Sr. Alliance Manager, APAC is an important business role that will identify and develop growth segments for enreap, APAC. Your primary responsibility will be to identify, develop & nurture partnerships / alliance opportunities in the DevOps & Digital transformation ecosystem. Alliance / Partnerships with new Principal (OEM), Demand Side ( System Integrators & Complementing Service Providers) and Talent fulfillment side will be in your scope of work.
We expect you to play a dynamic and entrepreneurial role in our growth journey to realize revenue & profits, by working closely with Sales, Marketing, Service Delivery, Accounts Management and other external Ecosystem colleagues including OEMs Partner Managers.
Summary:
● 8+ years of successful Enterprise Software Licenses and/or Service experience, Alliances, and/or Channels experience in the APAC market .
● Bachelor’s degree in Engineering and MBA/PGDM or equivalent combination of education and experience.
● Proven track record of operationalizing Revenue Streams from new OEMs Software Products / reselling business.
● Self driven Business Leader with strong passion to grow businesses by Portfolio expansion and demand side Partnerships in multiple geographies.
Responsibilities:
● Exposure on building business case for adding New Portfolio & New geography Penetration and should be able Execute approved Business case by setting up required teams, organizing them for efficiency and operationalize & integrate them with operational team (performing segment)
● Create and execute a Go to Market / business development strategy for Software tools & applications markets supported specifically within Atlassian, Monday.com, AWS and DevOps & Cloud technologies.
● Identify, Initiate, Negotiate & close Services partnerships / Alliance with other IT Service companies with complementing skill sets such that there is a win-win from both overall vision alignment / positioning & Revenues standpoint for both the allies.
● Explore potential business segments and geographies by mapping, sizing and targeting potential customers; discover and explore cross sell and upsell opportunities from accounts.
● Extensive experience in running high volume, low margin business in a crowded competitive market will be a big plus.
● Should be capable of setting up & managing End to end cross functional ownership for reselling business right from lead generation all the way to closing the AP transaction with suppliers. As the Revenue Stream operationalizes, transition the ownership to functional teams to run it themselves while you move on to new growth segments.
● Develop negotiating strategies; examine risks and potentials; estimate customers’ needs and goals
● Experience working with primary KPIs as EBIDTA, Gross margin, Revenue metrics
● Identify and develop strategic alignment with key third party partners
● Work closely and collaboratively with internal stakeholders.
● Exposure on Planning for Top Line and Bottom Line and allocation of the budgets within the function managers .
● Exposure on Overall of managing working capital, Credit limits by region, Cashflow for the assigned Growth Segments.
● Time to time Develop, roll out and improve decision making tools for the Sales team. Decision making tools considering short term & long term impact of transaction on profitability, cashflow & other cross sell opportunities.
Required Skills and Experience:
● Ability to build and convey compelling value propositions supported by data & market intelligence.
● Experience and ability to explore, acquire new Software OEM Partnerships and manage & grow existing relationships
● Demonstrated track record of successfully setting up new OEM partnerships from scratch and converting them into profitable businesses.
● Demonstrated track record of Partnership / Alliance with complementing Consulting, Implementation company or a System Integrator and converting them into profitable Revenue Stream.
● Demonstrated track record of successfully managing cross functional business operations for software products / reselling business units of at least 10M USD or above.
● Managing Software licensing business in US and / or APAC market
● Working knowledge of Atlassian ,Monday.com, AWS or any enterprise software tools will be an advantage
● Teammate with a natural proficiency for partnership across functions and organizations.
● Strong verbal and written communication skills.
● Ability to build working relationships with executives, both inside and outside the organization.
● Results-oriented professional with a growth mindset in light of resource constraints, competing priorities, and aggressive timelines
● Confidence and ability to engage with the Procurement & Technical Team of Direct clients and BD Heads at global Distributors / Partners.
● Experienced in selling in any verticals like Financial Services, Hi-tech, Retail, CPG Manufacturing.
● Open to working in the US Eastern time zone or significant overlap with the US time zone.