Partner Development Manager, ASEAN

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Job Category

Sales

Job Details

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The Role The Strategic Partner Recruitment Manager is a highly specialized, crucial role responsible for identifying, targeting, recruiting, and onboarding net-new System Integrator (SI) partners across the ASEAN market. This role is 100% focused on partner acquisition and the initial strategic development of those relationships. You will be a market expert, responsible for identifying SIs with strong practice potential in key Salesforce solution areas (e.g., Data, Commerce, Industry Clouds) and convincing them to invest in building a dedicated Salesforce practice. You will be the architect of our future ecosystem, laying the groundwork for long-term, revenue-generating alliances. Key Responsibilities:

• Net-New SI Recruitment Strategy (Primary Focus):
  • Develop and execute a data-driven strategy for identifying and recruiting top-tier, net-new SIs in strategic markets across ASEAN (e.g., Indonesia, Philippines, Thailand, Vietnam).
  • Conduct in-depth market analysis to profile target SIs based on industry focus, technical capabilities, geographical reach, and their potential for investment in a Salesforce practice.
  • Own the entire recruitment cycle: from initial contact and pitch through to legal agreement signing and formal onboarding.
• Strategic Relationship Building:
  • Build and nurture executive-level relationships (C-level, Practice Leads) within target SI firms to secure commitment and investment in building a robust, long-term Salesforce practice.
  • Develop joint business plans with newly recruited SIs, defining practice goals, solution focus, enablement milestones, and initial co-sell activities.
  • Act as the evangelist for the Salesforce ecosystem, clearly articulating the financial and strategic value of partnering with Salesforce to prospective firms.
• Initial Partner Enablement Handoff:
  • Work closely with internal A&C teams & other teams (like legal, ops, SE’s etc) to ensure a smooth, successful transition and ramp-up for newly onboarded partners. (Your responsibility concludes once the partner is formally signed and the initial enablement plan is in motion).
• Internal Alignment & Advocacy:
  • Serve as the internal expert on the target SI landscape, providing intelligence to sales and marketing teams on where future revenue will be driven by new partnerships.
• Reporting and Performance Metrics:
  • Maintain accurate and timely records of all recruitment activities and partner status within the Salesforce CRM platform.
  • Generate regular reports detailing the health of the recruitment pipeline, and other key performance indicators (KPIs).
  • This role's performance will be directly measured against key metrics, including:
  • Number of Net-New SIs Recruited/Onboarded.
  • Partner Investment Metrics (e.g., certification goals, number of dedicated practice resources).
  • Initial Pipeline Generated from newly signed partners post-onboarding.

Required Skills and Qualifications

• Minimum of 7 years of experience in Channel Development, Partner Recruitment, or Strategic Alliances, specifically within the enterprise software or cloud industry.
• Mandatory: Proven, measurable experience in recruiting and onboarding net-new System Integrators (SIs) and signing strategic partnership agreements.
• Deep understanding of the ASEAN SI landscape, including major regional consulting firms, and mid-market specialists.
• Exceptional relationship-building, influencing, and negotiation skills, with the ability to engage confidently at the C-suite level.
• Strong business acumen and the ability to construct a compelling financial and strategic value proposition for new partnerships.
• Fluent in English is required. Proficiency in other key ASEAN languages (e.g., Bahasa Indonesia, Thai, Vietnamese) is a significant advantage.
• Ability to work independently, manage a recruitment pipeline, and travel extensively within the region as needed.

*LI-Y

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