Define and implement a comprehensive partner strategy for China, ensuring total alignment with corporate business objectives and regional market priorities.
Maintain full oversight of the Greater China Distributor business, driving performance, partner engagement, and operational excellence across the distribution network.
Serve as the primary point of contact and strategic interface between the Greater China region and APJC organization, ensuring seamless communication, regional policy compliance, and operational consistency.
Direct partner sales performance by providing leadership on programmatic selling, long-tail coverage, and business quality, ensuring the consistent attainment of aggressive revenue targets and market penetration goals within the China market.
Collaborate with senior leadership across Sales, Arch, and Marketing to synchronize Go-to-Market (GTM) execution and maximize organizational impact.
Mentor and lead a high-performance team of partner sales professionals, cultivating a culture of accountability, collaboration, and continuous professional growth.
Provide executive-level insights regarding regional market trends, competitive dynamics, and partner capabilities to inform strategic investment and long-term decision-making.

Bachelor’s degree in Business, Engineering, or a related field; an MBA or advanced degree is strongly preferred.
Minimum of 10+ years of experience in channel or sales management, or business development within the IT/networking industry, with significant experience in a senior leadership capacity.
Demonstrated success in the China market, with comprehensive knowledge of local business practices, the regional partner ecosystem, and the regulatory landscape.
Proven experience in managing large-scale distribution (Total Distributor) businesses is required.
Strong executive presence with the ability to influence C-level stakeholders, both internally and across the external partner landscape.
Proven track record of building and leading high-performing, cross-functional teams in complex, matrixed environments.
Advanced analytical and strategic planning skills, with a demonstrated ability to convert high-level objectives into actionable, data-driven operational plans.
Fluency in both English and Mandarin is required to facilitate effective regional and global collaboration.

Lead Partner Sales

Key skills