VP Alliances & Channels (APAC)

Walkme; Singapore; On-site; SGD 200,000 - 260,000; Full time

Job summary

WalkMe, now an SAP company, is seeking a VP Alliance & Channels to grow partner ecosystems across APAC and drive revenue through alliances. The role partners with Sales and Marketing to implement GTM strategies, manage key partners, and expand partner integrations that benefit WalkMe and clients.

Ideal candidates bring 10+ years in Enterprise SaaS sales and alliances, with 5+ years regional leadership, strong negotiation skills, and a deep APAC partner network across SEA and ANZ.

Qualifications

• 10+ years in Enterprise SaaS Sales and Alliances.
• 5+ years regional experience leading Alliance Sales & GTM teams.
• Experience managing relationships with Global Systems Integrators and regional partners.

Responsibilities

• Build and expand networks of channel partners, SI, and technology alliances across APAC.
• Own and deliver partner-sourced and partner-influenced revenue targets across APAC.
• Develop strategic partners to leverage WalkMe’s platform to create opportunities with their customers.

Skills

Enterprise SaaS Sales

Alliances management

Regional leadership

Partner revenue targets

GTM strategy

Contract negotiation

Job description

Industry leader? Well, how about an industry creator?!

At WalkMe, now an SAP company, we’re not just the leader in digital adoption, we started the digital adoption revolution - enabling organizations to pinpoint and resolve digital friction, regain control of their tech stack, and be better equipped to manage future change. With over 1,600 clients, including 55 Fortune 100 companies and 6 Fortune 10 companies working with us daily, we’re transforming how enterprises interact with their technology.

So, if you’re an expert in your field, and looking for an opportunity to work, collaborate, and innovate with some of the most talented people out there, WalkMe is the place for you!

The VP Alliance & Channels, is responsible for developing and growing WalkMe’s new and existing partner ecosystems across the APAC region, implementing go-to-market strategies, managing relationships with key partners, and driving revenue growth through the partner network. This role involves close collaboration with internal Sales and Marketing teams.

• Build and expand networks of channel partners, system integrators, and technology alliances across the APAC region
• Own and deliver partner-sourced and partner-influenced revenue targets across APAC
• Develop strategic partners to use their platform to create opportunities with their customers and achieve revenue targets
• Manage the approach and go-to-market plan with current and potential partners
• Team up with Sales to lead account mapping and co-sell opportunities
• Partner with Sales and Marketing teams to bring awareness and the use of partner integrations that enhance results for WalkMe, partners, and clients
• Work with our Sales Enablement team to build alliance sales capacity within our Sales team
• Represent WalkMe at industry events, partner summits, and executive briefings to strengthen brand presence and partner mindshare

• Minimum 10+ years of Enterprise SaaS Sales and Alliances experience, with a demonstrable track record of building and scaling partner-led revenue
• 5+ years of regional experience managing a team of Alliance Sales & GTM managers
• Experience managing relationships with Global Systems Integrators, ISV, and Regional Partners with proven success
• Strong commercial acumen with experience owning partner revenue targets
• Deep understanding of the APAC partner landscape and cultural nuances across key markets including SEA and ANZ
• Knowledge of partner ecosystems and experience establishing relationships that are advantageous for WalkMe
• Knowledge and experience developing and implementing Partner Programs
• Knowledge to recognize and grow joint value propositions and use cases
• Analyze and implement resolutions to problems that align to impacted teams
• Technical background and contract negotiation experience is desirable
• Significant focus on revenue generation through partnerships

At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success.

WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre-employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.

TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.