Partner Business Manager

Arcfra; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Arcfra is seeking a highly motivated Partner Business Manager in Singapore to lead channel sales efforts and manage a network of partners. You will develop and execute go-to-market plans, recruit distributors and service providers, and drive joint pipeline with partners through forecasting tools and enablement programs.

You will design end-to-end solutions, communicate value propositions to partners and customers, and maintain strong executive-level relationships to ensure revenue growth and

Qualifications

• 10+ years of channel sales experience in the IT industry; software and subscription experience preferred.
• Strong relationship-building skills with key account managers and decision-makers.
• Familiarity with Southeast Asia channel resources and regional go-to-market practices.

Responsibilities

• Develop and execute partner go-to-market strategies, including annual partner business plans to achieve revenue targets.
• Recruit key distributors, resellers, and service providers in strategic regions.
• Manage and execute strategies to increase joint pipeline with partners, leveraging tools for assessment and forecasting.
• Drive meaningful partner enablement initiatives.
• Develop joint demand generation programs with partners, marketing, and product management teams.
• Engage in solution selling by understanding partner and customer needs and designing end-to-end solution architectures.
• Exhibit executive presence, influence, and negotiation skills with senior stakeholders.
• Ensure operational excellence in areas such as order management, payments, and collections.

Skills

Channel sales

Partner management

Go-to-market

Forecasting

Solution selling

Executive presence

Negotiation

Relationships

Job description

Arcfra is a Singapore-headquartered IT innovator that simplifies on-premises enterprise cloud infrastructure with its full-stack, software-defined platform. In the cloud and AI era, we help enterprises effortlessly build robust on-premises cloud infrastructure from bare metal, offering computing, storage, networking, security, backup, disaster recovery, Kubernetes service, and more in one stack. Our streamlined design supports various workloads like traditional VM, container and K8S, AI/ML as well as VDI desktops.
Founded by IT veterans with over 15 years of R&D experience in distributed system technology and product development, Arcfra is backed by leading investors such as Vertex Ventures.
We are seeking a highly motivated and results-oriented Partner Business Manager to drive revenue and market share through our valued network of partners. This role requires a proven track record in channel sales and partner management.

• Develop and execute partner go-to-market strategies, including annual partner business plans to achieve revenue targets.
• Recruit key distributors, resellers, and service providers in strategic regions.
• Manage and execute strategies to increase joint pipeline with partners, leveraging tools for assessment and forecasting.
• Drive meaningful partner enablement initiatives.
• Develop joint demand generation programs with partners, marketing, and product management teams.
• Engage in solution selling by understanding partner and customer needs and designing end-to-end solution architectures.
• Demonstrate strong business acumen, understanding partner business models and strategic go-to-market approaches.
• Exhibit executive presence, influence, and negotiation skills with senior stakeholders.
• Ensure operational excellence in areas such as order management, troubleshooting, payments, and collections.
• Drive the development and enablement of partners' professional services to enhance customer adoption and service quality.
• 10+ years of channel sales experience in the IT industry; software and subscription experience preferred.
• Strong interest in the Hyper-Converged Infrastructure (HCI) business, strong ability to communicate Arcfra's value proposition to partners and customers.
• Experience in driving service competency development within partner organizations.
• Familiarity with channel resources in Southeast Asia, including Singapore, Malaysia, Thailand, and Vietnam etc.
• Strong relationship-building skills with key account managers and decision-makers.
• In-depth understanding of partner business strategies, industry trends, and market dynamics.
• Ability to quantify the impact of Arcfra solutions versus competitor offerings.
• Must be a Singapore citizen, a permanent resident, or possess a valid work permit in Singapore.