Partner Business Director, Pan-ASEAN

Arcfra Pte. Ltd.; Singapore; On-site; SGD 180,000 - 260,000; Full time

Job summary

Arcfra Pte. Ltd. seeks an experienced Partner Business Director to lead and scale its partner business across Southeast Asia, building a team of in-country Partner Business Managers and owning the regional partner strategy and program.

You will drive revenue and market share through distributors, resellers, and service providers. This leadership role blends remote work with office presence, requires travel across the region, and demands strong executive relationships, cross-functional

Qualifications

• 12+ years of channel sales/partner management in IT, incl. people management.
• Experience leading partner/channel teams across multiple countries.
• Familiarity with Southeast Asia channel ecosystems (Singapore, Malaysia, Thailand, Vietnam).
• Strong executive presence and negotiation skills with senior stakeholders.

Responsibilities

• Recruit, lead, and develop in-country Partner Business Managers across the region.
• Set territory coverage, goals, and performance reviews; coach and develop talent.
• Foster high-performing team culture aligned with Arcfra's values.
• Own regional quota and ACV growth targets across partners and territories.
• Define regional GTM strategy and annual partner plans; oversee partner investments and incentives.
• Drive joint pipeline growth, deal registrations, renewals, and new opportunities across the team.

Skills

Team leadership

Strategic planning

Executive relationship management

Negotiation

Job description

We are seeking an experienced Partner Business Director to leadand scale Arcfra's partner business across Southeast Asia(Pan-ASEAN). You will build and lead a team of in-country PartnerBusiness Managers, own the regional partner strategy and partnerprogram, and drive revenue and market share through Arcfra'snetwork of distributors, resellers, and service providers. Thisleadership role combines team building, strategic partnerdevelopment, executive relationship management, andcross-functional collaboration with Arcfra's regional leadership.

Key Responsibilities

• Recruit, lead, coach, and develop a team of in-country PartnerBusiness Managers across the region.
• Set clear goals, territory coverage, and performanceexpectations; conduct regular reviews, coaching, and careerdevelopment.
• Foster a high-performing, collaborative team culture alignedwith 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 serviceproviders in strategic markets.
• Drive joint pipeline growth, deal registration, installed-baserenewals, and net-new opportunity development across the team.

Partner Program Ownership

• Shape and drive the evolution of Arcfra's partner program inthe region; ensure partner alignment and adoption.
• Design and oversee partner investment, enablement, andincentive programs.
• Establish governance, cadence (QBRs, strategic planning), andmetrics for the regional partner business.

Executive Relationship Management

• Build and own senior and C-suite relationships with strategicpartners; serve as executive escalation point and trustedadvisor.
• Represent Arcfra at partner and industry events, and championArcfra's value proposition in the region.

Cross-Functional & Operational Leadership

• Partner with Arcfra's sales, marketing, product, and operationsleadership to align strategy and execution.
• Ensure operational excellence across order management,forecasting, payments, and collections for the regional partnerbusiness.
• Drive development of partners' professional-servicescapabilities to enhance customer adoption and service quality.

What Success Looks Like (First 6-12 Months)

• A built and ramped PBM team with clear territory coverageacross the region.
• Growth in regional subscription, deal registrations, andpartner-driven pipeline.
• A refreshed regional partner strategy and partner program withstrong partner alignment.
• Established trust and strong collaboration with internalleadership and external partner executives.
• Demonstrable partner satisfaction and mutual growth for bothArcfra and its partners.

Qualifications

• 12+ years of channel sales / partner management experience inthe IT industry, including people-management / team-leadershipexperience; software and subscription experience preferred.
• Proven track record building and leading high-performingpartner/channel teams across multiple countries.
• Strong interest in the Hyper-Converged Infrastructure (HCI)business and the ability to communicate Arcfra's valueproposition 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, includingpartner investment and incentive design.
• Strong executive presence, influence, and negotiation skillswith senior stakeholders.
• In-depth understanding of partner business models, industrytrends, and market dynamics.
• Excellent presentation, communication, and strategic-planningskills.
• Must be a Singapore citizen, permanent resident, or hold avalid 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 isintegral to success.