Alliances Manager

The Alliances Manager is an individual contributor role responsible for managing and growing a diversified portfolio of channel partners in Asia. Specifically, the Alliances Manager (South Korea) will focus on South Korea, Hong Kong, Macau Taiwan, & Vietnam territory. The existing partner eco-system includes but is not limited to Global System Integrators (GSI's), Delivery Partners, Value Added Resellers, Referral Partners, "Big Four" Consultancy Firms. Reporting in region to the Regional Vice President, Alliances APJ & Specialist Markets, the alliances team is an overlay business unit ultimately responsible for supporting the revenue generating focus of the sales and account management teams by increasing the contributions of "Partner Sourced" and "Partner Influenced" revenue in the region. Ideal candidates will:

1. Have a proven ability to work strategically with internal cross functional teams including sales, account management, marketing, solution consultancy etc., and externally with partner field sales organizations in driving GTM activities.
2. Have alliances experience in the Asia market and be able to manage the different parts of the role: partner prospecting, creation and execution of joint GTM strategies, field sales support on partner related activities, management of partnership contracting and continuous relationship building.

• Develop and implement joint go-to-market strategies with the Asia partner ecosystem
• Run structured cadence with partners, including i.e. yearly business plans, QBRs, weekly meetings etc.
• Enable the field to engage with partners and drive field engagement in accordance with the partnership strategy
• Develop relationships with both internal enterprise field organization and field organizations of our partners
• Enable the effective referral of sales opportunities from partners; supporting the Company's sales efforts
• Develop targets/indicators to measure success with key partners
• Achieve and exceed annual and quarterly revenue target
• Travel: An ability to potentially travel up to 50% of time.

• Fluent in English, Korean, Mandarin.
• Bachelor's degree in Business, Marketing, IT (or a related field) is preferred but not essential
• 5 years+ experience in a related Alliances/Channel/Partnership role in the software/technology industry
• Proven experience of translating marketplace opportunities into the value of partnering
• A track record of exceeding company alliances quotas
• Hard-working, persuasive, diligent, self-motivated, and productive, with a strong drive to achieve results with minimal supervision
• Excellent communication, analytical, presentation, time management and organizational skills.
• Excellent conflict resolution skills
• Experience using a CRM or contact management system such as Salesforce.com and Microsoft Office
• A strong drive to achieve results with minimal supervision
• Openness and ability to be coached, passion for winning, resolve and dedication
• Aptitude for Technology, including using web-based software and internet tools

• Experience in the HR Technology/Human Capital Management domain.
• Strong existing relationships and a track record of success with GSI's and Consultancy firms
• Deep experience in most countries in the nominated territory.