Partnership Manager, APAC

Role Overview

Apryse is expanding its market presence across the Asia-Pacific region and is seeking a seasoned Partnership Manager to spearhead growth and development of its partner network. This senior-level individual contributor will lead the entire partner function, including strategy formulation, program design, partner recruitment, onboarding, enablement, and execution to drive business results primarily focusing on Australia, New Zealand, and India.

Key Responsibilities

• Develop and implement Apryse's APAC partner program from the ground up, including strategy, program structure, partner tiers, incentives, and securing executive-level support across functions.
• Review and evaluate the current partner network's performance to identify areas of investment, engagement, or restructuring aligned with the overall strategy.
• Source, recruit, and integrate new partners within the APAC region, prioritizing entry into Australia, New Zealand, and India markets.
• Match partner strengths, industry expertise, and clientele with suitable sales motions and product segments to maximize contribution.
• Design and execute partner enablement initiatives like training, certifications, co-selling frameworks, and sales plays to empower partners effectively.
• Facilitate collaboration between partners and Apryse's Account Executives, establishing clear engagement rules, joint planning, and coordinated deal progress.
• Support partners to navigate multiple sales cycles including new account acquisition and expansion of existing accounts.
• Create joint business plans with key partners covering pipeline objectives, co-marketing strategies, and leadership engagement routines.
• Act as the liaison for the partner ecosystem internally, reporting on pipeline, revenue, market insights, and continuously optimizing the partnership program.

Performance Metrics

• Pipeline generated via partner collaborations.
• Revenue realized through partner-driven deals.
• Achievement of management objectives including partner onboarding in targeted markets and successful partner enablement.

Required Qualifications

• Over 10 years of experience in B2B software, with a minimum of 5 years in partner/channel management, alliances, or business development roles within the APAC region.
• Proven ability to establish and launch a partner program, beyond managing established ones.
• Experience in analyzing and streamlining existing partner portfolios with clear prioritization and investment decisions.
• Demonstrable success in driving and converting partner-sourced pipeline into revenue with measurable outcomes.
• Strong understanding of the APAC partner ecosystem, including systems integrators, consultancies, resellers, distributors, and technology partners.
• Excellent stakeholder influence and relationship management skills with the capability to align diverse teams.
• Sound commercial judgement, comfortable managing ambiguity, and skilled in collaborating with sales teams to move deals to closure.
• Analytical skills for partner assessment and fitting partners strategically to sales motions and product offerings.
• Outstanding communication and presentation capabilities, particularly engaging with executive-level partners.
• Fluent professional English.
• Willingness and ability to travel within APAC including Australia, New Zealand, India, and Southeast Asia.

Preferred Extras

• Existing partner relationships in Australia, New Zealand, and India.
• Experience with complex software product sales or partnerships, especially in SDK or document technology domains.
• Additional language skills relevant to the region.
• Familiarity using CRM and PRM platforms for managing partner pipelines and performance.
• College degree or equivalent experience is an advantage.

Benefits

• Competitive salary aligned with qualifications and experience.
• Comprehensive health and dental insurance covering employee and family starting day one.
• Supportive team environment fostering career development and professional growth.
• Highly autonomous, entrepreneurial culture.
• Annual recurring work-from-home allowance for home office essentials.
• Ongoing learning and development support.
• Diverse and inclusive workplace that encourages mutual learning.

Additional Information

Apryse is a leading provider of document SDK technology supporting software across platforms globally with a prestigious client base, including IBM, Autodesk, Boeing, Microsoft, among others. The company is committed to innovation in document management and collaboration technology, impacting millions of users worldwide.

We encourage applications from diverse and non-traditional backgrounds and maintain an equal opportunity hiring policy without discrimination. Reasonable accommodations will be made for qualified individuals.

Our recruitment process may utilize AI-based tools to assist in application review but final hiring decisions are ultimately made by humans.