Partner Manager

This is a fully remote position, open to applicants in Indonesia.

📋 Description

• Develop and maintain a pipeline of potential resellers, agencies, system integrators, consultants, ISVs, technology partners, and referral/affiliate partners throughout Southeast Asia.

• Generate leads through outbound efforts, ecosystem events, Meta and related communities, as well as referrals from existing partners.

• Oversee the entire partner recruitment process, from qualification and discussions about business cases to negotiating commercial terms and obtaining signatures.

• Take charge of partner onboarding, certification, Wati and Astra training, and the activation of first deals.

• Create tailored pitch materials, provide demo support, offer pricing guidance, and manage objection handling.

• Execute joint business plans and conduct regular quarterly business reviews (QBRs) with key partners.

• Achieve quarterly targets for net-new revenue through partner activation, pipeline development, and revenue sourced from partners.

• Collaborate with partners on larger opportunities and assist in closing deals.

• Expand existing accounts through growth, upselling, and increasing conversation volume.

• Manage churn and contraction within the partner ecosystem.

• Plan and execute partner co-marketing initiatives including webinars, events, campaigns, and joint content creation.

• Gather market insights regarding competitors, pricing, feature gaps, and the business needs of Indonesian and Malaysian markets.

• Ensure accurate maintenance of partner and pipeline information in HubSpot or similar CRM systems, and provide weekly forecasts.

• Work closely with Sales, Customer Success, Marketing, and Product teams to facilitate successful partner-led transactions.

⛳️ Requirements

• Minimum of 4 years of experience in partnerships, channel sales, or B2B SaaS sales, preferably with part of that time spent carrying a quota.

• Direct experience in selling into or through Indonesia, Malaysia, and Singapore.

• Proven track record in establishing relationships through cold outreach and prospecting partners.

• Ability to construct a business case, negotiate terms, and maintain pricing integrity.

• Proficiency in English and Bahasa Indonesia or Bahasa Malaysia, both spoken and written.

• Comfortable with SaaS tools and CRM practices (HubSpot or equivalent).

• Self-motivated with the capability to work autonomously.

• Proficiency in Chinese (Mandarin or Cantonese) is a significant advantage.

• Familiarity with the WhatsApp Business API, martech, or the Meta partner ecosystem is a plus.

• Experience in developing a partner program from the ground up is an advantage.

• Experience in selling to SMB and mid-market clients is beneficial.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.

• Comprehensive health and wellness benefits.