Senior Partner Manager, Asia Pacific

at  Dubber

ABOUT DUBBER

Dubber is the world’s leader in conversation capture and intelligence, revolutionising how businesses capture, analyse, and leverage their conversations. With cutting-edge AI technology, Dubber provides a comprehensive suite of tools and features that goes beyond traditional call recording and transcription solutions.Built to scale to meet any need, Dubber allows organisation’s to unlock the insights to be found in calls, videos and messages.
Already adopted as core network infrastructure by hundreds of global communications networks and services worldwide, Dubber is specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.
Dubber is listed on the Australian Stock Market (ASX:DUB) with offices in Melbourne, Sydney, London, Oxford, and Dallas.

EXPERIENCE & EDUCATION:

• 5+ years relevant experience in Channel Account Management
• Experience within the Telecommunications Industry and ideally exposure to the large telco carriers in the Asia Pacific region
• A detailed understanding of & experience in managing channel-based relationships
• Understanding of solution selling methodologies coupled with hands-on understanding of Salesforce.com
• Ideally, exposure to a start-up, rapid growth style environment
• Experience with leading sales engagements within the partner ecosystem
• Although not a technical role, ability to understand basic technical requirements is a must
• Track record of working across multiple functions, both collaboratively and independently
• Experience selling SaaS based services is desired

WHAT YOU’LL DO

This is an exciting role within our Asia Pacific Sales team, you will be primarily responsible for managing a portfolio of existing Service Providers (SP’s) relationships in the Asia Pacific market as well as winning new, targeted SP’s across the region. You will focus on managing and expanding Dubbers partners, as it is critically important to Dubber’s goal of driving consistent revenue growth from our key partner relationships .
Whilst managing relationships with senior executives within existing partners is an important attribute, the core responsibility of this role is driving growth. Overall, this means growing the monthly recurring revenue (MRR) from key partners across the Asia Pacific region. At a tactical level, this means driving growth in the number of Elite Partners in the region, in turn, growing the number of activated, enabled account managers within these Partners with the goal of consistently growing monthly run-rate, Partner-led pipeline. With this in mind, the role will be of interest to a high-energy, action oriented and growth minded sales leader who is excited about building a significant, self sustaining Partner model in Asia Pacific.
This is a high-intensity, out-in-the-field, Partner growth role as opposed to a ‘behind the desk’ channel strategist position. The role calls for an individual comfortable with the grit, hustle and determination required to lead the revenue growth from an engaged & expanding Partner community.

KEY RESPONSIBILITIES:

• Lead engagement with key executives across existing Service Providers to migrate them to a joined at the hip, Elite Partner model
• Continually engage with targeted new Service Providers who exhibit the characteristics of an Elite style Dubber partner, negotiate contractual terms and establish the framework for the Elite/PET operating model
• Leverage the scale & capability of the Partner Enablement Team (PET) to consistently expand the number of activated account managers and downstream Resellers within each Elite Partner to drive consistent MRR growth
• Similarly, work closely with the Global Head of Sales Enablement to ensure your Elite Partners have access to the full suite of Dubber sales activation content with the goal of creating a community of self-sufficient, reasonably autonomous Partners
• Cultivate relationships with Marketing leaders within your Elite Partners to ensure Dubber is consistently promoted & enabled within in the value proposition of the SP
• Produce and update strategies & quarterly business reviews for each SP, establish task assignments, milestones and coordinate input from all Dubber internal stakeholders.
• Provide regular sales & revenue forecasts and report on growth and key milestones within SP’s