Role Purpose: We are seeking an experienced Head of Partnerships & Alliances to lead the development and growth of a strategic partner ecosystem across Malaysia's B2B technology market. The role will be responsible for building and strengthening relationships across cloud, SaaS, system integrator (SI), and independent software vendor (ISV) ecosystems, translating strategic partnerships into practical go-to-market initiatives, stronger market access, and enhanced customer value. The successful candidate will bring deep knowledge of the Malaysian technology landscape and the ability to design and execute effective co-sell and co-market strategies. This individual will work closely with partners, internal business teams, and customers across the enterprise and public-sector ecosystem.
Key Responsibilities
1. Ecosystem Strategy
- Develop and lead the partnerships and alliances strategy for the Malaysian market.
- Identify strategic ecosystem opportunities aligned with local market dynamics, customer needs, and business priorities.
- Build a scalable framework for managing and growing strategic technology partnerships.
2. Strategic Partnership Development
- Build, develop, and strengthen relationships with cloud providers, SaaS companies, system integrators, ISVs, and other technology ecosystem players.
- Establish senior-level relationships with key partner stakeholders.
- Identify opportunities for strategic collaboration and joint business development.
3. Joint Go-to-Market Execution
- Develop and execute effective co-sell and co-market initiatives with strategic partners.
- Translate partnership strategies into structured, measurable market activities.
- Drive joint account planning, pipeline development, campaigns, events, and customer engagement initiatives.
4. Market Access & Ecosystem Development
- Leverage an established network across Malaysia's mid-market, enterprise, and public-sector technology ecosystem.
- Strengthen market access and engagement with key customers, ecosystem bodies, and industry stakeholders.
- Develop strategic relationships that enhance market visibility and business opportunities.
5. Customer & Industry Alignment
- Connect partner capabilities with evolving customer requirements and business challenges.
- Demonstrate strong familiarity with key industries, particularly:
- Public Sector
- BFSI
- Enterprise Technology
- Understand the Malaysian digital ecosystem and relevant industry bodies, including organisations such as MDEC.
6. Commercial & Revenue Growth
- Support ecosystem-led opportunities that contribute to revenue growth.
- Drive partnerships that support consultative selling and consumption-based commercial models.
- Identify and develop joint value propositions that create measurable commercial outcomes.
7. Alliance Orchestration
- Align internal capabilities with partner strengths to create compelling joint propositions.
- Manage overlapping partner relationships and define clear roles and engagement models.
- Ensure effective collaboration across internal teams, partners, and customers.
8. SI & ISV Ecosystem Management
- Demonstrate a strong understanding of the operating models and commercial dynamics of:
- System Integrators (SI)
- Independent Software Vendors (ISV)
- Cloud Providers
- SaaS Organisations
- Develop effective engagement models and manage potential channel conflicts or overlaps.
