Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

The Director, Channel Strategy - Regions is responsible for defining and executing the long-term channel and Go-to-Market (GTM) strategy across Asia Pacific, Latin America, and the Middle East & Africa. The role serves as the strategic architect of the Regions commercial ecosystem, driving transformation of direct and indirect commercial models to accelerate growth, improve customer access, increase channel productivity, and optimize commercial investments.

Acting as the principal advisor to the VP, Strategy & Business Development on channel strategy, commercial coverage, and Go-to-Market decisions, this leader partners closely with Regional Presidents, Geo Vice Presidents & General Managers, Business Division leaders, and Global Commercial teams to determine the optimal commercial model across countries, customer segments, and business portfolios. The role balances customer needs, market maturity, competitive dynamics, profitability, regulatory considerations, and strategic priorities to maximize long-term growth.

Beyond strategy development, the position leads enterprise-wide channel transformation by building scalable governance, commercial capabilities, AI-enabled decision support, analytics, and operating frameworks that enable consistent, data-driven channel management across the Regions. The role translates STRAP priorities into executable operating models, investment strategies, and transformation roadmaps that improve commercial effectiveness, partner performance, customer access, and sustainable profitable growth.

Key Responsibilities
1. Regions Channel Strategy & Go-to-Market Leadership
Define and lead the Regions channel and Go-to-Market strategy aligned with STRAP priorities and long-term growth objectives.
Develop multi-year channel transformation roadmaps that support Regional and Geo business strategies.
Partner with Regional Presidents, Geo leadership, and Business Division teams to determine the optimal commercial model across countries, customer segments, and product portfolios.
Develop strategic frameworks for direct, indirect, and hybrid commercial models, partner segmentation, territory design, customer ownership, and strategic account coverage.
Establish methodologies to assess market attractiveness, customer access, channel effectiveness, profitability, competitive positioning, and commercial investment opportunities.
Lead periodic strategic reviews to optimize the balance between direct sales and channel partners across the Regions.
Monitor competitive channel strategies and emerging market trends to recommend adjustments that strengthen commercial competitiveness.
Serve as a trusted strategic advisor to executive leadership on commercial coverage, channel investments, and market access strategies.
2. Channel Transformation, Productivity & Commercial Capability Building
Lead enterprise channel transformation initiatives that improve growth, customer experience, commercial productivity, and cost-to-serve.
Design scalable channel management capabilities and operating models across all Regions and Geographies.
Establish global best practices, governance standards, and operating disciplines for channel management.
Drive partner portfolio optimization, including strategic partner concentration and channel rationalization initiatives.
Improve revenue per partner, partner productivity, customer coverage efficiency, margin performance, and channel profitability.
Lead change management efforts supporting commercial coverage transformation and adoption across Regional organizations.
Build organizational capability in channel strategy, partner management, and Go-to-Market design through coaching, training, and knowledge sharing.
Support deployment of country-specific commercial models across developing and emerging markets.
3. Strategic Partner Management & Ecosystem Development
Develop enterprise frameworks for strategic partner segmentation, capability development, and performance management.
Identify, recruit, and develop high-value strategic channel partners that expand market access and customer reach.
Differentiate partner strategies across distributors, strategic partners, systems integrators, service providers, and ecosystem collaborators.
Evaluate partnership, alliance, and acquisition opportunities that strengthen commercial capabilities and accelerate growth.
Establish partner governance, business review, and performance management processes that drive accountability and continuous improvement.
Support commercial due diligence and integration planning for acquisitions impacting channel strategy.
4. Commercial Excellence, Analytics & Governance
Develop scalable tools, dashboards, and decision-support frameworks that enable consistent channel management across all Regions and Geographies.
Build data-driven models supporting commercial coverage decisions, customer segmentation, territory optimization, partner investments, profitability analysis, and Go-to-Market optimization.
Establish common KPIs, executive scorecards, and performance management frameworks across the Regions.
Lead development of governance mechanisms that improve transparency, accountability, execution discipline, and strategic decision-making.
Partner with Commercial Excellence, Finance, Digital, IT, and Business Intelligence teams to automate reporting and strengthen commercial insights.
Develop executive business cases and recommendations supporting commercial investment and strategic decision-making.
5. AI & Digital Channel Ecosystem
Develop a scalable digital channel ecosystem that improves commercial effectiveness, governance, compliance, and partner engagement.
Deploy AI-enabled solutions supporting partner performance, lead generation, opportunity prioritization, pricing guidance, funnel management, commercial intelligence, and predictive analytics.
Leverage advanced analytics and AI to improve commercial resource allocation, territory optimization, and Go-to-Market decisions.
Build self-service reporting and decision-support capabilities enabling Regional and Geo leaders to make faster, data-driven commercial decisions.
Evaluate emerging digital technologies that enhance channel productivity, customer engagement, and commercial effectiveness.
6. Channel Compliance & Risk Management
Establish standardized governance frameworks and operating policies for channel compliance across the Regions.
Partner with Legal, Compliance, Finance, and Commercial leadership to ensure channel programs comply with corporate policies, regulatory requirements, and ethical business practices.
Develop scalable controls supporting partner onboarding, governance, pricing compliance, incentive programs, and commercial practices.
Implement channel risk assessment, monitoring, and mitigation programs across the commercial ecosystem.
Standardize governance while appropriately addressing local regulatory and market-specific requirements.
7. Commercial Investment Strategy
Establish investment frameworks and ROI methodologies supporting channel strategy and commercial transformation initiatives.
Evaluate strategic investments across channel partnerships, digital capabilities, commercial infrastructure, and AI-enabled technologies.
Monitor value realization and business outcomes from commercial investments.
Develop investment recommendations aligned with STRAP priorities, market opportunities, and long-term growth objectives.
8. Leadership & Cross-Functional Influence
Influence and strengthen channel management capabilities across Regions and Geographies.
Foster collaboration across Commercial, Business Divisions, Finance, Operations, Digital, IT, Legal, Compliance, and Strategy organizations.
Lead complex cross-functional initiatives in a highly matrixed global environment.
Build a culture of accountability, continuous improvement, innovation, and customer-centric growth.
Serve as a strategic thought partner to senior leadership, translating complex analyses into clear executive recommendations and actionable business decisions.

Compensation and Benefits
The salary range estimated for this position based in California is $165,000.00-$240,000.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs
• Employee assistance and family support programs, including commuter benefits and tuition reimbursement
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
• Employees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards