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Full Time
London
Posted 4 months ago

Senior Manager, Partnership & Alliance (Asia) (Based in MY) (Remote)

London
Work Type:Full Time
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Univers provides the world’s most comprehensive decarbonization system. 

We help companies and countries optimize energy systems and reduce carbon emissions with accurate, reliable, and actionable decarbonization data. Our EnOS (Energy and Environment Operating System) platform connects on-the-ground operational technology and in-the-cloud intelligence to deliver real-time energy data and data-driven carbon monitoring, reporting, and abatement.

With 220 million sensors and smart devices connected, 550GW of renewable energy under management, and a community of over 500 customers, we’re helping the world’s leading businesses get the world to net zero—and what comes after it.

For more information, please visit https://univers.com/

 

Senior Manager, Partnership & Alliance – Asia (Based in KL, Malaysia)
 
The Senior Manager, Partnership and Alliance, Asia is responsible for developing, managing, and expanding partnership and alliance to drive revenue growth and market expansion. A key strategic intent is to significantly increase our revenue contribution from the partner network.
 
This role requires a strategic thinker with exceptional relationship-building abilities, and a good understanding of the SaaS industry.

Challenge the Future of Energy

We’re united in the belief that sustainability is within humanity’s reach, and that together we have the ingenuity, energy, and expertise to reach it.  We’re already creating value for giants of industry – Microsoft, Accenture, Amazon Web Services, Nissan, and Keppel Corporation, to name a few. But we’re young enough to still be learning from each other. Every employee has a chance to make their mark.
Job Description:

Roles and Responsibilities:

  1. Strategy Development and Execution:
    • Create and implement an alliance strategy aligned with the company’s business objectives.
    • Identify and prioritize partners that align with target markets and growth goals, such as Technology Partners (e.g. Cloud partners) and Go-to-Market Partners
    • Develop joint Go-to-Market (GTM) strategies with partners to enhance market reach.
  2. Partner Recruitment and Management:
    • Identify, recruit, and onboard strategic partners across “Sell to,” “Sell with,” and “Sell through” models.
    • Build and maintain strong relationships with key partners, such as Green Financing Partners (e.g. banks) and Public Sector Partners (e.g. government customers)
  3. Channel Program Development:
    • Design and manage partner programs and initiatives to support joint success and drive revenue growth.
    • Collaborate with Industry Partners (e.g. University partners) to align with sustainability and decarbonization goals.
  4. Performance Management:
    • Set and track performance metrics for partners.
    • Conduct regular business reviews to assess performance and identify improvement areas.
  5. Collaboration and Communication:
    • Work with internal teams, including sales, marketing, product, and customer success, to ensure alignment on partner initiatives.
    • Serve as the primary contact for partners, ensuring satisfaction and addressing issues promptly.
  6. Market and Competitive Analysis:
    • Stay informed on market trends, the competitive landscape, and emerging technologies to inform partnership strategies.
    • Conduct research to identify new partnership opportunities, especially with Innovation Partners and Financial Partners (e.g. banks).
  7. Contract Negotiation and Management:
    • Negotiate and manage partnership agreements, creating a win-win framework and compliance with company policies.
    • Oversee the legal and financial aspects of partnership agreements.

Qualifications and Experience:

  • Bachelor Degree
  • 10+ years of experience in partnership and channel management, preferably within the SaaS industry
  • Proven track record of developing and managing successful partner programs and driving significant revenue growth
  • Strong understanding of SaaS business models, technology solutions, and market dynamics
  • Excellent interpersonal and communication skills, with the ability to build and maintain strong relationships with partners and internal stakeholders
  • Strategic thinker with strong analytical and problem-solving skills
  • Ability to work independently and as part of a team in a fast-paced, dynamic environment
  • Proficiency in CRM and partner management tools, such as Salesforce
  • Role will be based in KL, Malaysia on hybrid work arrangements
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