Distribution Partner Manager

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! Figma’s distribution partnerships team is focused on unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances. This includes accelerating go-to-market (GTM) efforts, serving the needs of our customers, and bringing Figma’s platform to new organizations around the world. We are looking to hire an experienced business development and partnerships professional to scale our efforts with agencies, systems integrators, consultancies, and commercial partners (resellers) across APAC. This includes driving revenue growth and supporting customers in India, SE Asia, South Korea, and ANZ. .  This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy. You will build new partner programs from scratch and scale our existing motions to new customers and partners across APAC.  This role is based in our Singapore hub on a hybrid basis. WHAT YOU'LL DO AT FIGMA: * Identify, evaluate, and onboard new prospects for our official distribution partner program * Manage existing service and commercial partners to drive revenue for Figma while serving the needs of our APAC customers * Partner with Figma’s GTM teams to source, scope, and progress partner-influenced sales opportunities * Manage stakeholder relationships with both official and unofficial distribution partners - including identifying new co-marketing and co-selling opportunities * Foster long-term relationships with partners by creating mutual success plans - including documenting wins and monitoring defined KPIs * Evaluate opportunities to mature and streamline our relationships with resellers in context of Figma's existing sales model * Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with the partner enablement team WE’D LOVE TO HEAR FROM YOU IF YOU HAVE: * 7+ years of total experience in equivalent or relevant fields * 3+ years of experience in a GTM organization working with external professional services partners (SIs, agencies, consulting firms) and / or commercial partners (channel resellers, marketplaces, referral partners) * Built partner tactics, programs, and/or strategies from scratch * Managed relationships with multiple strategic partners at once to drive new business WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Proficiency in an additional APAC language beyond English * Worked at a service organization or channel partner in a direct GTM role * Experience selling to technical audiences with UX/UI design principles and collaboration tools At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. WHAT IS THE ROLE We’re looking for a highly motivated Senior Partner Manager with a strong background developing new client segments in partnership with Value-Added Resellers, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you! The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the South Korean region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations WHAT YOU WILL BE DOING * Executive Relationships. Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the ANZ region. * Sales Management. Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution. * Market Development. Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market. * Business Cadence. Execute, manage and deliver ANZ pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives. * Strategy. Help shape and evolve Elastic’s partner strategy, while implementing plans and execution  * Partner Ecosystem. Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships. * Communication. High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs. * Educate. Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio. WHAT YOU BRING * 8 + years in Partner Management roles. * Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies. * Executive presence; executive selling, communication and business development skills. * Proven performance, personally leading to measurable revenue results through strategic partnerships. * Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process * You need strong skills in analysis, organization, and managing projects. You must be able to make quick, informed decisions that can lead to smart risks. Your choices will have a direct impact on financial investments, revenue increases, and the performance of the teams you are part of. * Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization. * Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment. * Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act * Accountability and a bias for action * High energy, great attitude, collaborative approach, and a learning mindset * Willingness to travel   ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. WHAT IS THE ROLE We’re looking for a highly motivated Senior Partner Manager in South Korea with a strong background developing new client segments in partnership with Value-Added Resellers, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you! The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the South Korean region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations WHAT YOU WILL BE DOING * Executive Relationships. Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the South Korean region. * Sales Management. Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution. * Market Development. Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market. * Business Cadence. Execute, manage and deliver South Korean pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives. * Strategy. Help shape and evolve Elastic’s partner strategy, while implementing plans and execution in the South Korean region. * Partner Ecosystem. Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships. * Communication. High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs. * Educate. Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio. WHAT YOU BRING * 8 + years in Partner Management roles. * Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies. * Executive presence; executive selling, communication and business development skills. * Proven performance, personally leading to measurable revenue results through strategic partnerships. * Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process * You need strong skills in analysis, organization, and managing projects. You must be able to make quick, informed decisions that can lead to smart risks. Your choices will have a direct impact on financial investments, revenue increases, and the performance of the teams you are part of. * Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization. * Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment. * Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act * Accountability and a bias for action * High energy, great attitude, collaborative approach, and a learning mindset * Willingness to travel (up to 20%) * Bonus: Current relationships or alignment with similar partners, for example, Megazone, S-Core, Etevers. ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.