Job Description

Partnership Manager: Partnerships, APAC

FullStory is looking for an experienced Partner Manager to expand and deepen our work with our strategic relationship with Google, key Google Resellers, & other new up and coming partnerships across the wider APAC region. This alliance professional will use a mixture of relationship skills, analytical expertise, collaborative solution selling, and operational partner management to deliver meaningful outcomes from our most strategic, global, technology relationships.

To further accelerate FullStory\xe2\x80\x99s explosive growth and partner-first strategy, we are rapidly expanding our activities with key alliance partners who are leading the way in enabling and optimizing enhanced digital experiences for our diverse set of mid-market and enterprise clients. As an APAC Partnership Manager, your mission is to develop and manage the daily go-to-market activities and relationship with key alliance partners including Google Cloud, top regional cloud technology resellers, and other complementary channel partnerships. The focus for this role in the near-term will be on our strategic relationship with Google Cloud and the Google Cloud Marketplace, further expanding our many already in motion joint sales activities.

This role will serve as the primary conduit for strategic partners within FullStory APAC across functions like Sales, Customer Experience, and Marketing, helping to ensure FullStory is meeting joint sales business goals and fully utilizing available partner resources and investments. Day to day, you will:

• Drive in the field partner account mapping activities to identify net new sales as well as co-sales opportunities, along with positively affecting renewal and expansion of existing customers through the alliance relationship
• Attain or exceed partner-involved revenue quota by developing and managing a pipeline of both sourced and influenced revenue directly attributable to your assigned alliance relationships.
• Manage, track, and facilitate the daily reporting of partner sales activities both internally and externally with the partner for an accurate view of pipeline
• Build strong 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 FullStory
• Work collaboratively with the FullStory Sales team as an extended value added team member on individual sales and client engagements by leveraging your partner relationships to a positive outcome.
• Facilitate QBR\xe2\x80\x99s through accurate rollup of sales activities and identification of further partnership opportunities and challenges to be addressed
• Manage business development activities with your partners, coordinating joint go-to-market efforts between partner teams, marketing, and the FullStory sales team
• Become an expert on the FullStory value propositions, and adept at presenting how FullStory can help a partner improve their DX and Optimization business

We are looking for someone who:

• Has 5+ years of channel sales or partner management with a proven track record of hitting revenue targets
• Is adept at influencing and relationships-building up and down the hierarchy of a partner organization-from partner management, account managers, to front-line sellers
• Is a natural team player, working collaboratively with sales & marketing to support and manage the day to day activities of a fast growing enterprise partnership
• Have exceptional verbal, written, and presentation skills
• Have desire and ability to travel 15% of the time to be active and visible across the ecosystem at events and visiting partners

It would be amazing if you:

• Have direct experience in a digital analytics-related SaaS or service business
• Have worked at or with a leading cloud provider such as Google Cloud directly in support of the Marketplace transactions
• Are a fearless networker who enjoys a social setting, operating out of your comfort zone and remaining highly adaptable in a rapidly growing, fast-paced environment
• Are incredibly passionate about improving digital experience, with a desire to be constantly learning and growing as a analytics and Digital Experience professional
• Had prior work experience in a fast growing tech start-up / B2B SaaS company that was scaling from 100s -> 1000s of employees

Location is Singapore, with expected travel (if/when appropriate) across the APAC region up to 15%.