JAPAC Alliances Director - Communications Global Industry Unit

Key Responsibilities

1. Strategic Planning & Partner Selection

• Identify, evaluate, and prioritize potential enterprise partners that align with the organization's long-term growth and product roadmaps.
• Define clear value propositions for the alliance, ensuring a win-win scenario for both organizations and the end customers.

2. Relationship & Ecosystem Management

• Serve as the primary, trusted point of contact for key enterprise partners, fostering deep relationships across executive, product, marketing, and sales teams.
• Build and maintain a governance model (e.g., Quarterly Business Reviews) to track alliance health, resolve conflicts, and realign goals.

3. Commercial Execution & GTM

• Co-author and execute comprehensive joint business plans, including revenue targets, marketing initiatives, and product integrations.
• Collaborate with internal and partner marketing teams to launch co-marketing campaigns, webinars, and event sponsorships.
• Enable internal sales teams on the partner's value proposition to drive co-selling motions and pipeline generation.

4. Performance Tracking & Reporting

• Define, track, and report on key performance indicators (KPIs) such as partner-influenced revenue, pipeline growth, and integration adoption.
• Manage complex legal and financial negotiations during contract renewals or expansions.

Key Performance Indicators (KPIs)

• Partner-Driven Revenue:Total ARR generated through partner co-selling or resale.
• Pipeline Velocity:Speed at which joint pipeline opportunities move through the sales cycle compared to direct sales.
• Partner Satisfaction (Net Promoter Score):Quantitative health check of the relationship from the partner's perspective.
• Integration/Product Adoption:Number of enterprise customers utilizing the joint integration or bundled offering.

Ideal Professional Background

• Education:Bachelor's degree in Business, Marketing, Computer Science, or a related field (MBA preferred).
• Experience:10+ years in Partnerships, Alliance Management, Business Development, or Enterprise Account Management (ideally in Communication domain and within Onprem, SaaS, Cloud, or Tech ecosystems).
• GSI's: Relationship with GSI's in the region is a key requirement
• Geography: 10+ years experience in working across JAPAC
• Tools:Proficiency with OSS, BSS platforms (Oracle, Amdocs, Ericsson, Salesforce, Service now) and collaborative tools.

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Career Level - IC5