Director, Strategic Alliances & Partnerships - APAC

Role Description:

Working as Director, Strategic Alliances & Partnerships (APAC) for Jumio, you will be responsible for generating new business via the partner ecosystem with a special focus in the APAC region. You will demonstrate a proven sales acumen with the experience of solution selling and a track record of successfully selling into Fintech, Crypto, Payment, e-Wallet vertical.

The Manager, Strategic Alliances & Partnerships is responsible for the design, development, execution and growth of the partner strategy in the APAC marketplace, in close coordination with global counterparts.

They will be expected to quickly embrace the Jumio business, understand the complex market ecosystem and quickly build and execute an effective GTM and revenue acceleration plan for the various partner channels identified (i.e. OEM/ISV, reseller, system integrators) with the expressed purpose to make an immediate impact to our indirect sales strategy and drive incremental sales with and through our most critical business partners.

The ideal candidate will possess the business acumen to identify business opportunities, build loyal partner relationships with strong negotiation, communication skill sets and a patient disposition.

This role is to help to grow the Jumio business via partners; reaching customers that Jumio may not be able to reach on its own.

Example Responsibilities:

• Understanding the overall Jumio partner ecosystem and how to manage channel conflicts with the purpose to aim for an amicable outcome.
• Identify and recruit the right partners to jointly identify and prospect opportunities with the successful management and completion of the deal.
• Maximize closing of deals that can result in the taking of market share from competitors.
• Develop and build partner relationships through calls, emails, meetings and conferences.
• Maintain accurate records of all partner activities for the purposes of identifying, nurturing and closing the Company’s sales pipeline.
• Ensure Jumio direct sales teams and partner sales teams are completely aligned and proactively pursue joint opportunities with a prioritized list of top performing partnerships.
• Drive the collaboration of marketing, customers success and product teams to deliver a compelling partner engagement.
• Have a complete understanding of the Company’s offerings and competitive products, pricing and proposal models.
• Self-sufficient and comfortable to travel sometimes or as needed.

Experience and Qualifications:

• Significant experience and track record of performance within indirect / channel partner / strategic alliances selling roles, ideally in a regional and/or global strategic alliance / partner sales leadership capacity.
• Experience with reseller / independent software vendor / system integration channels in the APAC in fraud & identity verification / cyber security solutions / identity access management solutions is critical.
• Proven strategic leader with a strong track record of driving partner-led revenue growth and GTM success. Recognized for delivering high-impact outcomes through ecosystem alignment, scalable co-sell strategies, and a results-driven mindset. A true rock star in accelerating revenue through partner collaboration and execution excellence.
• Excellent presentation, communication and negotiation skills.
• Positive attitude, team oriented and self-starter who can work alone and in a collaborative manner to achieve the goals set for the organization.
• Closing skills, financial planning and strategy skills, proven ability to achieve sales quotas, willingness to travel, and team player.
• Proficiency in Channel Management, CRM, Sales Automation and Social Selling tools, with demonstrable experience with Salesforce, Highspot, LinkedIn, etc. a plus.

@Work:

Jumio Singapore office is located at Centennial Tower. It is the APAC headquarters comprising a small team of energetic, motivated staff members across sales, consulting, marketing functions. It is a friendly, social culture where everyone comes together to celebrate each other’s success and provide support in resolving challenges.