Channel and Alliances Director

3 weeks ago

North Sydney Council, Australia SAP Full time
About the Role

We're seeking a seasoned professional to lead our APJ Channel and Alliances team as a Director. This individual will be responsible for recruiting, developing, and scaling LeanIX partner ecosystems in the IT industry.


Key Responsibilities

  • Establish and develop partnerships with consulting firms, system integrators, and technology ISVs to drive aggressive growth in the region.
  • Be the single point of contact and trusted advisor to senior stakeholders of LeanIX partners.
  • Work with LeanIX partners to develop joint strategies and go-to-market plans, including investments in partner practice development, opportunity identification, referrals, co-selling, and development/outsourcing of LeanIX-based partner service offerings.
  • Manage the enablement of partners to fully leverage the business value of LeanIX technology to accelerate their consulting services to end-customers and support actively in the sales cycle.
  • Collaborate with different teams at LeanIX and SAP to ensure good support of partner activities for LeanIX customers and customer prospects.

Requirements

  • 15+ years of experience in partner recruitment and management of multiple partner types in the IT industry, preferably in enterprise SaaS software.
  • Multiple years of experience in consulting with leading consulting firms are beneficial.
  • Intensive business development skills, including understanding different organizational and go-to-market models of global acting consulting firms, system integrators, and technology ISVs.
  • Relationship-builder and passion for partner success, with the ability to focus and execute in a changing environment and 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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