Partner Business Director, Pan-ASEAN
We are seeking an experienced Partner Business Director to lead and scale Arcfra's partner business across Southeast Asia (Pan-ASEAN). You will build and lead a team of in-country Partner Business Managers, own the regional partner strategy and partner program, and drive revenue and market share through Arcfra's network of distributors, resellers, and service providers. This leadership role combines team building, strategic partner development, executive relationship management, and cross-functional collaboration with Arcfra's regional leadership.
Team Leadership & Development- Recruit, lead, coach, and develop a team of in-country Partner Business Managers across the region.
- Set clear goals, territory coverage, and performance expectations; conduct regular reviews, coaching, and career development.
- Foster a high-performing, collaborative team culture aligned with Arcfra's values.
- Own aggregate regional quota and Annual Subscription (ACV) growth targets across all partners and territories.
- Define and execute the regional partner go-to-market strategy, including annual partner business plans.
- Recruit and develop key distributors, resellers, and service providers in strategic markets.
- Drive joint pipeline growth, deal registration, installed-base renewals, and net-new opportunity development across the team.
- Shape and drive the evolution of Arcfra's partner program in the region; ensure partner alignment and adoption.
- Design and oversee partner investment, enablement, and incentive programs.
- Establish governance, cadence (QBRs, strategic planning), and metrics for the regional partner business.
- Build and own senior and C-suite relationships with strategic partners; serve as executive escalation point and trusted advisor.
- Represent Arcfra at partner and industry events, and champion Arcfra's value proposition in the region.
- Partner with Arcfra's sales, marketing, product, and operations leadership to align strategy and execution.
- Ensure operational excellence across order management, forecasting, payments, and collections for the regional partner business.
- Drive development of partners' professional-services capabilities to enhance customer adoption and service quality.
- A built and ramped PBM team with clear territory coverage across the region.
- Growth in regional subscription, deal registrations, and partner-driven pipeline.
- A refreshed regional partner strategy and partner program with strong partner alignment.
- Established trust and strong collaboration with internal leadership and external partner executives.
- Demonstrable partner satisfaction and mutual growth for both Arcfra and its partners.
- 12+ years of channel sales / partner management experience in the IT industry, including people-management / team-leadership experience; software and subscription experience preferred.
- Proven track record building and leading high-performing partner/channel teams across multiple countries.
- Strong interest in the Hyper-Converged Infrastructure (HCI) business and the ability to communicate Arcfra's value proposition to partners and customers.
- Deep familiarity with channel ecosystems across Southeast Asia, including Singapore, Malaysia, Thailand, and Vietnam.
- Experience owning and evolving a partner program, including partner investment and incentive design.
- Strong executive presence, influence, and negotiation skills with senior stakeholders.
- In-depth understanding of partner business models, industry trends, and market dynamics.
- Excellent presentation, communication, and strategic-planning skills.
- Must be a Singapore citizen, permanent resident, or hold a valid Singapore work permit.
This leadership role combines remote work and office presence, with regular travel to partner sites and across the region. Leading a diverse, high-performing, cross-regional team is integral to success.
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