Director APJ Channel

2 weeks ago

Brisbane, Queensland, Australia LeanIX Jobs Full time

LeanIX is looking for a Director, APJ Channel and Alliances (f/m/d)that will recruit, develop, and scale the LeanIX partner ecosystems with multiple partner types (e.g. consulting, implementation, and referral/resell partners) in the IT industry. This individual will also support partners in selling LeanIX products, engaging with both existing LeanIX and SAP partners as well as net new partners across the ecosystem in the APJ region, and will help develop the partners to engage with joint customers and prospects around LeanIX. You are a trusted advisor on matters relating to the LeanIX product offerings, have industry knowledge, experience building partner ecosystems and channel, and know how to leverage executive relationships.

Location can be in Sydney or Melbourne or Brisbane preferred.
You will develop and execute a regional business plan designed to collaborate within partner accounts, along with individual partner plans. This will include strategic planning and positioning of the product, facilitating product training to partners, and coordinating customer events and programs to effectively drive incremental, indirect revenue through partners. You will be self-motivated to succeed in a scale-up environment, able to articulate product and business strategies and have a proven track record of success in delivering results.

WHAT IS WAITING FOR YOU?

  • Establish and develop partnerships with consulting firms, system integrators and technology ISVs, as part of our aggressive growth plan in the region
  • Be the single point of contact and trusted advisor to senior stakeholders (Partners, Managing Directors) of LeanIX partners
  • Work with LeanIX partners to develop a joint strategy and go-to-market plan that includes investments in partner practice development, opportunity identification and referrals, co-selling, and development/outsourcing of LeanIX based partner service offerings
  • Manage the enablement of our partners to fully leverage the business value of the LeanIX technology to accelerate their consulting services to their end- customers and support actively in the sales cycle.
  • Collaborate with different teams at LeanIX and SAP, like Sales, Customer Success Management, Support and Marketing to ensure a good support of partner activities for LeanIX customers and customer prospects

WHAT ARE WE LOOKING FOR?

  • 10+ years of experience partner recruitment and management of multiple partner types (e.g. consulting, technology and referral/resell partners) in the IT industry, preferred already in the context of enterprise SaaS software
  • Multiple years of experience in consulting with one of the leading consulting firms are of benefit
  • Intensive business development skills; proven ability to understand different organizational and go-to-market models of global acting consulting firms, system integrators and technology ISVs
  • Relationship-builder and passion for partner success and the ability to focus and execute in a changing environment and to make things happen
  • Strategic Vision: Ability to conceptualise and implement innovative go-to-market and partner strategies that align with LeanIX's long-term vision and regional growth objectives.
  • Analytical Skills: Strong data analysis capabilities to measure partner performance, identify growth opportunities, and optimise the partner lifecycle for maximum efficiency and profitability.
  • Cultural Competence: Awareness and sensitivity to the diverse business cultures within the APJ region, enabling effective communication and relationship-building across different markets.
  • Leadership Qualities: Demonstrated leadership skills with the capacity to mentor and influence partners and internal teams without direct authority.
  • Fluent in English.

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