Regional Strategy

**PURPOSE:
As the Asia Pacific Senior Alliance Manager, you will support alliances with multiple Fujifilm partners and collaborators. Your responsibilities include leading the strategic discussions and decision-making processes to effectively manage external collaborations and partnerships. You will also be required to anticipate and address contract and business issues with our alliance partners. Identify new trends working with the Strategy team and negotiate and onboard these partners successfully into the Fujifilm Sales and professional Services organisation. You will also lead and coordinate cross functional activities with internal work groups in Legal, Business Development, Project Management and Finance. As the Senior Alliance manager for Asia Pacific you will be expected to virtually lead and from project groups with the Local Partner Managers in each OpCo and guide them on the strategic intent of any alliance or issues that need to be addressed to maintain a consistent approach across Asia Pac.

**Your Responsibilities Will Include**

**Developing business relationships with existing and potential new alliance partners**:

- Understand Fujifilm strategies, objectives and goals; as these relate to collaborations now and in the future
- Stay abreast of internal and external developments, trends and dynamics. Continually evaluates current and future opportunities within current alliances/collaborators. Recommends new, enhanced or revised opportunities as appropriate
- Work with Business Development and R&D stakeholders to establish effective governance structures, strategies and processes to maximize the potential value and operational success of pending collaborations
- Proactively convey best practices and other learnings about potential partners - their strengths and capabilities - as well as appropriate partnership terms and agreement structures
- Set specific and measurable performance objectives, standards, and accountabilities for each assigned collaboration
- Define strategy and build 3-year business plan for new Partners and get approved by leadership team - including full P&L simulation, costs bass, challenges and risks and potential strategies for market entry and cost control of phased approach
- Create and execute strategic partnership and alliance plans for target market segments and industries, aligned with Fujifilm strategy
- Enter all key contract information to program management and legal teams within AP and OpCo as it extends to partner obligations
- Develop strong working relationships with key involved parties for each project, internally and externally. Strive to proactively anticipate and address business-related needs of the parties to optimize joint project team success
- Work with project team leaders and project management preparing for collaboration launch; initial joint project team meetings
- Successfully negotiate and onboard partners with commercial models that ensure sustainable profitability for Fujifilm and the partner, as well as providing potentially disruptive and attractive commercial propositions for our customers
- Structure, negotiate and executing complex strategic teaming and partnership agreements to achieve business alignment
- Educate team members on contract terms, obligations, milestones and roles and responsibilities

**Managing the ongoing business relationship with assigned alliance partners**:

- Planning and managing the operational aspects of the alliance, including joint governance and reviews of contracts with partners, ensuring alliance effectiveness, appropriate communications, coordination of activities, managing escalation, solving business problems, and negotiating with the partner on ongoing agreements
- Providing a single point-of-contact for partners and a pathway for business/contractual issue resolution or other business-related matters
- Occasionally attend joint team meetings and/or on-site collaborator visits to stay abreast of joint team progress and tracking to contractual obligations
- Proactively track, monitor and communicates contract milestones, obligations and any financial payments to project team leaders and management. Working with project team leaders to ensure that both Fujifilm and its alliance partners, are on track to meet contractual obligations and milestone
- Proactively monitor the economic value of each assigned collaboration against the business plan
- Update business plans periodically for market conditions and direction updates
- Review and approve material financial payments and routes payment requests through Finance
- Work with Legal and other internal stakeholders, as well as alliance partners, to review and execute contract renewals and amendments
- Review existing collaboration agreements and develop plans to clarify/amend these where necessary in order to maximize their overall value to Fujifilm
- Work with project teams and stakeholders and alliance partners to evaluate and resolve any business/cont