VP, ASEAN Alliances & Channels
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SalesJob Details
About Salesforce
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Purpose and Vision:
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Through Agentforce, our suite of customizable agents and tools, Salesforce brings autonomous AI agents, unified data, and Customer 360 apps together on one integrated platform to help companies connect with customers in a whole new way.
Our partners are a critical component of our Success Ecosystem, driving ACV growth and customer success at scale. Our robust partner ecosystem is a competitive advantage for Salesforce and its capacity allows us to scale. Our partners have deep customer relationships and specialized industry expertise that help us co-sell, drive customer success, and integrate the full C360. Together with our partners, we build trust in Salesforce by delivering value and expertise at every point in the customer lifecycle.
We are seeking a strategic and dynamic Vice President of Alliance and Channels to drive our growth and partnership ecosystem across Southeast Asia. In this pivotal role, you will be expected to drive long term growth, encouraging long lasting customer and partner relationships, and harness groundbreaking technology to redefine engagement with our customers.
Reporting Structure & Key Responsibilities:
Reports directly to the SVP and GM of ASEAN as a valued member of the leadership team.
Lead a comprehensive partner team that comprises of Partner Account Managers, Partner Sales, Partner Enablement Success Managers and Partner Delivery Architects.
Own the partner revenue, % contribution and retention targets for the overall ASEAN business.
Strategic Partnership Development: Architect a holistic partner success framework for the ASEAN market, design integrated partner engagement models that span sales, technical and delivery capabilities and develop a comprehensive partner lifecycle management approach.
Establish and maintain strategic executive-level dialogue across the partner organisation and Salesforce stakeholder groups, including Partner Sales, Sales, Specialists, Industry and Customer Success functions.
Build a partner ecosystem that reflects the diverse ASEAN market landscape and ensure partners can deliver localised solutions across various ASEAN markets. Create flexibility in partner engagement models to suit different market maturity levels.
Business Growth and Enablement: Drive significant revenue growth through a multi-dimensional partner ecosystem across Global Systems Integrators (GSIs), Regional Systems Integrators (RSIs), Resellers and Managed Service Providers.
Drive lockstep alignment with Sales leadership on prioritizing target markets, industries, solutions and key accounts.
Along with our partners, strategically identify and prioritise target markets, industries and accounts and collaboratively develop integrated go-to-market plans
Generate comprehensive sales forecasts, meticulously monitoring major deals from initial lead to final closure.
Create innovative partner incentive and investment programs.
Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution.
Diagnose critical partner enablement gaps. Design and deliver targeted learning interventions that result in successful implementations, maximise customer value and mitigate attrition.
Deliver comprehensive insights that demonstrate the impact of our targeted programs and investments to Executive Leadership.
Develop co-marketing and joint value proposition strategies to strengthen our brand presence.
Review, Measure and Improve:
Establish Clear Performance Metrics and Tracking Mechanisms - define measurable performance criteria and track progress to ensure alignment and continuous improvement in delivery and outcomes.
Develop Proactive and Transformational Points of View (POVs) with Partners for Target Customers - collaborate on creating innovative, forward-thinking perspectives and strategies that address the unique needs of target customers, driving value and differentiation.
Align with Partners on Effective Responses to RFPs/RFIs - ensure coordinated and impactful submissions to requests for proposals and information, maximizing the chances of success through aligned messaging and solution fit.
Enable Partners on New Products and Services - provide ongoing training and support to enable both the partner teams and their employees to stay up-to-date with new product offerings, ensuring they are well-equipped to sell, implement, and support them effectively.
Quarterly Business Reviews (QBRs) to Assess Joint Performance and Strategy - Conduct regular QBRs to review overall performance, identify enablement gaps, discuss wins and losses, evaluate account engagement, and agree on any critical course corrections to ensure continued success.
Skills/Experience required
Required Experience:
15+ years of enterprise software and technology partnerships experience preferred
Proven track record of building and managing complex partner ecosystems
Extensive experience in the ASEAN technology market, strong industry network and executive presence in the region
Deep understanding of partner lifecycle management
Strategic & Technical Skills:
Expertise in SaaS partnership models
Advanced understanding of channel strategy and ecosystem development
Strong data analysis and strategic planning capabilities
Experience with partner relationship management (PRM) platforms
Personal Attributes:
Desire to work in a fast-paced environment
Thrives in turning ambiguity into clarity
A strong sense of integrity
Strategic thinking and innovative problem-solving abilities
Proactive rather than reactive approach
Cultural intelligence and adaptability
People leader with track record of growing, nurturing and developing high performance teams with an emphasis on investing in local talent
Additionally, the ideal candidate will possess the following:
A reputation for unquestionable ethics and integrity; sets the tone from the top and demonstrates the highest level of integrity, authenticity, and transparency
High level of intellectual curiosity and self-awareness with low expressed ego
Company-first mindset, demonstrating a continuous focus on what is business relevant and can respond quickly
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