Director, Partner Sales

Where we Work

Udemy is a global company headquartered in San Francisco, with additional U.S. offices in Denver and Austin, and international hubs in Australia, India, Ireland, Mexico, and Türkiye. This is an in-office position, requiring three days a week in the Melbourne office (Tuesday, Wednesday, Thursday) and flexibility on Mondays and Fridays.

About Your Skills

Strategic Planning: You excel at setting regional partnership vision that aligns with global priorities while adapting to local APAC market dynamics. You're skilled at designing comprehensive channel strategies that drive measurable revenue growth across multiple countries and diverse partner ecosystems.

Partner Relationship Management (PRM): You thrive at building and scaling referral and reseller networks through systematic relationship management and technology-enabled processes. You understand how to leverage PRM systems and methodologies to optimize partner performance while providing executive sponsorship and strategic guidance.

Business Development: You have a proven ability to identify and develop growth opportunities across APAC markets, turning potential partnerships into sustainable revenue drivers. You excel at building partner ecosystems that create long-term value through both direct partnerships and scaled network effects.

Negotiation: You're skilled at structuring mutually beneficial agreements with senior partner stakeholders while balancing global partnership standards with regional market needs. You know how to influence cross-functional teams and matrixed organizations to achieve alignment on complex partnership initiatives.

About This Role

As Director, Partner Sales for APAC, you'll lead Udemy's regional partnership strategy while building and developing a high-performing team of partner managers across priority markets. This role offers the opportunity to shape partnership growth at scale while serving as the critical bridge between global partnerships strategy and regional go-to-market execution. You'll have significant impact on APAC revenue growth by establishing Udemy as a preferred partner in the regional learning technology ecosystem.

What You'll Be Doing

• Set the APAC partner vision and strategy in line with Udemy's global priorities, tailoring approach to local market dynamics and cultural considerations

• Recruit, lead, and develop a regional partner team including Strategic Partner Managers, ensuring consistent execution against ambitious growth goals

• Act as the bridge between global partnerships and regional GTM leadership, aligning on pipeline coverage, account strategy, and go-to-market motions

• Drive partner ecosystem growth by scaling referral and reseller networks across priority APAC markets with focus on sustainable revenue generation

• Lead negotiations with key strategic partners to establish regional agreements and frameworks that support both global standards and local market needs

• Oversee execution of day-to-day partner management while providing escalation support, executive sponsorship, and strategic guidance to your team

• Enable partners and internal sales teams across APAC, ensuring sellers understand how to leverage partnerships in pipeline creation and opportunity development

• Report on partner-sourced pipeline and revenue, providing APAC perspective into global partnership forecasting and strategic planning

What You'll Have

• 10+ years in partner sales leadership within SaaS, IT, or EdTech with proven track record of exceeding revenue targets in complex markets

• Experience building and executing regional channel strategies across multiple APAC countries with deep understanding of local market dynamics

• Proven success hiring, leading, and developing partner sales managers or equivalent roles in fast-paced, results-driven environments

• Strong collaboration skills with ability to work effectively across matrixed organizations and cross-functional teams in global companies

• Deep understanding of channel partner go-to-market models, enterprise sales motions, and referral/reseller ecosystem management

• Exceptional executive presence with ability to influence senior partner stakeholders and internal leadership across regional and global teams

• Experience with partner relationship management systems and sales technologies to optimize partnership performance and reporting

• Strong analytical skills with ability to use data to inform regional partnership strategy while contributing to global strategic planning

#LI-AM2

Posting Date: October 29, 2025

Application Window

We anticipate the application window will be open until November 12, 2025. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window.