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partner development manager, gsi in city center

randstad sourceright
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city center
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Information Technology
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randstad sourceright
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job description

ASEAN Partner Development Manager - Global System Integrators


As a Partner Development Manager, you will have the exciting opportunity to deliver on the client’s strategy to build mind share and adoption of their services across their most strategic customers and community members.

You will drive sales execution with the strategic consulting partner by teaming with the field leaders across APAC. This requires driving executive and field relationships with the Consulting Partner, customers and the leadership team. You will be responsible for driving top line revenue growth via partner led and supported opportunities and you will work with the partner to source new engagements within these strategic accounts. You will work with the global and regional Partner Development Managers and broader Partner Network Segment teams to identify and engage partners who include strategic ISVs and Service Providers focused on dozens of solution areas including Advanced Analytics, Business Applications, Big Data, IoT, Migration, Managed Services, Digital Transformation and Industry Verticals. The ideal candidate will possess both a strong sales background that enables them to engage at the CXO level, as well as a solid technical sales background that empowers them to easily interact with technical. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. ­­


  • Work with Territory sales managers to define and execute joint sales and go to market programs in collaboration with the Consulting Partner’s teams.
  • Co-sell and drive joint targeted sales engagements between the partner and territory sales teams to generate new pipeline and close sales opportunities.
  • Engage the Consulting Partner’s field sales, advisory, offering and cross-functional organizations, and customers to create and drive offering development and incremental revenue opportunities.
  • Build out targeted go to market plans to improve penetration in specific partner verticals including insurance and work with internal teams to develop Account Based Marketing (ABM) initiatives to generate demand
  • Serve as a key member of the Partner Development team in helping to define and deliver the joint solution set and supporting collateral.
  • Execute the strategic business development plan while working with key internal stakeholders (e.g. marketing, service teams, legal, support, etc.).
  • Identify specific customer segments, markets and industry verticals to approach with a joint value proposition for using our services.
  • Understand the technical requirements of our partners and work closely with the internal development team to guide the direction of our product offerings.


  • The right person will possess 10+ years of sales, business development and/or partner management experience with 3-5 years of experience working with Global System Integrators (GSIs)
  • Proven ability to identify and support 3rd party offering development
  • Experience working effectively across different sales, business development and technical teams, bringing together a cross functional team to deliver results
  • Demonstrated experience working across the ASEAN region
  • Consistently exceeds quota and key performance metrics
  • Demonstrated ability to engage and influence C-level executives
  • Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
  • Experience working within the Infrastructure as a Service (IaaS) category is highly desired