About The Role
We are seeking a Global System Integrator (GSI) Principle Channel Account Manager to join the Asia Pacific channel team. The role is based out of Singapore and reports to the Vice President of Partner Sales, Asia Pacific.
You will be responsible for leading GSI partnerships for Asia Pacific, with a focus on Accenture, NTT and Kyndryl. Your role will require you to work with your GSI global counterparts to bring go-to-market services and solutions to Asia Pacific, and leverage those to own building the Asia Pacific joint go-to-market. Key performance indicators include the ability to build joint offerings, pipeline, develop trusted relationships with key decision makers, enabling GSI client and technical account leads, promoting the partnership and closing partner booked business.
The ideal candidate will have strong executive presence, established relationships and experience leading GSI partnerships, preferably in the technology and/or security and networking sector. They can work independently to build a strategy and execute the plan leveraging stakeholders both internally and externally. They will have the ability to influence decisions and investments. Key stakeholders include Cloudflare Leadership, Account Executives, Solution Engineering, Channel Managers, Customer Success teams, Sales Operations, Marketing teams and external Partner executives.
You will be expected to travel as required. The ideal candidate will have a network of existing partner contacts within the key GSI partnerships, including client leads and decision makers.
Key Accountability: Achieve and exceed partner booked sales goals.
Responsibilities:
- Own the GSI strategy for Asia Pacific including country/market prioritization
- Build the joint go-to-market services and solution stack offerings working closely with the global alliances team and services team
- Relationship development including building executive key influencer and sales relationships that peer with Cloudflare and
- Business planning, including account mapping, development and execution of the joint growth and customer acquisition strategies to expand into new verticals and territories
- Own and run Business and Quarterly Planning/Reviews both internally and externally
- Be the primary voice to the channel leadership team on GSI partnerships
- Drive co-marketing opportunities
- Own the plan for ongoing training & support for client leads and technical resources
- Work with GSI partnerships and /or field sales on RFPs, proactive account planning, deal registrations and forecasting
Desirable skills, knowledge and experience:
- Relevant Bachelor Degree
- 15+ years experience working with Global System Integrator partnerships.
- Existing relationships with Accenture, NTT and Kyndryl
- Executive presence
- Experience working in the Technology sector. Network and/or security vendor experience a bonus
- Strong presentation and interpersonal communication skills (verbal and written)
