Strategic Alliance Manager - APAC Market (Max Budget - 42 LPA)

Years of experience: 9+ Years

JD:

● 8+ years of successful Enterprise Software Licenses and/or Service experience, Alliances,

and 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 system integrator 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 system integrator Partnerships and manage &

grow existing relationships

● Demonstrated track record of successfully setting up new system integrator 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,

prior experience in RFP, RFQ for managed services, large SSA model.

Open to working in the US Eastern time zone or significant overlap with the US time zone.