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Job Category
Sales
Job Details
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The Role The Partner Business Manager (PBM) for ESMB is responsible for the strategic development and tactical execution of our partner sales motion across Malaysia, Indonesia and other emerging ASEAN territories. Unlike the enterprise segment, the ESMB lead must focus on scale, speed, and volume. You will manage a portfolio of partners who specialize in quick-to-value implementations for companies with 0 to 200 employees. This is a high-energy role that requires a "growth-hacker" mindset—balancing the recruitment of new partners with the enablement of existing ones to drive high-velocity revenue.
Key Responsibilities
- Develop and execute a GTM plan specifically for the ESMB segment across Malaysia, Indonesia, and the other emerging markets accounting for local market nuances and economic drivers.
- Drive "Partner Sourced" ACV by creating scalable sales plays that allow partners to close deals with minimal friction.
- Identify and onboard "Emerging Partners" and local boutique SIs in-region who have a strong footprint in the SMB space.
- Work with Partner Enablement to ensure partners can deliver "Fast Start" packages and out-of-the-box solutions tailored for smaller businesses.
- Act as the bridge between the ESMB Sales Leaders and the Partner ecosystem to ensure lead-flow is optimized and "white space" in emerging territories is covered.
- Promote Salesforce’s value proposition to small business owners and regional entrepreneurs through partner-led marketing initiatives.
Qualifications/Experience
- 7 to 10 years in Channel Management or Sales, specifically within the SMB/ESMB segment or high-growth tech environments.
- Proven experience working within Malaysia, Indonesia and other emerging markets understanding of local business cultures, regulatory environments, and partner landscapes.
- Solid understanding of Cloud SaaS, specifically how it scales for smaller organizations with limited IT budgets.
- Ability to manage a high volume of partners and deals simultaneously using data-driven insights to prioritize effort.
- A "start-up" mentality—comfortable with ambiguity and capable of building processes where they may not yet exist.
- Proficiency in English is required; knowledge of local languages (e.g., Bahasa Indonesia, Tagalog etc) is a significant advantage for managing regional partners.
Tentang Salesforce
Kami adalah Salesforce, Perusahaan Pelanggan, yang menginspirasi masa depan bisnis dengan AI + Data + CRM. Dengan mengedepankan nilai-nilai inti kami, kami membantu perusahaan di berbagai industri untuk membuka jalan baru dan terhubung dengan pelanggan dengan cara yang benar-benar baru. Dan, kami memberdayakan Anda untuk menjadi Trailblazer — meningkatkan kinerja dan pertumbuhan karier Anda, merintis jalur baru, dan memperbaiki kondisi dunia. Jika Anda percaya bahwa bisnis adalah platform terbaik untuk perubahan dan bahwa perusahaan dapat sukses sambil berbuat baik — Anda telah datang ke tempat yang tepat.
Peran
Manajer Bisnis Mitra (PBM) untuk ESMB bertanggung jawab atas pengembangan strategis dan pelaksanaan taktis dari strategi penjualan mitra kami di Malaysia, Indonesia, dan wilayah ASEAN lainnya yang sedang berkembang. Berbeda dengan segmen korporat, pemimpin ESMB harus fokus pada skala, kecepatan, dan volume. Anda akan mengelola portofolio mitra yang berspesialisasi dalam implementasi cepat yang memberikan nilai tambah bagi perusahaan dengan 0 hingga 200 karyawan. Ini adalah peran yang membutuhkan energi tinggi dan mindset “growth-hacker”—menyeimbangkan perekrutan mitra baru dengan pemberdayaan mitra existing untuk mendorong pendapatan dengan kecepatan tinggi.
Tanggung Jawab Utama
- Mengembangkan dan melaksanakan rencana GTM (Go-to-Market) khusus untuk segmen ESMB di Malaysia, Indonesia, dan pasar emerging lainnya, dengan mempertimbangkan nuansa pasar lokal dan faktor pendorong ekonomi.
- Meningkatkan ACV (Annual Contract Value) yang dihasilkan oleh mitra dengan menciptakan strategi penjualan yang skalabel, memungkinkan mitra untuk menutup transaksi dengan hambatan minimal.
- Mengidentifikasi dan mengintegrasikan “Mitra Baru” dan penyedia layanan lokal (SI) yang memiliki pangsa pasar kuat di segmen SMB.
- Bekerja sama dengan Tim Enablement Mitra untuk memastikan mitra dapat menyediakan paket “Fast Start” dan solusi siap pakai yang disesuaikan untuk bisnis kecil.
- Bertindak sebagai jembatan antara Pemimpin Penjualan ESMB dan ekosistem mitra untuk memastikan aliran prospek optimal dan area potensial di wilayah berkembang tercakup.
- Mempromosikan nilai tambah Salesforce kepada pemilik bisnis kecil dan wirausahawan regional melalui inisiatif pemasaran yang dipimpin mitra.
Kualifikasi/Pengalaman
- 7 hingga 10 tahun pengalaman di bidang Manajemen Kanal atau Penjualan, khususnya di segmen SMB/ESMB atau lingkungan teknologi yang tumbuh pesat.
- Pengalaman yang terbukti dalam bekerja di Malaysia, Indonesia, dan pasar emerging lainnya, dengan pemahaman mendalam tentang budaya bisnis lokal, lingkungan regulasi, dan lanskap mitra.
- Pemahaman yang kuat tentang Cloud SaaS, khususnya bagaimana skalabilitasnya untuk organisasi kecil dengan anggaran IT terbatas.
- Kemampuan untuk mengelola sejumlah besar mitra dan transaksi secara bersamaan menggunakan wawasan berbasis data untuk memprioritaskan upaya.
- Mentalitas “start-up”—nyaman dengan ketidakpastian dan mampu membangun proses di mana proses tersebut belum ada.
- Kemahiran dalam bahasa Inggris diwajibkan; pengetahuan tentang bahasa lokal (misalnya Bahasa Indonesia, Tagalog, dll.) merupakan keunggulan signifikan dalam mengelola mitra regional.
*LI-Y
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