunity areas. You will also help channel partners position ABB effectively and win greenfield and/or OOEM-type opportunities through solution development, customer engagement, value proposition alignment, and disciplined business execution.
The work model for the role is: #LI-Hybrid
Identifying, evaluating, and onboarding new channel partners for ABB Automation in Energy Industries, focusing on Solutions opportunities, namely greenfield and OOEM-type pursuits in priority growth areas.
Driving partner acquisition initiatives that expand ABB’s reach in OOEM and/or greenfield opportunities across strategic markets.
Implementing structured onboarding and capability-building programs to ensure partners are aligned with ABB’s Energy Industries value proposition, compliance standards, and opportunity pursuit discipline for greenfield and OOEM-type opportunities.
Developing and executing the regional channel sales strategy for Solutions opportunities within ABB Automation in Energy Industries, aligned with business growth priorities and market coverage objectives.
Setting and monitoring performance targets for channel partners pursuing Solutions opportunities, including new partner activation, greenfield and/or OOEM-type opportunity pipeline development, revenue growth, market coverage, and customer engagement effectiveness.
Ensuring detailed business plans, pipeline reviews, and pursuit strategies are in place for all channel partners focused on Solutions opportunities, with emphasis on converting greenfield and/or OOEM-type pursuits.
Supporting opportunity qualification, solution positioning, and commercial alignment to help channel partners compete effectively in strategic customer and project pursuits.
Qualifications for the role
Bachelor’s degree in engineering, business, marketing, or a related discipline; an MBA or postgraduate qualification is preferred.
Minimum 10 years of experience across sales, business development, channel management, technical sales, or commercial leadership, preferably within automation, energy, power generation, process industries, or adjacent industrial sectors.
Strong understanding of ABB’s solutions within Energy Industries, including greenfield and OOEM-type opportunities, customer buying processes, project pursuit cycles, and channel partner engagement models.
Proven experience in identifying, evaluating, onboarding, and developing channel partners, including partner business planning, enablement, performance management, and compliance governance.
Demonstrated ability to build opportunity pipelines, support solution positioning, and enable partners to win strategic greenfield and/or OOEM opportunities.
Strong commercial acumen, including pricing discipline, contract awareness, risk management, profitability focus, and ability to work with internal stakeholders on governance and approvals.
Advanced problem-solving, project management, stakeholder management, communication, and presentation skills.
High accountability, self-drive, credibility, and ability to work effectively in indirect, matrixed, and virtual teams across countries and functions.
Global mindset, intercultural sensitivity, and ability to collaborate effectively across APAC markets, partners, customers, and internal ABB teams.
What’s in…