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Director, Apac Ecosystem Development

eFinancialCareers Ltd. - Sydney, NSW

Any Industry
Source: uWorkin


Permanent, Full time

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Director, APAC Ecosystem Development To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category
Alliances & Channels

Job Details
Director, APAC Ecosystem Development

Job Description

About the Team
The Partner Strategy & Success team is the strategy & execution arm organized by region, yet commonly aligned to achieve the local needs of the partner business across GTM strategy, partner engagement, partner sales capabilities, capacity development, talent alliances, and internal professional development.

About the Role
The APAC Partner Strategy & Success team is seeking a Director to lead the Partner Ecosystem Development Manager team who can drive the regional capacity development for Salesforce Partners across the ecosystem. This will require building plans with PAMs and partners, guiding them through execution to increase the depth of skills, the number of credentialed consultants, and the Partners sales capabilities through enablement.

Doing so will require tight collaboration with both field and partner leadership and engagement with the Consulting Partners to build and grow their Salesforce capability. You will also support the wider APAC theatre as part of the broader Enablement and Partner teams for APAC-wide events and activities. You will be required to build strong relationships with both internal and external senior leadership and practice leads to develop and execute your strategy.

Key responsibilities

Practice Development Planning

  • Own the total capacity plan for the assigned region, integrating plans from GSI, RSI and new entrants
  • Work with Partner Account Managers and GTM teams to identify strategic partners, jointly assessing their current capabilities and capacity, understanding their growth plans, and sharing Salesforce's product roadmap and market strategy to develop a joint enablement plan.
  • The plan will ensure that the partner is ready with relevant expertise, customer success skills, and practice growth ready to successfully implement our solutions for the Salesforce customers.
Collaboration & influencing
  • Collaborating with the Partner Account Managers /Partners, Distribution and wider APAC Partner Development teams to build and execute enablement plans in your assigned territory and partner portfolio.
  • Be the trusted advisor to our Partner Account Managers and Partner Practice/Business Leads for aspects of Practice Development.
  • Own the enablement relationship for specific partners that provide a single focal point for all enablement
  • Work closely with our Customer Success Group including the Partner Engagement Managers and Strategic Customer & Partner Engagement Teams providing feedback and engagement where appropriate for customer implementation success.
  • Use Sales and Capacity plans to inform business and enablement planning with your focus partners
  • Source and Deliver enablement aligned to capacity plans using all available channels.
  • Engage with Senior Managers at Partners to influence practice development planning
  • Building 1:1 relationships with the technical and practice enablement executives within the Partner community
  • Engage the Partner Talent Alliance for preparing for talent acquisition

Holistic Practice Enablement
  • Deliver enablement sessions providing a broad view of the Salesforce Portfolio to partners ensuring foundational technical understanding of the products including positioning, implementing and extending the solution.
  • Facilitating Business & Industry enablement sessions to ensure the Salesforce PoV for these areas is understood by our ecosystem.
  • Own specific product areas and deliver technical enablement as required beyond the foundational level
  • Guide the Partners on how to utilise all the channels available to acquire product knowledge from selling through to implementation

Key Performance Measurements:
  • Close gaps in Credentials vs. desired capacity plans
  • Increase # Credentials / CIs
  • Increase % Enablement plans utilized
  • Reduce the number of days to resolution of red accounts
  • Increase CSAT score and customer success

About You:
  • Highly motivated individual that is passionate towards partners and dedicated to building a strong Partner ecosystem in a rapidly growing organisation.
  • A background in partner business with either a System Integrator or a product company is required
  • Executed enterprise pre-sales cycles (e.g., sales engineering, solution consulting, sales consulting)
  • Demonstrated ability to grasp and learn new business models, technology paradigms, architecture and solutions
  • Strong technical acumen with a track record of delivering technical and technical enablement sessions
  • Understanding of Salesforce solutions from a technical perspective and preferably deep technical skills in one or more products.
  • Excellent client presentation skills; comfortable working with international technical and business teams/audiences
  • Willingness to travel

This is a fast-paced, high-growth startup environment - we are looking for smart, high energy candidates who want to make a big impact and want to work alongside a great team to do so. We work closely together, so you must be a team player! The perfect candidate will thrive on the prospect of taking on huge challenges and will "move the needle" by driving programs through feats of flawless execution.

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