Partner Success Manager, APAC


Job Scope
The Partner Manager will find, qualify, recruit, enable, and support a network of partners in order to drive partner sourced, influenced, and fulfilled revenue
  • Identify, recruit, enable, manage and grow partners (Regional SIs, VARs, referral partners, consulting firms) to support business goals and to execute partner sales strategies specific to each geographic region
  • Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet partner on-boarding, performance objectives and partners’ expectations.
  • Get partners to a ‘sales-ready’ state and engage sales
  • Deliver on Epsilons commitment to Partners within the framework of the Epsilon Channel Partner Programme
  • Work closely with sales teams on development, tracking, and reporting goals and objectives, forecasts, key metrics and definitions of success for each partner account
  • Drive consistent and predictable channel bookings through Partner success management, working with Sales and joint business and ongoing channel enablement
  • Negotiate and close channel and partnership contracts
  • Create and drive overall channel strategy and prioritization plan for the coverage area
  • Manage Partner compliance and KPI’s for positive results

  • Identify maintain and manage a base of Partner prospects that are additive and complementary to the regional plan. 
  • Recruit, sign up and on-board the required number of Partners on an annual basis.
  • Ensure the Partner is always ‘sales-ready’, ie ready to buy, this includes pricing plans, training, marketing, engagement plan.
  • Ensure Sales are engaged with the Partners to the required level, driving pipeline/funnel creation and win the conversion.
  • Support the Partner activity and engagement to assure required win rates via Sales.
  • Report on Partner derived Pipeline values, hitting the required KPI’s.
  • Report on Partner derived wins, hitting the required sales KPI’s.
  • Maintain high Partner satisfaction levels

Job Requirements
  • Experience recruiting, enabling, and leading a network of Data Centres, Managed Service Providers and System Integrator channel partners with direct personal involvement
  • Experience across APAC is highly desirable
  • Exposure to and expertise in building channel networks from the ground up
  • Demonstrated success growing the impact of channel results through increased bookings
  • Experience negotiating channel agreements and designing channel programs
  • Experience providing learning and training sessions
  • Self-directed, and passionate business development and channels professional
  • Meticulous with an eye for details
  • The ability to present, and negotiate with customers at all levels
  • Good interpersonal skills
  • High expectations around quality and ability to drive quality through the organisation