Director, APJ Channels and Alliances
HybridSingapore, Singapore
Job Summary
Run weekly pipeline reviews with Channel Account Managers to inspect deal movement, partner engagement, and CI creation activity by territory. Conduct account mapping sessions with regional AE leaders to identify where partners should be embedded in active opportunities. Hold partners accountable to pipeline commitments through regular QBRs and joint business plan check-ins. Manage daily deal registration workflows by approving, rejecting, or escalating submissions to ensure proper SF attribution and track cycle time. Coordinate with Channel Ops on reporting accuracy, partner tiering compliance, and comp-impacting fields. Work directly with distribution partners on activation, quoting, and order flow. Coach CMs on shifting from deal management to proactive CI-generating activities. Flag and resolve conflicts between partner coverage and direct sales. Travel to partners and be in-market regularly across APJ.
Required Qualifications
- 6-8+ years in channel or partner sales leadership
- experience managing a regional partner team carrying a direct revenue number
- Proven track record building partner-sourced pipeline
- Experience with deal registration operations
- partner attribution in Salesforce
- pipeline reporting at the Director/VP level
- Familiarity with cloud marketplace transactions (AWS CPPO, DSOR, co-sell mechanics)
- distribution models relevant to APJ
- Has personally recruited and onboarded partners
- Comfortable operating in a high-growth, pre-IPO environment
- Strong working relationship skills with direct sales leadership
- can earn trust with regional sales leaders and AEs
- Candidates need to be genuinely based in the location the role is posted
- we're happy to support relocation for the right person
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