Account Director, Partners APAC

REFINITIV ASIA PTE. LTD.; Singapore; On-site; SGD 120,000 - 160,000; Full time

Job summary

A leading financial services firm in Singapore is looking for an Account Director for Partners APAC. This role focuses on developing and delivering partnership strategies to achieve revenue targets across defined APAC Partner accounts. The successful candidate will manage relationships, oversee contractual negotiations, and lead a team of account managers. Suitable candidates will have over 10 years of experience in financial services and exceptional communication skills. This position is integral to driving revenue growth within the organization.

Qualifications

• Experienced leader, from a global diverse environment.
• Strong in managing partner contractual negotiations.
• Adept in using Salesforce for reporting.

Responsibilities

• Build and manage relationships with partners.
• Own partner contractual negotiations.
• Deliver accurate 90-day pipeline business forecast.
• Manage Asia Account Management team.

Skills

10+ years of experience with Partners in financial services

Exceptional and effective communication skills

Ability to influence and manage key senior leaders

Building and growing a partners’ ecosystem

Job description

The Account Director, Partners APAC, identifies, develops, and delivers partnership strategies to meet/exceed revenue targets (MRR and outright) for defined APAC Partner accounts in the specified sub-region.

While the primary focus is leading account management activities Redistribution & Co-sell partners, they may also support Reseller partners on a case-by-case basis.

Responsibilities:

• Exceeds team targets by building and managing relationships with partners and internal customers to pursue priority prospects representing high value opportunities. This may involve identifying new partners as well as managing existing ones.

• Understand and own the partner contractual negotiationsfor Redistribution & Cosell agreements. Own partner contract matters including negotiation, renegotiation, term sheets, etc. This also means management and fulfilment of contracts through coordination with Finance and Legal. Act as escalation point for any issues to ensure partner satisfaction.

• Ensure Partners’ team has Salesforce updated, providing transparency to all internal stakeholders. This involves populating Salesforce with relevant insights, including a summary of key initiatives, financials, long-range forecasts & business scenarios. This includes any co-sell and re-sell arrangements, new business development opportunities and other activities within the partner's sphere.

• Deliver accurate 90-day pipeline business forecast, updated weekly with accuracy objectives as follows: 30 days within 10%, 60 days within 20%, 90 days within 30%.

Scope and Impact:

• Reports into the Global Head of Partners and member of APAC SAM Leadership Team

• Manage Asia Partners organization to drive increased revenue growth across all Redistribution & Co-sell partnerships in region

• Oversees Asia Account Management team of ~6-7 account managers

• Partner and align closely with Product Leadership across RI, FTSE and D&A to devise strategies and accountability for successful partnerships

• Lead execution of Asia Partners strategy to maximize current and future Partnership solutions

Key deliverables:

• Account Plans for Top Partners

• Focus on growing partner revenue across Asia

• Tiered Partner Accounts for Asia

• Ensuring all partner agreements (Redistribution & Cosell contracts) have been through the appropriate governance channel (e.g. PRDF)

• Territory planning for the team coverage

Key KPIs:

• Net Sales Input into annual operating plan

• Targets, Revenue growth targets

Experience and skills required:

Experienced leader, from a global diverse environment

• 10+ years of experience with Partners in financial services

• Exceptional and effective communication skills

• Ability to influence and manage key senior leaders across a matrix management

• Understand how to build and grow a partners’ ecosystem in the context of financial markets, data and infrastructure