Job Description

WHAT YOU WILL BE DOING

Lead the APJ Partner organization to drive growth with identified top-tier partner alliances. This will include the nurturing and development of new alliance partners into the core network.
Lead by the numbers in a purposeful way. Assess and improve upon current engagement processes, methodologies, structure, and associated discipline.
Create and execute short- and long-term partner plans, including strategies, programs, goals, quotas, tracking mechanisms, and analytics. The ultimate goal is to build a highly metric-driven and predictable team.
Propose & implement necessary adjustments to optimize performance and build/refine the infrastructure to facilitate ambitious & exciting growth.
Manage a team across multiple geographies including team structure, hiring, performance assessment, coaching and feedback, team succession planning, and training.
Work closely with Executive Leaders, Sales, Marketing, Enablement and the Product Organizations to create a strong and collaborative partnership that will ensure success in competitive positioning, market awareness, and execution.
Assess and improve upon current engagement processes, methodologies, structure, and associated discipline. Create and execute short and long-term partner plans, including strategies, programs, goals, quotas, tracking mechanisms, and analytics.
Drive partner director alignment in the regional APJ sales teams. Participate in the sales opportunity reviews and reach out and collaborate with the Partner Directors, Regional Sales VPs and Account Executives.
Use experience and creativity to create, analyze and execute lead-generation programs across all partner types.

WHAT YOU BRING

Minimum 15 years of Enterprise Sales experience with a compelling and verifiable track record of success managing and building/scaling a critical partner organization. Previous experience as SVP, GM, or VP for a high-growth enterprise SaaS software company.
Highly instrumented and analytic executive for the enterprise in multiple verticals.
Process-driven with the ability to use a quantitative approach to apply business insights to partner sales.
A dynamic executive with the ability to strategically build innovative models combined with the tactical ability to execute. Has seen a growth journey but has the ability to scale down. A strong leader & motivator with proven success in building a world-class sales team with proven, repeatable methodologies.
Ability to lead and serve in a hands-on capacity on projects as well as serve as the connective tissue between Revenue Org, marketing, and customer success.
Strong knowledge of the partner landscape by region/country with special emphasis on Japan, ASEAN, and India.
Exceptional interpersonal, verbal, and written communication skills.
Willingness and ability to travel, both domestically and internationally.
Inspirational leadership, strong executive presence. Successful leadership track record in overachieving business goals and quota attainment success.
Ability to envision, develop, document and execute partner plans through a geographically dispersed partner and sales team. Demonstrated ability to build, lead and coach an APJ partner sales team.
Experience negotiating complex commercial deals, including services, reseller, and co-sell agreements.
The ability to collect information and identify fundamental patterns/trends in data. This includes the ability to gather, integrate, and interpret information from several sources.
The ability to build trusting, collaborative relationships and rapport with different types of people and businesses. This includes delivering on commitments and maintaining confidential information, as well as being approachable, showing interest in the other person, and relating well to people regardless of personality or background.
Ability to assess the current network of Partners and evaluate net-new relationships, make recommendations and execute against those recommendations.