Senior Director - Business Development, Global APA - Concur Technologies - Singapore

Job description
The Global APA Senior Director owns both strategy definition and execution for partnerships across Concur’s existing APA markets (India, Asia, ANZ). This role works with a complex partner ecosystem inclusive of TMCs, GDSs, Corporate Payment Solutions, HCM/Payroll providers, System Integrators, BPOs, and select Concur Platform Partners. The Director will work primarily with in-market BD resources and the market-specific and pan-APA partners to achieve pipeline, revenue, and strategic partnership objectives.
The Director is responsible for vetting and establishing in-market partner strategy, objectives, and resourcing/staffing with in-market BD leadership, Managing Directors, and The General Manager. This role also owns the pan-APA strategy and execution for global partners and APA partners that cross multiple markets. This person needs to have the ability to work at many different levels in the APA theatre in all functional areas such as Marketing, Accounting, Legal, R&D, Client Development, Sales, Channel Sales, and Sales Operations. The Director is responsible for making sure APA market and pan-APA strategic programs and field engagement execution strategies are created on a quarterly basis to maximize the impact of the partner ecosystem in driving Concur’s distribution. This role will have direct responsibility for working with the APA GM and the appropriate cross functional teams to develop cross-functional partner strategies and secure the necessary partnerships to grow both the existing markets being served by Concur’s APA business today and advance into future APA markets. The Director must also have the ability to analyze the business and make the strategic changes necessary to better capitalize on partner-related opportunities or overcome barriers to maximizing success.

Executive Relationships
Create partnership objective and goal setting with Concur in-market BD and APA market and theatre leadership
Drive the partner relationships necessary to reach mutually beneficial objectives and the cross-functional commitments to achieve them, both with in-market and pan-APA/Global partnerships
Provide quarterly updates (at a minimum) to executive teams as well as short, mid, and long term strategic and tactical plans
Establish APA and Global internal cross functional relationships across the primary business functions of Concur, as they relate to current and future partner engagement and strategic objectives
Partner and Internal Education:
Identify and facilitate the creation of tools necessary to educate Concur and partnership field sales and account management teams and other cross functional areas, as needed.
Educate Concur new hires, via +1 Academy, as well as other internal and partner teams leveraging both in-person and other virtual venues
Work across in-market BD teams, Global BD and Concur’s Global Operations to ensure APA Business Development new hires and existing resources are on-boarded and receive relevant on-going education

Operational:
Work with Marketing to provide strategy and recommendations for marketing engagement across partnerships in each market as well as pan-APA
Coordinate partner/Concur marketing engagement and budgeting for PR, events, campaigns, and promotions
Work with Concur’s Revenue Operations/analyst and Finance teams to oversee the accuracy of partner related revenue by ensuring that partner-related opportunities are accurately tracked and processed
Facilitate visibility for partner and Concur senior field leadership and relationship ownership teams for updates on progress to objectives

Global Execution:
Strategize and coordinate execution of pan-APA global partnership objectives with respective Concur senior leadership and cross-functional teams
Align to market/country specific objectives, execution strategy, and ownership
Lead future APA Concur market expansion efforts with Concur senior leadership team where leveraging partnerships for both distribution and other cross-functional service delivery

Education, Experience & Training Required:
BA/BS or equivalent experience
Masters Recommended
10+ years experience in partner management and development
Experience in negotiating partner agreements
Demonstrated presentation, negotiation and persuasion skills.
Excellent written and verbal communication skills
Demonstrated project management skills.
Ability to pass a background check

Job Specific Specialized Knowledge & Skills:
Uses professional concepts and company policies and procedures to solve a variety of problems
Exercises judgment within defined procedures and practices to determine appropriate action
Works on problems of moderate scope where analysis of situations or data requires a review of identifiable factors
Interfaces with customer’s executives and product administrators
Provides direction to assigned team of partner sales reps according to defined guidelines
Extensive travel, as would be expected by the role and market requirements
Mandarin language competency preferred

Critical Performance Competencies:
Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
Builds and maintains trusting relationships with associates and customers
Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
Adjust to new, different, or changing requirements
Listens with objectivity and checks for understanding
Has the ability to analyze business and make quick changes to course correct where needed.
Persists despite obstacles, opposition or set backs
Competitive, high achiever
Holds self accountable for results
Conveys a sense of urgency and drives issues to closure
Ability to lead , develop and provide direction to internal team
Ability to coordinate activity needed across partner and Concur field and leadership

Physical and Cognitive or Mental Requirements: Major job activities – physical requirements:
Use of computer and keyboard for extended periods of time on most or all workdays
Use of telephone – throughout the workday as needed to conduct business
Working under time pressure
Working rapidly for long periods
Communicating and interacting with others

Major job activities – mental requirements:
Multiple concurrent tasks
Ability to perform under stress
Reading and comprehension
Writing
Problem solving
Confidentiality
Customer contact

Working environment (where major activities are carried out):
Indoors in an office or control room

Working hours:
40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness
Flexibility as to the specific working hours may be required or available

Value Competencies:
Displays passion for & responsibility to the customer
Hires, develops & rewards great people
Displays leadership through innovation in everything you do
Displays a passion for what you do and a drive to improve
Displays a relentless commitment to win
Displays personal & corporate integrity

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