Head of Partnerships and Alliances

HEAD OF PARTNERSHIP AND ALLIANCES

Role Purpose

The Head of Partnerships & Alliances will lead the development and growth of the company's partner ecosystem across Malaysia's B2B technology market.

The role is responsible for turning strategic relationships across cloud, SaaS, system integrators (SIs) and independent software vendors (ISVs) into effective go-to-market initiatives, stronger market access and measurable customer value across Malaysia's enterprise and public-sector landscape.

The successful candidate will combine strong local market knowledge, ecosystem relationships and commercial acumen with the ability to develop and execute co-sell and co-market strategies. They will work confidently across partners, internal stakeholders and customers, with an understanding of consultative and consumption-based commercial models.

Key Responsibilities

• Ecosystem Strategy: Develop and lead the partnership and alliance strategy for Malaysia, aligned with local market dynamics and business priorities.
• Strategic Relationships: Build and strengthen senior relationships across cloud and SaaS providers, system integrators and ISVs.
• Go-to-Market Execution: Develop and execute joint co-sell and co-market initiatives, converting strategic partnerships into tangible market activity and revenue opportunities.
• Market Access: Leverage a strong network across Malaysia's mid-market, enterprise and public-sector communities to expand market reach and customer engagement.
• Customer Alignment: Connect partner capabilities with customer priorities, with particular exposure to public sector, BFSI and enterprise markets.
• Commercial Growth: Identify and support ecosystem-led opportunities that contribute to revenue growth through consultative and consumption-based models.
• Alliance Orchestration: Bring together the strengths of the company, partners and broader ecosystem to develop compelling joint propositions and market strategies.
• Ecosystem Management: Navigate SI and ISV dynamics, clearly define partner roles, manage areas of overlap and establish effective collaboration models.
• Internal Collaboration: Work closely with sales, solution, delivery and leadership teams to ensure partnership strategies translate into measurable business outcomes.