Head of APJ Partner Ecosystem

Meet Our Team:

The Pega Partner Ecosystem team drives strategic growth by building a robust Partner community, enabling Partners to be effective at selling and delivering Pega-based solutions, establishing effective go-to-market initiatives with Partners, and driving new client opportunities and sales collaboratively with Partners.   

Picture Yourself at Pega:

In this role, you will be responsible for leading the Partner Ecosystem organization across in the Asia-Pacific Japan region (Australia/New Zealand, ASEAN, and Japan regions). This includes establishing a strategic plan to develop the ecosystem to successfully deliver results against revenue goals, as well as building and maintaining a high-performance organization through recruitment, development, and ongoing management. In addition, you will be responsible for effective operational management and sales excellence – maintaining appropriate pipeline and accurately reporting results across all teams and functions.

What You'll Do at Pega:

As the APJ Partner Ecosystem Leader, you'll be responsible for driving measurable business impact by building and enabling a high-performance Partner organization. This includes:

• Establish the strategy to develop an effective partner ecosystem throughout all geographies, ensuring that all regions have clear plans of execution to meet goals, maintain a high bar for the team for team performance, and meet annual organization targets 
• Recruit, hire, and develop a high-performance regional partner management and partner sales teams 
• Establish effective operational practices to maintain business and performance visibility, including pipeline management, reporting cadences, and accurate forecast management 
• Build deep relationships with Pega leaders and other field counterparts in the region and maintain an effective network that supports partner development and co-selling 
• Work closely with Partner Managers to understand Partner competencies and offerings and maintain strong bidirectional communication to ensure a consistent Partner experience 
• Work closely with the Partner Programs team, functional leaders, and other regional Partner leads to ensure consistent execution globally, sharing of best practices, and cross-team support 
• Be an active representative on the Partner Ecosystem Leadership Team, participating in planning, proactively driving organizational improvement, and demonstrating leadership in internal and external communities. 
• Build and maintain close relationships with executives and senior leaders among the partner organizations, and serve as the visible Partner executive leader for the region 

Who You Are:

You're a sales and alliances leader who understands both the partner ecosystem and direct client selling, bringing a unique combination of organizational development experience, relationship-building skills, and strategic deal management:
 
• Experience developing and leading high-performance sales teams across the APJ region 
• Deeply knowledgeable about partner capabilities, go-to-market strategies, and how to position partner solutions effectively to both sales teams and clients 
• Equally fluent in client account dynamics, understanding business challenges, buying processes, and how to navigate complex organizational structures 
• A natural collaborator who is considered a trusted leader in the sales organization, seamlessly integrating into regional sales operations and culture 
• Strategically minded with the ability to identify where partner engagement can create the most value in pipeline development and deal acceleration 
• Metrics-driven and accountable for tangible business outcomes, with a track record of delivering results in partner-led or co-selling environments 
• Skilled at building relationships across organizational boundaries, working effectively with both external partners and internal Pega stakeholders

What You've Accomplished:

You bring demonstrated success in the APJ region leading sales and alliances teams that work effectively with Partners and an indirect sales model. You've built productive working relationships with technology or services partners, and you understand how to align partner capabilities with client needs to create compelling solutions. Your experience includes working closely with direct sales teams, and you've contributed to measurable pipeline generation and revenue delivery through partner engagement strategies. 

Qualifications 
▪ 15+ years of enterprise technology sales and alliances experience in the APJ region 
▪ 10+ years leading sales and alliances teams and developing leaders 
▪ Strong experience working in Global Systems Integrators and in indirect sales  
▪ Strong Sales skills and business acumen 
▪ Account planning and execution skills 
▪ Ability to sell C-Level and across Product Development, IT, Sales, and Marketing 
▪ Excellent interpersonal, communications, and people leadership skills. 
▪ Ability to develop business cases and service requirements, while creating and managing strategic alliances. 
▪ Consistent achievement of quota and revenue goals over time in varied circumstances 

Pega Offers You:

Gartner Analyst acclaimed technology leadership across our categories of products
Continuous learning and development opportunities
An innovative, inclusive, agile, flexible, and fun work environment
Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company

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