About Worksoft
Worksoft empowers business and IT to deliver flawless applications faster and more efficiently through the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments.
Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the gold standard for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformation.
About The Role
We are seeking an experienced and driven Business Channel Representative to support and accelerate business growth across the Asia-Pacific and Japan (APJ) region. Based in Kuala Lumpur, this role will manage and grow Worksoft's channel partner ecosystem across Malaysia and the broader Southeast Asia region. The successful candidate will build strategic partner relationships, drive co-sell opportunities, and contribute directly to APJ revenue growth.
This is a high-impact, quota-carrying role with regional scope. The ideal candidate brings 5+ years of channel sales or partner management experience in enterprise software or technology, a deep understanding of APJ market dynamics, and a proven track record of building partner pipelines and exceeding revenue targets.
Key Responsibilities
Channel Sales & Revenue Generation
- Own and execute annual sales quota for assigned APJ territory
- Drive channel-led revenue growth by managing, enabling, and expanding a portfolio of VARs, system integrators, and distributors
- Manage complex, multi-stakeholder partner-led sales cycles with enterprise deal sizes
- Develop and execute joint business plans with key partners aligned to Worksoft's APJ growth strategy
- Negotiate partner agreements and co-sell arrangements with senior stakeholders
Partner Management & Enablement
- Identify, recruit, and onboard new channel partners in target APJ markets
- Deliver partner enablement including product training, sales tools, and certification programs
- Manage the full partner lifecycle from onboarding through active selling status
- Serve as the primary escalation point for partner issues and opportunities
Business Development & Pipeline Management
- Identify and develop new business opportunities through partner-led and co-sell motions
- Maintain accurate pipeline forecasting and partner KPI reporting in Salesforce CRM
- Collaborate with regional marketing on demand generation campaigns and partner events
- Conduct compelling product demonstrations and presentations to technical and business audiences
Cross-functional Collaboration
- Work closely with the APJ sales team on joint opportunities and deal progression
- Partner with technical sales engineers and solution consultants on complex deals
- Coordinate with Customer Success to ensure high satisfaction and retention across partner-managed accounts
- Provide market intelligence and partner feedback to product and marketing teams
Market Intelligence
- Stay current on APJ industry trends, competitive landscape, and evolving partner ecosystem
- Represent Worksoft at trade shows, partner summits, and customer events across the region
- Identify whitespace and expansion opportunities within existing partner accounts
Required Qualifications
Experience & Skills
- Minimum 5 years of channel sales, partner management, or business development experience in enterprise software or SaaS
- Demonstrated success managing and growing channel partnerships across APJ markets
- Strong understanding of indirect sales models, partner incentive structures, and co-sell motions
- Experience managing partner-led sales cycles with enterprise-level deal complexity
- Background selling to or through IT and business decision makers in the SAP, Oracle, or ERP ecosystem preferred
- Track record of consistently achieving or exceeding revenue targets
- Fluency in English required; Bahasa Malaysia proficiency strongly preferred for local market engagement
- Strong understanding of the Malaysian enterprise software market and regional SEA channel ecosystem
- Valid right to work in Malaysia required
Core Competencies
- Experience with VARs, SIs, and large global system integrators: Partner Ecosystem
- Proven ability to build trust and articulate business value to C-level stakeholders: Executive Engagement
- Proficiency with MEDDIC, Challenger, or Solution Selling frameworks: Sales Methodology
- Builds enduring partner and customer relationships that drive long-term revenue: Relationship Building
- Consistently achieves revenue targets and partner performance metrics: Results-Driven
Preferred Qualifications
- Bachelor's degree in Business, Engineering, or related field
- MBA or advanced degree preferred
- Experience with Salesforce CRM and partner management platforms
- Knowledge of test automation, DevOps, RPA, or digital transformation technologies
- Experience in high-growth, PE-backed, or venture-backed technology companies
- Existing relationships within Malaysian enterprise accounts or SEA technology partner networks
- Familiarity with Malaysian business culture and government-linked enterprise procurement
- Additional language proficiency in Mandarin is an advantage for regional partner engagement
Territory Coverage
Malaysia (primary), with support for broader Southeast Asia and APJ channel activities. Kuala Lumpur-based with regional travel across key Malaysian cities and SEA markets.
Compensation & Allowances
- Base Salary: RM80,000 RM160,000 per annum (commensurate with experience)
- On-Target Earnings (OTE): RM110,000 RM220,000+ per annum at 100% quota attainment
- Variable Structure: 3040% variable component; commissions and performance bonuses
- Allowances: Transport allowance, mobile allowance, and business expense reimbursement (disclosed as required by Malaysian employment regulations)
- EPF & SOCSO: Employer contributions to Employees Provident Fund (EPF) and SOCSO in compliance with Malaysian law
What We Offer
- Competitive base salary and commission structure salary range and allowances disclosed above per Malaysian employment requirements
- Employer EPF contributions at the statutory rate
- SOCSO and Employment Insurance System (EIS) coverage
- Comprehensive medical benefits
- Professional development and career advancement opportunities
- Hybrid work arrangement from our Kuala Lumpur office
- Regional scope with direct contribution to APJ growth strategy
Success Metrics
- Achievement of annual quota and APJ revenue targets
- New partner recruitment and activation within territory
- Partner-led pipeline generation and conversion rates
- Account penetration and expansion rates within partner-managed accounts
- Forecast accuracy and deal progression velocity
- Partner satisfaction and certification/enablement completion rates
Worksoft is an equal opportunity employer operating in compliance with the Employment Act 1955 (Malaysia), the Malaysian Anti-Discrimination Policy, and all applicable employment legislation. We do not discriminate on the basis of race, religion, gender, national origin, age, disability, marital status, or any other characteristic protected under Malaysian law. All qualified applicants are assessed on merit and qualifications alone. This advertisement complies with the MyFutureJobs advertising requirement for positions that may be filled by expatriate candidates.
