The Director of Partner and Alliances will report to the Managing Director APJ, David Hope. Building on a broad understand of the eco-system the Director of Partner and Alliances will work with Tier 1 (multi-national) and Tier 2 (domestic) partners to accelerate the deployment of Workday in target enterprise accounts. Specific responsibilities will include:
Creating a strategic partnering framework: Define and manage a rigorous partnering framework which enables effective engagement, support and collaboration. Provide partner training and governance to ensure the best positioning in the market.
Develop and manage a pipeline of partner lead opportunities: Identify and manage a pipeline of opportunities, with a target of seven new opportunities per quarter.
Candidate Profile
The ideal candidate will be adept at forming, shaping and maintaining partner relationships, with a keen focus on customer requirements. They will have a strong understanding of enterprise software, with experience of positioning complex solutions with global companies. The Director of Partners and Alliances could have a background in the function or in sales, services or marketing and will bring a keen commercial focus to the role. Further, this executive will be someone who has a proven track record of strategic leadership and tactical success from past senior roles, as well as a dynamic, passionate, and action-oriented approach to leading an APJ team. Specific experience and performance competencies which we would highlight include:
Knowledge and Experience:
Strong enterprise partner/sales/businessdevelopment/marketing or services experience in an APJ role. Track record of growing sales, new customer acquisition, sourcing clients and driving end to end deals.
Market knowledge – A broad knowledge of the SaaS eco-system and an in-depth knowledge of enterprise technology clients in APJ. Knowledge of finance, human capital and ERP systems will y be an advantage but are not a pre-requisite.
Competencies
Business Acumen
Complex Sales – Track record of driving complex solution campaigns orientated around client business cases.
Setting Strategy
Vision – Able to articulate a compelling go-to-market strategy which will energize partners.
Judgment – Track record of shaping targeted campaigns which deliver results.
Executing for Results
Driving Results – Relentless focus on execution with a track record of driving to deliver against targets.
Decisiveness – Willingness to act as a key decision maker under pressure.
Leading Teams
Managing Performance – A track record of enforcing rigorous performance management disciplines, of identifying poor performers and of taking appropriate action when necessary.
Managing Talent – Ability to identify and nurture talent.
Building Relationships and Using Influence
Developing and Leveraging Relationships – Strong relationships skills with a proven track record of engaging partners.
Track record of working with clients across a range of industries.
Persuasiveness – Combines a deep understanding of client business drivers with a detailed understanding of the SaaS value proposition to shape compelling propositions which are boardroom relevant.
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