Partner Business Manager, ESMB

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Job Category

Sales

Job Details

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The Role
The Partner Business Manager (PBM) for ESMB is responsible for the strategic development and tactical execution of our partner sales motion across Malaysia, Indonesia and other emerging ASEAN territories. Unlike the enterprise segment, the ESMB lead must focus on scale, speed, and volume. You will manage a portfolio of partners who specialize in quick-to-value implementations for companies with 0 to 200 employees. This is a high-energy role that requires a "growth-hacker" mindset—balancing the recruitment of new partners with the enablement of existing ones to drive high-velocity revenue.

Key Responsibilities

• Develop and execute a GTM plan specifically for the ESMB segment across Malaysia, Indonesia, and the other emerging markets accounting for local market nuances and economic drivers.

• Drive "Partner Sourced" ACV by creating scalable sales plays that allow partners to close deals with minimal friction.

• Identify and onboard "Emerging Partners" and local boutique SIs in-region who have a strong footprint in the SMB space.

• Work with Partner Enablement to ensure partners can deliver "Fast Start" packages and out-of-the-box solutions tailored for smaller businesses.

• Act as the bridge between the ESMB Sales Leaders and the Partner ecosystem to ensure lead-flow is optimized and "white space" in emerging territories is covered.

• Promote Salesforce’s value proposition to small business owners and regional entrepreneurs through partner-led marketing initiatives.

Qualifications/Experience

• 7 to 10 years in Channel Management or Sales, specifically within the SMB/ESMB segment or high-growth tech environments.

• Proven experience working within Malaysia, Indonesia and other emerging markets understanding of local business cultures, regulatory environments, and partner landscapes.

• Solid understanding of Cloud SaaS, specifically how it scales for smaller organizations with limited IT budgets.

•  Ability to manage a high volume of partners and deals simultaneously using data-driven insights to prioritize effort.

• A "start-up" mentality—comfortable with ambiguity and capable of building processes where they may not yet exist.

•  Proficiency in English is required; knowledge of local languages (e.g., Bahasa Indonesia, Tagalog etc) is a significant advantage for managing regional partners.

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Accommodations

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