亚太区合作伙伴主管
Head of Partnerships - APAC
职位机会
这是在Sitetracker通过合作伙伴推动美洲地区增长的一个关键职业发展机会。你将建立并激活与系统集成商（SIs）、咨询公司和独立软件供应商（ISVs）的高价值战略联盟，影响关键基础设施生态系统中的主要参与者。这是一个具有挑战性且以增长为导向的机会，在一个高效团队中，你的商业敏锐度以及快速而严谨的执行力将直接塑造我们的市场扩展。你将通过熟练激活我们在该地区的全球SI联盟，并建立一个卓越的区域SI网络，推动即时收入增长。
重点市场：美国、加拿大、拉美
你将负责
直接向全球合作伙伴副总裁汇报，你将负责通过合作伙伴在AMER地区实现收入增长。你将在区域销售负责人协调下，推动我们的市场进入策略。你将为优先合作伙伴提供市场进入支持，建立关系，推动联合业务计划，主导联合销售活动，并不懈推动由合作伙伴带来的和受合作伙伴影响的收入，以实现雄心勃勃的年度经常性收入（ARR）目标。
你将具备的技能
商业执行（来源与影响）
- 有通过战略合作伙伴计划产生合作伙伴来源机会的记录。
- 有识别何时以及如何引入合适的合作伙伴到直接销售周期中以增加价值的经验。
- 持续超额完成个人收入目标，展现出强烈的商业驱动力。
- 以身作则地与合作伙伴和客户经理（AEs）共同领导销售周期，包括制定联合价值主张、准备销售材料和起草联合交付模型。
市场激活
- 为系统集成商（SIs）、咨询公司和独立软件供应商（ISVs）阐述有说服力的合作价值主张。
- 提供证据证明成功地将内部客户列表与合作伙伴账户进行映射，以识别具体的协作机会。
- 理解专业服务组织的内部动态和结构，并识别出可以赞助和推动合作的关键人物。
- 分享将初期或无成效的合作转变为高效合作的成功案例。
- 指出多个成功的客户映射练习，这些练习直接转化为线索和机会，使客户团队与类似Sitetracker的合作伙伴协同应对客户。
查看英文原文
The Opportunity
This is a career-defining opportunity to play a leading role in growth of the Americas region for Sitetracker through Partners. You’ll build and activate high-value, strategic alliances with SIs, Consultancies, and ISVs, influencing major players within the critical infrastructure ecosystem. This is a challenging, growth-oriented opportunity within a high-performing team, where your commercial acumen and ability to move with speed and rigour will directly shape our market expansion. You will drive immediate revenue growth by expertly activating our established Global SI alliances in the region and building an exceptional network of Regional SIs.
Focus markets: US, Canada, LATAM
What You'll Do
Reporting directly to the VP Global Partnerships, you will be responsible for driving revenue through and with Partners in the AMER region. You will be instrumental in driving our go-to-market efforts in concert with the regional sales leaders. You will provide GTM enablement to our priority partners, build relationships, drive joint business plans, spearhead co-selling initiatives, and relentlessly drive partner-sourced and partner-influenced revenue to achieve ambitious ARR targets.
The Skills You'll Have
Commercial Execution (Sourced & Influenced)
- Track record of generating partner sourced opportunities through strategic partner initiatives.
- Experience of identifying how and when to bring the right partners into direct sales cycles to add value.
- Consistently exceed personal revenue targets, demonstrating a strong commercial drive.
- Demonstrate a hands-on approach to leading sales cycles together with Partners and AEs, including shaping joint value propositions, preparing sales collateral, and drafting joint delivery models.
Market Activation
- Articulate a compelling value proposition for SIs, Consultancies and ISVs to partner with Sitetracker
- Provide evidence of successfully mapping internal account lists with partner accounts to identify concrete opportunities for collaboration.
- Understand the internal dynamics and structure of professional service organisations and identify the key profiles to sponsor and drive partnerships
- Share success stories of converting nascent or unproductive partnerships into highly productive ones
- Point to multiple successful account mapping exercises that directly translated into leads and opportunities, bringing account teams together for a joint customer approach with partners similar to Sitetracker's.
Leadership & territory management
- Ability to demonstrate a structured, strategic approach to regional prioritization, maximizing ROI across diverse markets.
- Experience implementing programmatic governance (e.g., QBRs, joint business plans) to advance partners from registered to preferred tiers.
- Successfully navigated and resolved complex partner issues or escalations, protecting high-value relationships.
- Demonstrated ability to maintain strong, productive relationships with large SI partners even during challenging situations.
Ecosystem Fluency
- Extensive experience within relevant industries such as Telco, Energy, Utilities, or Critical Infrastructure.
- An existing understanding of the Salesforce ecosystem and experience working at/with Salesforce SI or ISV partners.
- Knowledge of the competitive landscape for asset lifecycle management solutions in AMER
Within 90 Days, You'll
- Integrate swiftly into the Partners organisation, gaining a comprehensive understanding of the current partner network and ongoing initiatives.
- Conduct 1:1s with all AMER AEs and SEs to identify 'at-risk' or 'stalled' deals where a partner can provide an immediate 'win' or entry point
- Have command of the Sitetracker message and be able to articulate our story and value proposition to partners and prospects
- 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 your first 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 365 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 AMER region.
The actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
The salary hiring range for this position is $300,000 - $360,000 OTE on a 60 - 40 split.
Originally posted on Himalayas