Vice President, Partner Sales APJ

About the role

The Vice President, Partner Sales APJ is an executive position responsible for leading the partner sales function across Japan, ASEAN, and India. The role involves building a disciplined partner sales engine to enable safe and predictable growth across the region. The executive will translate enterprise identity and AI strategies into actionable partner programs that deliver measurable revenue outcomes. They will architect the partner sales motion, align market opportunities with alliance goals, and lead through a hands-on, strategic, and execution-focused approach. Success requires scaling critical partner organizations while maintaining rigorous governance, sales discipline, and executive presence with C-level stakeholders. The role owns the end-to-end performance of the APJ partner sales ecosystem.

What you'll do

Execute strategic partner plans that align alliance goals with market opportunities across APJ, ensuring cohesive execution across Japan, ASEAN, and India.

Grow the core partner network by nurturing and onboarding new alliances that advance enterprise identity and AI deployment while maintaining strict compliance standards.

Design short- and long-term partner strategies with clear quotas, tracking mechanisms, and analytics to build a metric-driven team capable of predictable growth.

Optimize performance and refine infrastructure based on data insights to support ambitious growth targets and improve partner productivity.

Lead, hire, and develop a geographically dispersed partner sales team through coaching, feedback, and succession planning to ensure continuity and depth.

Analyze and enhance engagement processes, methodologies, and discipline to improve partner execution and reduce friction in sales cycles.

Drive regional partner director alignment and actively participate in sales opportunity reviews with senior stakeholders to maximize revenue potential.

Create and run lead-generation programs tailored to different partner types using creative analysis and execution to expand market reach.

Evaluate current partner networks, recommend new relationships, and execute on those recommendations to strengthen the ecosystem.

Negotiate complex commercial arrangements including services, reseller, and co-sell agreements while safeguarding organizational interests and compliance.

Identify patterns and trends in data by collecting and integrating information from multiple sources to inform strategic decisions.

Develop trusted, collaborative relationships and uphold confidentiality while engaging diverse personalities and backgrounds across APJ markets.

Plan, document, and execute partner strategies across a dispersed team while building and leading an APJ partner sales organization from the ground up.

Travel as needed within domestic and international locations to support partners and customers, ensuring strong relationship management and presence.

Requirements

Bring a minimum of 15 years of enterprise sales experience with a record of scaling critical partner organizations and delivering sustainable growth.

Show a history of success as a senior executive such as SVP, GM, or VP in a high-growth enterprise SaaS environment with proven results in alliance and partner sales.

Apply a highly analytical approach to enterprise sales across multiple verticals using quantitative business insights to drive decisions and outcomes.

Combine strategic innovation with hands-on execution capability to build scalable sales models that can be replicated across regions.

Provide hands-on leadership on projects and act as the key connector between revenue, marketing, and customer success to ensure end-to-end alignment.

Maintain deep knowledge of the partner landscape with focus on Japan, ASEAN, and India regions, including competitive dynamics and buyer behaviors.

Communicate clearly and persuasively in both verbal and written forms with diverse stakeholders, including executives, technical teams, and channel partners.

Travel as needed within domestic and international locations to support partners and customers, requiring adaptability and resilience.

Demonstrate inspirational leadership and executive presence with a track record of exceeding quotas and driving team performance.

Plan, document, and execute partner strategies across a dispersed team while building and leading an APJ partner sales organization capable of scale.

Negotiate complex commercial arrangements including services, reseller, and co-sell agreements with strong risk management and compliance awareness.

Identify patterns and trends in data by collecting and integrating information from multiple sources to uncover insights and opportunities.

Develop trusted, collaborative relationships and uphold confidentiality while engaging diverse personalities and backgrounds in a sensitive and inclusive manner.

Evaluate current partner networks, recommend new relationships, and execute on those recommendations to optimize channel performance and coverage.

Practical notes

This role requires a bachelor's degree as a baseline qualification.

Success in this position requires compliance with security and privacy standards during onboarding and annually thereafter.

Typical interview steps include a strategy case, a people scenario, and a values conversation. Candidates may be asked to turn around a struggling team or plan for growth. Past results are examined closely, especially how decisions were made. Interviewers dig into specific decisions you made and their consequences. Preparing two or three decision stories with numbers and lessons is the best use of time.