Partner Development Manager, Alliances

7 months ago

Singapur, Singapore Stripe Full time

Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.

About the Team

Stripe’s Alliances & Channels team is part of the CRO organization within Stripe with a mission to develop the best-in-class Stripe partner ecosystem in an accelerated time frame. We have built the foundation of a successful ecosystem over the last few years with a partner development organization, relevant partner programs, digital surfaces, training & certification and have won significant mindshare with technology, platform and services (SIs, marketing agencies, development agencies) partners. This team manages relationships, sales, co-solutioning, integration and services aspects with partners and is responsible for driving mutual success with these different types of partners. Stripe’s Alliances & Channels team owns the engagement with our partners and is responsible for driving pipeline, revenue and activation with partners and maximizing existing GTM partner enablement strategies and managing sales and account management aspects of partners.

What you’ll do

We are looking for an experienced Partner Development Manager within our Alliances & Channels team in APAC to build and grow Stripe’s consulting, services, referral and technology partnerships across the Greater China region (including Hong Kong). Successful candidates will have experience in partner/channels/alliance/ecosystem management in high tech or payments/financial services/ fintech working with consulting partners (systems Integrators, services firms, development agencies) and/or technology (software companies, ISVs, cloud companies) as well as referral partnerships. Having a sales background is a plus.

This is both a partner relationship and a revenue-generating role, reporting to the Regional Head of Alliances & Channels org and working closely with the regional sales teams. You will be responsible for cultivating and maintaining strong relationships with executives and sales teams in partner organizations to secure new business, negotiate, and close strategic partnerships in support of accelerating Stripe business across the GCN region with Consulting/Development Agencies. These partnerships provide Stripe with the opportunity to unlock our market opportunity, supporting us in accelerating our users’ growth across all market segments from Startup to Enterprise companies. This role also includes executing Stripe’s global partner programs, partner marketing, partner enablement and partner co-selling initiatives across the region, driving partner participation and engagement. 

This role requires experience in building and growing channel partner and alliances relationships, including evaluating and recruiting new partners, negotiating key commercial agreements and driving joint sales success. The successful candidate will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally. An understanding of the economics of the payments space and the ecommerce ecosystem would be a bonus.

Responsibilities

Develop and execute a partner GTM strategy for their assigned region, based on the overall partner strategy as well as the sales priorities and strategy in the geographic region
Develop key partnerships for the region, through referral, consulting and technology partners creating sourced pipeline and revenue (through customer acquisition). Also develop consulting partners skills that provide integration services for Stripe customers
Develop key technology partnerships in the region and work closely with the technology companies implementation/services partners to deliver turnkey solutions for clients, with Stripe being an integral part of those turnkey solutions
Deploy partner programs and enablement to drive partner engagement with Stripe
Build partner capacity & capability building (certifications, verification assessment, specialisations) with the partners
Asset development (case studies, joint soln, partner packages etc)
Complete joint partner business plans, regular QBRs and execute partner agreements with high-priority partners across the region
Engage well with their sales counterparts for the region, ensuring close engagement between partners and customers
Achieve/exceed on goals for pipeline, revenue, activations and partner development goals
Responsible for maximizing existing gtm partner enablement strategies and managing

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Minimum requirements

10+ years of managing partnerships and/or sales for high-tech or financial services organizations
Successful track record of recruiting, developing and growing partnerships 
Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape
Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
Positive attitude and willingness to roll up sleeves and build the partner ecosystem from scratch as well as dig deep to achieve goals
Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insights
Highly organized, multi-tasking skills, take ownership and be efficient in ambiguous situations
Willingness to travel frequently or as required 
Strong written and verbal communication skills. Mandarin, cantonese fluency along with English
Bachelor’s Degree

Preferred qualifications

MBA or other advanced degree
Experience working in the financial services/payments industry

Hybrid work at Stripe

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

Pay and benefits

The annual salary range for this role in the primary location is S$168,000 - S$252,000. This range may change if you are hired in another location. For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and specific location. Applicants interested in this role and who are not located in the primary location may request the annual salary range for their location during the interview process.

Specific benefits and details about what compensation is included in the salary range listed above will vary depending on the applicant’s location and can be discussed in more detail during the interview process. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends.

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