Head of Partnerships

The Opportunity

This is a career-defining opportunity to lead rapid market activation within the high-growth APEJ region. You will drive immediate revenue capacity by expertly bridging our established Global SI alliances into APAC, while simultaneously leveraging your own robust network of Regional SIs, boutique consultancies, and ISVs to unlock new partnerships and growth.

What You'll Do

As our first dedicated Head of Partnerships in the diverse and dynamic APAC region, you will be instrumental in establishing our presence and shaping our go-to-market strategy. This role demands a high degree of autonomy and strategic thinking, as you will operate in a more remote environment with fewer direct sales resources compared to our established regions. Your deep market knowledge will be paramount, enabling you to effectively prioritize opportunities across varied sub-regions and cultivate high-value, long-term relationships. You will define joint business plans with priority partners, spearhead co-selling initiatives, and relentlessly drive partner-sourced and partner-influenced revenue to achieve ambitious ARR targets. You won't just oversee timelines—you'll drive enterprise-level impact, building a robust pipeline of partner-driven opportunities aligned with our strategic goals.

The Skills You'll Have:

Commercial Execution (Sourced & Influenced)

• Demonstrated ability to generate specific net-new revenue (sourced) through strategic partner initiatives.

• Proven capacity to intervene in active deals, applying executive mapping and trust-building to unstuck stalled sales cycles (influenced).

• Expertise in defining and measuring partner influence beyond passive involvement, actively accelerating deals to closure

• Consistent track record of exceeding revenue quotas, demonstrating exceptional commercial results

• Proven ability to build a robust partner portfolio with a significant sourced revenue contribution (e.g., above 30%)

Market Activation

• Ability to articulate precisely how to leverage global alliance introductions to secure high-value meetings with regional practice leads.

• Possession of a strong, pre-existing network of 3-5 specific Partner Principals in APEJ for immediate outreach and engagement.

• Experience in strategically mapping global success stories to local market needs to overcome partner inertia and accelerate regional adoption.

• A specific, demonstrable success story of transforming a global alliance into a significant local revenue stream within 6 months.

• Deep knowledge of the internal P&L structures of major Global SIs, understanding regional ownership of key industry verticals.

Leadership & territory management

• Ability to demonstrate a structured, strategic approach to regional prioritization, maximizing ROI across diverse markets like Singapore, Sydney, and Kuala Lumpur.

• Experience implementing programmatic governance (e.g., QBRs, joint business plans) to advance partners from registered to preferred tiers.

• Proficiency in developing and implementing robust methodologies for accurate partner revenue forecasting.

• Successfully navigated and resolved complex partner crises or escalations, protecting high-value relationships.

• Demonstrated ability to maintain strong, productive relationships with large SI partners even during challenging situations.

Ecosystem Fluency

• In-depth understanding of the Salesforce ecosystem in APAC, identifying key SIs strong in implementation and integration

• Fluency in the "Plan, Build, Operate" lifecycle concepts, providing a strategic framework for client engagement.

• Extensive experience within relevant industries such as Telco, Energy, Utilities, or Critical Infrastructure.

• Direct experience working at a Salesforce SI or ISV partner within the APAC region.

• Detailed knowledge of the competitive landscape in APAC, including local competitors to our solutions.

Within 90 Days, You'll::
• Establish joint business plans with at least two priority Global SIs, translating global alliances into actionable regional strategies.

• Initiate outreach and secure discovery meetings with 5-7 key regional SI, boutique, or ISV partners from your existing network.

• Contribute to pipeline development by identifying and registering at least two partner-sourced opportunities.

Within 180 Days, You'll::
• Drive measurable ARR growth by closing your first partner-sourced deal, demonstrating commercial execution.

• Expand partnership reach by onboarding and initiating co-selling activities with at least three new regional partners.

• Implement a structured regional strategy, clearly prioritizing sub-regions and allocating investment to maximize high-upside markets.

Within 360 Days, You'll::
• Achieve your annual ARR targets by consistently driving partner-sourced and partner-influenced revenue, establishing a strong regional foundation.

• Develop a robust and diverse partner ecosystem across APAC, with established governance and a clear path to sustained growth.

• Be recognized as a strategic leader within the company, defining and executing the long-term partnership vision for the APEJ region.