Director APJ Channel

2 months ago

Singapur, Singapore LeanIX Full time

About LeanIX

LeanIX is a market leader for enterprise architecture management (EAM), driving the modernization of IT landscapes and continuous business transformation. Its software-as-a-service solutions empower organizations to create transparency, enabling them to visualize, assess and manage the transition towards their target IT architecture.

Job Summary

We are seeking a highly experienced Regional Channel Director to join our team in APJ. As a key member of our channel development team, you will be responsible for establishing and developing partnerships with consulting firms, system integrators, and technology ISVs in the region.

Key Responsibilities

  • Establish and develop partnerships with consulting firms, system integrators, and technology ISVs to drive business growth in APJ.
  • Be the single point of contact and trusted advisor to senior stakeholders of SAP LeanIX partners.
  • Work with SAP LeanIX partners to develop a joint strategy and go-to-market plan that includes investments in partner practice development, opportunity identification and referrals, co-selling, and development/outsourcing of SAP LeanIX based partner service offerings.
  • Manage the enablement of our partners to fully leverage the business value of the SAP LeanIX technology to accelerate their consulting services to their end-customers and support actively in the sales cycle.
  • Collaborate with different teams at SAP LeanIX, like Sales, Customer Success Management, Support, and Marketing to ensure a good support of partner activities for SAP LeanIX customers and customer prospects.

Requirements

  • 10+ years of experience in partner recruitment and management of multiple partner types (e.g., consulting, technology, and referral/resell partners) in the IT industry and APJ region, preferred already in the context of enterprise SaaS software.
  • Successful track record and multiple years of experience in consulting with one of the leading consulting firms are of benefit.
  • Intensive business development skills; proven ability to understand different organizational and go-to-market models of global acting consulting firms, system integrators, and technology ISVs.
  • Relationship-builder and passion for partner success and the ability to focus and execute in a changing environment and to make things happen.
  • Strategic Vision: Ability to conceptualise and implement innovative go-to-market and partner strategies that align with LeanIX's long-term vision and regional growth objectives.
  • Analytical Skills: Strong data analysis capabilities to measure partner performance, identify growth opportunities, and optimise the partner lifecycle for maximum efficiency and profitability.
  • Cultural Competence: Awareness and sensitivity to the diverse business cultures within the APJ region, enabling effective communication and relationship-building across different markets.
  • Leadership Qualities: Demonstrated leadership skills with the capacity to mentor and influence partners and internal teams without direct authority.
  • Fluent in English.

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