Head of Partnerships, APJ

is looking for an experienced channel and partnerships leader to oversee our growing Partnerships team and ecosystem, consisting of multiple motions/activities (incl. Channel Partners, GSIs, DMRs, Professional Services and more).

You will be responsible for building, developing and driving the APJ Partnerships strategy and teams to achieve the overall business targets, with close alignment and collaboration with core business segments (Sales, Customer Success, Onboarding, Marketing, Enablement, etc).

The ideal candidate will value transparency and diversity, be driven to overachieve, be constantly curious, and have a passion for collaborating with, developing, and helping others.

• Build and lead a world-class partnerships organization
• Partner with all members of the leadership team, including cross functional groups (Direct sales, customer success, professional services, Biz Dev, Marketing, Product, Legal, Security, etc) to build out channel program in APJ
• Hire, integrate, enable, develop, and retain partnerships leadership talent while supporting their success and fostering a results-driven culture of collaboration, accountability and transparency
• Identify potential "go-to partners" across a variety of clusters, segmented by industry, geography, and specific area of expertise
• Develop & Close partnership agreements while properly balancing company goals, speed, and economic potential
• Evaluate the financial and non-financial benefits & risks of new partnerships
• Track, report, and optimize the performance of partnerships, including identifying issues as they arise, assessing possible solutions, and executing them
• Accurately forecast and track leading indicators to ensure consistent and predictable monthly/quarterly results that align with the company objectives and revenue goals
• Effectively develop, design, build, and execute all aspects of the APJ partnerships business plan (with global consideration/collaboration) to predictably and consistently generate short-term results while holding a long-term perspective

• 10+ years experience building and running partnerships teams in the SaaS space
• 3+ years experience as a second line (or third line) leader
• Specialization in different type of partnerships; resellers, solution providers, GSI, DMR, service partners
• Proven track record of building out multifaceted partner ecosystem (integrations, migrations, apps, services, etc)
• Cross functional leadership and influencing skills; ability to build strong partnerships both outside and within (ie direct sales, customer success, professional services)
• Proven track record of meeting/exceeding targets and objectives personally and as a leader
• Operationally strong; skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and developing appropriate solutions
• Ability to thrive in a fast paced environment; the atmosphere of a startup energizes you, and you understand how to thrive when change is constant and obstacles need to be overcome with optimism, creativity and teamwork
• Highly professional with strong verbal and written communication skills
• Exhibits passion, persistence and integrity in all that you do while being Customer Obsessed and thinking "out of the box" to uncover and pursue new opportunities
• BA/BS degree or equivalent, relevant work experience