Job Description

This role can be performed remotely anywhere within Singapore. To further accelerate FullStory\xe2\x80\x99s explosive growth and partner-first strategy, we are rapidly expanding our activities with key alliance partners who lead the way in enabling and optimizing enhanced digital experiences for our diverse set of mid-market and enterprise clients. Your mission, reporting to the Director, Global Partner Management, will be to develop and manage the daily go-to-market activities and relationships with key alliance partners including Google Cloud, top regional cloud technology resellers, and other complementary channel partnerships. The focus of this role in the near-term will be on our strategic relationship with Google Cloud and the Google Cloud Marketplace, further expanding our ongoing joint sales activities. This role will serve as the primary conduit for strategic partners within our APAC region across functions like Sales, Customer Experience, and Marketing. You will help ensure that we are meeting joint sales business goals and fully utilizing available partner resources and investments. In a typical day, you might:

• Drive field partner account mapping activities to identify net new sales, co-sales opportunities, and positively impact renewals and expansions of existing customers through the alliance relationship.
• Manage, track, and facilitate daily partner sales activity reporting both internally and externally, providing an accurate view of the pipeline.
• Build exceptional rapport and support within your partner\xe2\x80\x99s GTM organizations, running sales enablement, building case studies, and supporting partner sales teams to source and influence opportunities for our company.
• Work collaboratively with our Sales & Marketing teams as an extended value-added team member on individual sales and client engagements by leveraging partner relationships to achieve a positive outcome.
• Facilitate quarterly business reviews through accurate rollup of sales activities and identification of further partnership opportunities and challenges to address.
• Manage business development activities with partners, coordinating joint go-to-market efforts between partner teams, marketing, and our sales team.

Here\'s what we\'re looking for:

• Experience partnering with cloud technology companies (e.g., Google, Adobe, Salesforce.com, Braze, Tealium, etc.).
• Experience in channel sales or partner management with a proven track record of hitting revenue targets.
• Experience defining partnership business plans and strategies (e.g, joint metrics, business development strategies, and partner marketing activities).
• Adept at influencing and building relationships up and down the hierarchy of a partner organization-from partner management, account managers, to front-line sellers.
• The willingness and ability to travel 15% of the time to be active and visible across the ecosystem, attending events and visiting partners.

The impact you will have in 6 months:

• Build relationships with Google sellers and establish a repeatable and measurable process for joint sales activity.
• Establish a bond with our sales team and serve credibly as the key point of contact for Google sales motions.

The impact you will have in 12 months:

• Solidify Fullstory as one of the leading Google managed ISV\xe2\x80\x99s in the APAC region measured by closed business and sourced channel revenue.
• Successfully establish several key cloud technology resellers that extend Fullstory into new regions and verticals across APAC.

#LI-Remote #LI-CD1

About FullStory

Founded in 2014 on the belief that everyone benefits from a more perfect digital experience, FullStory\xe2\x80\x99s digital experience intelligence (DXI) platform empowers businesses to continuously improve their customer experience across sites and apps. FullStory is backed by world-class investors and has 500+ employees worldwide with offices in Atlanta and London. We are proud to have been named to Forbes\xe2\x80\x99 List of America\xe2\x80\x99s Top Startup Employers, Wealthfront\xe2\x80\x99s Career Launching Companies List, and LinkedIn\xe2\x80\x99s Top US Startups List. We are guided by our values of Empathy, Clarity, Bionics, and Trust, which we embed in our day-to-day work. How we support you: FullStorians are committed to building something better\xe2\x80\x94from how we approach our product, to how we care for our customers and each other. Better is only possible when we can bring our full selves to work. Along these lines, we offer:

• Autonomy and flexibility. From a remote-first work environment and flexible paid time off, to an annual company-wide closure \xe2\x80\x93 FullStorians can focus on the moments that matter.
• Benefits. Take care of the whole you. FullStory offers sponsored benefit packages for US-based FullStorians, and supplemental coverage options for international FullStorians.
• Learning opportunities. We provide professional development opportunities through training programs, career coaching sessions, and an annual learning subsidy.
• Productivity support. We provide all FullStorians with a monthly productivity stipend and reimburse remote colleagues for their initial home office set up.
• Team events. Connect with fellow FullStorians through Employee Resource Group events, Listening & Alignment weeks, and team off-sites.
• Paid parental leave. FullStorians have the flexibility to balance the needs of their growing families without the added stress of figuring out work and finances.
• Grow your family. We offer a global fertility and family building benefit that encompasses all journeys to growing your family.
• Bereavement leave. Every family is different; we leave it to you to define who your family is, and support you when you need it most.
• Miscarriage/Pregnancy loss leave. Whether it is for a FullStorian or their partner \xe2\x80\x93 take the time you need.

FullStory is proud to be an equal opportunity workplace dedicated to fostering an increasingly diverse community. We want candidates of all human varieties, backgrounds, and lifestyles. There\xe2\x80\x99s no problem that can\xe2\x80\x99t be made better by bringing together people with a broader set of perspectives. If our product, values, and community resonate with you, please apply - we\'d love to hear from you! If you may require reasonable accommodations to participate in our job application or interview process, please contact accommodations@fullstory.com. Requests for accommodations will be treated confidentially.