APAC Alliances Director

Profile

APAC Alliances Director

ROLE Overview

Both the domestic and global landscapes continue to grow in complexity as organisations around the world evaluate, select and implement the full HCM spectrum of solutions to ensure continued expansion and prosperity.

The APAC Alliances Director has a leading role to manage a team to drive this critical activity and deliver rapid growth and expansion throughout Australia & New Zealand, Greater China, ASEAN, India, Japan and Korea against this volatile global backdrop.

Develops alliances sales strategy, identifies key alliance programs and manages a regional team to produce significant impact on sales growth in the assigned regions.

Lead APAC alliance team to recruit, develop and manage strategic partner alliances/partnerships and opportunity pipelines and ensures the retention, growth and customer satisfaction of key accounts.

Evangelizes organization products in conjunction with recruiting key alliances/partnerships.

Evaluates program trends and provides analysis and recommendations to management.

Works toward mutual goals, strategies, and objectives to build awareness and support of overall strategic benefits of the alliance.

Provides for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships.

Monitors programs to assess the sales impact of the solution(s) in the markets and the overall success of the alliances. Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.

In this role of APAC Alliances Director


Has the remit to lead APAC Alliances team to conceive, develop, implement all the necessary activities to ensure that ADP maximizes revenue performance of Partners including Technology, Service, System Integrators and Consultancies will proactively develop and deliver their assigned sales plan in local, regional and Multinational Sales opportunities through driving opportunity, influence and leads to the ADP domestic and Global Sales teams.

Will be aligning and working with ESI Alliances management, Field Sales leaders, Marketplace leaders, and Strategic Alliances colleagues in the USA.

Manages and works with APAC Alliances team to execute on regional alliances sales plan, roll out key alliance program, expand partner ecosystem into new markets, and accelerate sales growth across APAC.

Partners and collaborates across Business, Product and Marketing Leadership and peer Alliance partners providing alignment to Field Sales, Marketing, Sales Operations, Sales Support and Operations. Driving actions, mutual initiatives, field activity and aligned sales strategies to promote and increase pipeline, opportunities, deal velocity and value in the target region.

Oversee alliances support for key deals in APAC involving alliance partners


KPIS will be defined and agreed, results will be measured by individual and team performance such as Alliances strategic connects, Partner leads, Pipeline activity and growth, and milestones of ESI strategic partnership models.

RESPONSIBILITIES include & not limited to


Manage and execute on the Alliances Partner strategy for Inside and Field sales in the assigned regions to deliver against the ESI wide Alliances Sales Plan.

Lead the APAC alliance team to identify, develop and maintain a strong network of partners and influencers in the assigned regions that will become a key structure to facilitate and support growing sales activity as a result of partner alignment, trust and understanding of ADP's differentiating solutions.

Align closely with both in-country, regional and global Alliances Partners to ensure our strategies are fully communicated, aligned and executed consistently to drive the very best in results with our partners.

Work in partnership with the Marketplace team in identifying and facilitating selective regional strategic alliance partners through the Marketplace program.

Lead and support the execution of marketing and opportunity identification programs and assist in creation of sales messaging deployment both through collateral and the Partner Website.

Work with Product Sales and Business Consultancy education and coordination of training efforts for our Alliances Partnerships and partner closely with our Business Consultancy organisation

Create and deploy industry knowledge and expertise within their geographic area of responsibility.

Report market information of the assigned regions to the sales and alliances leaderships regarding competitors' efforts in the channel, pricing awareness, sales inhibitors, and successes in the field

Lead and interface between Sales Management and other functional ADP groups (BC, products, operations, marketing, etc.) in the assigned regions.

Develop and drive ESI strategic alliances partners in sales process with Sales leadership through periodic reviews with focus on: standard and referral activity (inbound/outbound lead flow), partner updates and campaigns, and key partnership initiatives in APAC.

Work closely with ADP GM, ESI Sales DVPs and ESI Alliances VP on strategy and execution of Alliances Strategy in the assigned regions.

Communication: Provide regular progress update, KPIs, key actions and activities to ESI Sales DVPs and Alliances leadership.

Travel to different geographic areas if required to lead partner discussions and activities in APAC.


REPORTING RELATIONSHIPS

1A. Supervisor: VP of Global Alliances and Channels, ESI


Supervision Received: General Direction

Supervisory Authority: Direct supervision of ESI Alliances members in ANZ, North Asia, ASEAN and India.


PROFILE


Education : Bachelor's Degree in Marketing or Business Administration preferred.

Experience : 20 experience in international field sales management experience or an alliance partnership management position in a wide geographic area. Previous business services and/or business software experience required. Experience in HR Advisory / management consulting and complex HCM Sales a plus .


Has a solid understanding of business, financials, HCM products/services, and competitor landscape in the assigned regions. Has partner network and executive connections with key partners in APAC. Has experience in leading and managing a multi-cultural team with direct /indirect supervision.


Generic Skills : Excellent verbal, written communication and presentation skills are required. Multilingualism is a plus. Conceptualize, negotiate and sell ideas internally and externally is essential. Generate and implement concepts, ideas, and plans while functioning in a flexible, constantly changing environment is necessary. Must be a strong team leader and player.


Anticipates and understands client/account needs; articulates competitive advantage of product/services to provide solutions. Uses judgment, discretion and ingenuity to persuade clients to adopt a favourable view and decide to buy. Leverages internal and external relationships to ensure positive client experience to encourage additional business. Builds relationships with key external influencers.

LOCATION : Singapore (Preferred)

AUTOMATIC DATA PROCESSING Employer Services International

JOB TITLE -- APAC Alliance Director

BASIC FUNCTION

Lead and manage a regional alliance team to define, nurture, develop and implement an effective programme for Technology, Service and Consultancy partners across APAC.

Working with both ADP BoB and Global solutions and focused on ESI Headquartered organisations in the assigned regions. Manage a multicultural alliances team and coach and develop talent in the Alliance organization.

ESSENTIAL RESPONSIBILITIES


Attain or exceed 100% of assigned individual and alliances team quotas.
Lead APAC alliances team to work with direct sales team members in the assigned regions and implement job responsibilities.



Meet regularly with key stakeholders to determine if Business Plan goals are on target.
Develop a regional business plan which defines how the team will obtain APAC Alliance sales objectives.
Prepare a monthly situation report highlight key agreed KPIs
Maintain a sense of urgency, an attention to detail regarding situations that affect new sales, client retention and employee morale.



Supervise APAC alliances team and manage the administrations and talent development
Collaborate with regional operation management and team when required to ensure quality sales and retention of clients.
Oversee and organize partner executive meetings in APAC


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