Partnership Manager, APAC

Job description

**The Role** Apryse is scaling its go-to-market across Asia-Pacific, and we're looking for a Partner Manager, APAC to lead and grow our partner ecosystem in the region. We already work with a number of partners across APAC. Your first mandate will be to take stock of this existing partner base, assess where the real value lies, and shape it into a coherent strategy, while recruiting and onboarding new partners with an initial focus on Australia, New Zealand, and India. This is a senior individual contributor role with a rare opportunity to own a function end to end: from defining the partner programs and securing executive sponsorship, to enabling the right partners, to driving measurable pipeline and revenue alongside our sales teams. You will be the connective tissue between external partners (systems integrators, consultancies, resellers, distributors, and technology/ISV partners) and internal stakeholders across sales, presales, marketing, and executive leadership. Success will require sourcing the right partners, but more importantly, matching each partner's skill set, network, and market presence to the right sales motions and the right parts of the Apryse product portfolio. You'll then work lockstep with our Account Executives in each territory to ensure partner-sourced opportunities convert beyond pipeline creation through to closed revenue. **Responsibilities:** - Design and launch Apryse's APAC partner program from creation through execution: define the partner strategy, program structure, tiering, incentives, and operating model, and secure executive sponsorship and cross-functional buy-in. - Audit and assess the existing partner base across the region: evaluate performance, capability, and fit, and make clear recommendations on where to invest, re-engage, or restructure as part of the overall partner strategy. - Identify, recruit, and onboard new partners across the region, with initial priority markets of Australia, New Zealand, and India. - Assess each partner's capabilities, vertical expertise, and customer network, and deliberately map them to the sales motions and product portfolio areas where they can create the most value. - Build and execute partner enablement plans (training, certification, sales plays, and co-selling frameworks) so partners can confidently position and sell the Apryse portfolio. - Act as the bridge between partners and Apryse Account Executives in each territory, establishing clear rules of engagement, joint account planning, and deal-level collaboration. - Work hand in hand with sales reps throughout the deal cycle to ensure partner-sourced opportunities progress from pipeline to close, driving accountability on both sides of the partnership. - Support and orchestrate partners across multiple sales motions, including new-logo acquisition (land) and account growth (expand). - Develop joint business plans with strategic partners, including pipeline targets, co-marketing initiatives, and executive alignment cadences. - Serve as the internal voice of the partner ecosystem: report on partner-sourced pipeline and revenue, surface market intelligence, and continuously refine the program based on results. **How Success Is Measured:** - Pipeline generated through partners. - Revenue closed through partners. - MBOs tied to onboarding new partners in Australia, New Zealand, and India, and to partner enablement outcomes that support selling of the Apryse portfolio in collaboration with territory sales teams. **Requirements:** - 10+ years of experience in B2B software, with at least 5 years in partner/channel management, alliances, or business development roles across APAC. - Demonstrated success building a partner program from scratch (strategy, executive buy-in, launch, and execution), not just running an established one. - Experience inheriting and rationalizing an existing partner portfolio: assessing partner performance and potential, and making decisive investment and prioritization calls. - A proven track record of generating and converting partner-sourced pipeline into closed revenue, with quantifiable results. - Deep familiarity with the APAC partner landscape across systems integrators, consultancies, resellers, distributors, and technology partners. - Exceptional stakeholder management and influencing skills: able to earn trust with partner executives and internal leaders alike, and to align teams without direct authority. - Strong commercial judgment and the maturity to navigate ambiguity, competing priorities, and direct sales cultures, including the ability to collaborate closely with quota-carrying reps and keep joint deals moving to close. - Analytical approach to partner selection: able to evaluate a partner's strengths, coverage, and network, and match them to specific sales motions and product lines. - Excellent communication and presentation skills, comfortable engaging C-level executives at partner organizations and internally. - Professional working fluency in English. - Willingness to travel across the region (Australia, New Zealand, India, and Southeast Asia) as needed. **Nice to Haves:** - Established relationships with partners in Australia, New Zealand, and India. - Experience selling or partnering around complex software products; familiarity with SDK/developer-focused or document technology solutions. - Additional regional languages. - Experience using CRM and PRM tools to manage partner pipeline and performance. - A college or university degree, or equivalent experience.