Job Description Working Arrangement: Hybrid Key Responsibilities: Build & nurture OEM partnerships with top ERPs / POS / Billing systems in Malaysia (including building database & reach outs) - coordinate with business and product to prioritize roadmaps for partnership go-lives Build & nurture relationships with top Accounting firms in Malaysia (Big 4s, top 10 accounting firms outside of Big 4) to generate lead Scout & scale channel partners / resellers in Malaysia. Maintain relationships with such partners to keep generating leads Scout Software resellers who can add the company's products to their kitty for reselling, build the partnership right from defining rules of engagement to commercials & training the resellers to win in the market Set the right operating rhythm & processes for all partner categories to succeed with the company (along with setting the right expectations with Sales team) Keep track of all partners, their leads to support for reporting purposes & be the company's face for partnerships in Malaysia Represent the company in as many forums in ASEAN region - Cultivate strong relationships with key stakeholders such as CIOs, procurement officers, and other decision-makers in the region, all the while scouting partnership opportunities Build & maintain relationships with LHDN, MDEC and other countries tax authorities in the ASEAN region, to set-up advocacy engine for the company Support in GTM in the ASEAN region by leading partnership efforts (outside of Malaysia) as well Requirements Deep experience in leading / managing partnerships channel for B2B Saas companies Operating (building / selling) experience in the ERP / B2B SaaS ecosystem in India / Malaysia Big-4 experience with ERP & Saas understanding Operating experience in Global compliance related solutions especially in India / ASEAN Ability to drive Strategic conversations (good spot thinking skills) Ability to cut through the noise to be able to focus on the right people / partners Hustler attitude is a must to succeed in this role Strong communication and interpersonal skills are a must for the role Having driven channel partners program for a Saas company is a big plus
