Ecosystem Specialist, Thailand

WORKDAY SINGAPORE PTE. LTD.; Singapore; On-site; SGD 80,000 - 100,000; Full time

Job summary

A leading global software company in Singapore is seeking an Ecosystem Specialist to manage partner relationships and execute go-to-market strategies within Thailand. This role is crucial in supporting the business through effective partner collaboration and sales execution. The ideal candidate should have 5-7 years of relevant experience in technology sales, a strong understanding of the Thai market, and fluent in both Thai and English. Join us to make a significant impact in the partner ecosystem.

Qualifications

• Minimum of 5-7 years of relevant experience in technology sales, channel sales, or alliance management.
• Proven working knowledge of the Thai market landscape and regional partner dynamics.
• Highly results-driven, self-starter mentality with independence in operation.

Responsibilities

• Manage day-to-day partner relationships and execute joint GTM strategies.
• Drive execution of the GTM with partners from pipeline to deal closure.
• Serve as the primary point of contact for a portfolio of partners.

Skills

Technology sales

Channel sales

Partner management

Sales acumen

Communication

Fluent in Thai and English

Job description

About the Team

Workmates pride themselves on winning while having fun! That means supporting each other while driving accountability for amazing results and performance. This team is no different. Everything we do inspires a brighter work day for all. The Global Partner Organization at Workday helps the company to continue to grow by balancing integrity and innovation, ensuring Workmates have the environment to bring their best self, and get better by pushing and developing themselves and the Workmates around them.

About the Role

Role Summary:
Workday is seeking a highly motivated and results-oriented Ecosystem Specialist to drive execution across a defined portfolio of partners within Thailand. This individual contributor role is critical for scaling Workday's business by managing day-to-day partner relationships, executing joint go-to-market (GTM) strategies, and ensuring our partners meet their pipeline and revenue contribution targets. The ideal candidate will be a strong operator, skilled in sales execution, and adept at building effective working relationships across both Workday and partner organizations.

Key Objectives

• Meet sourcing & influencing targets.

• Increase presentation rates and influence with our partner ecosystem.

• Design and execute channel (VAR/Resell) strategies for Thailand

• Drive the execution of the GTM with all our partners in Thailand, from pipeline to deal execution, to closing, to customer and partner satisfaction.

• Connect Partner stakeholders to Workday Sales, building alignment, transparency, relationship, and joint agreement on plans and targets on individual prospects, and industries at detailed level.

Channel Execution & Sales Alignment

• Pipeline Generation & Influence: Work closely with partners and the Workday sales team to execute joint prospecting, opportunity identification, and pipeline development activities to meet specific sourced and influenced ACV targets.

• Deal Management: Drive the execution of the GTM with partners in the field, actively managing partner-related deals from pipeline to closure, and ensuring partner involvement drives success.

• Sales Enablement: Ensure partner sales teams are fully enabled on Workday's latest offerings and GTM strategies, increasing presentation rates and solution influence within joint accounts.

• Relationship Management: Serve as the primary point of contact for a portfolio of partners, building strong, transparent, and aligned working relationships with their sales and functional leaders.

Partner GTM & Operational Rigor

• GTM Plan Execution: Own the day-to-day execution of joint GTM and acceleration plans across key industries and verticals with assigned partners.

• Certifications & Alignment: Work with Workday enablement and solution architects to drive partner technical alignment, ensuring partners achieve and maintain required certifications and badges.

• Operational Excellence: Track and report on partner performance metrics, including pipeline development, partner-sourced revenue, and consumption growth, ensuring operational rigor in governance and reporting for assigned partners.

• Escalation Point: Act as the first line of escalation for day-to-day sales and operational issues between Workday field teams and the assigned partners.

Ecosystem Integration

• Market Expansion: Support the execution of channel (VAR/Resell) strategies to help expand Workday's reach into new markets and customer segments within Thailand.

• Cross-Functional Collaboration: Connect partner stakeholders with the appropriate Workday Sales, Marketing, and Professional Services teams to build deep alignment and joint agreement on plans for individual prospects and industries.

About You

Required Skills & Qualifications

• Experience: Minimum of 5-7 years of relevant experience in technology sales, channel sales, or alliance management, ideally within the SaaS or enterprise software industry.

• Regional Knowledge: Proven working knowledge and experience with the Thai market landscape and regional partner dynamics. Fluent in Thai and English.

• Partner Management: Demonstrated success in managing partner relationships and executing joint sales/GTM plans to achieve measurable revenue and pipeline goals.

• Sales Acumen: Strong understanding of the enterprise sales cycle and the role of channel partners in driving both sourcing and influencing revenue.

• Communication: Exceptional written and verbal communication, presentation, and negotiation skills, with the ability to articulate complex solutions clearly.

• Drive & Ownership: Highly results‑driven, self-starter mentality with a proven ability to operate independently and drive operational rigor.