Senior Partner Manager, Korea

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.

Zscaler

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for a Senior Partner Business Manager to join our team. This is a fully remote role, reporting to the Partner Sales Director, Greater Asia in the Alliances & Channels department. In this role, you will drive strategic partner alignment, pipeline generation, and revenue growth across the region. You will act as a key collaborator, working closely with field sales and focused partners to expand capabilities, accelerate opportunities, and deliver consistent business value. What you’ll do (Role Expectations) * Develop and execute strategic partner business plans aligned to regional growth priorities with our sales leadership * Drive partner-sourced and partner-influenced pipeline and revenue through joint go-to-market initiatives with our focused partners * Collaborate with field sales teams to identify target accounts, map partner plays, and accelerate opportunities * Expand partner capability through enablement, sales plays, solution positioning, and business-value messaging * Lead regular business reviews, pipeline reviews, and executive cadence sessions with partners Who You Are (Success Profile) * You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. * You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. * You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. * You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. * You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) * Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain * Extensive experience in channel sales, partner management, alliances, or ecosystem development within cybersecurity, cloud, networking, or enterprise software * Proven success driving partner pipeline, revenue contribution, and go-to-market execution * Strong understanding of the partner ecosystem across South Korea * Ability to engage and influence executive stakeholders, sales leaders, and technical teams within partner organizations What Will Make You Stand Out (Preferred Qualifications) * Proven success co-developing joint go-to-market initiatives with ecosystem partners focused on secure AI adoption frameworks or scaling channel capabilities in positioning AI-driven security tools * Deep understanding of cloud security, Zero Trust, SASE, data protection, and secure AI adoption trends * Demonstrated ability to connect technology solutions directly to complex customer business outcomes #LI-Remote #LI-LK2 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Airbnb

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will Join:  This role is part of the Key Accounts team at Airbnb who manages the partner relationships with our largest Supply Enterprises & API connectivity software partners. The Difference You Will Make: We are looking for an experienced Senior Connectivity Partner Manager to accelerate our API Connectivity Partnerships in Korea. As a member of the Key Accounts team, you will be managing partner relationships with strategic supply partners, including distribution software companies and other IT solutions for Airbnb’s accommodation partners in APAC. You will be responsible for prospecting, contracting, on-boarding and optimizing strategic partnerships to accelerate growth and performance on both sides. You will be reporting to the Regional Key Accounts Lead in APAC. A Typical Day: * Own a portfolio of Airbnb’s key partners and act as the key representative for these partners.  * Execute a win-win strategy for your portfolio that drives commercial value to all parties and positions Airbnb as a top strategic partner across all distribution channels.  * Develop strong relationships with executives and decision makers within your API partner portfolio, ensuring that partnerships meet the highest industry standards and that commercial agreements and service-level agreements (SLAs) are consistently met. * Use data to identify strategic opportunities and launch pilots to drive sales growth * Conduct regular business reviews, QBRs and formal presentations for internal and external purposes. * Educate clients on product updates and share partner feedback with internal stakeholders * Prospect, onboard and optimize new API partners (technical integration, onboarding and growth of hosts/listings). * Achieve quarterly goals, measure success against performance KPIs, feature adoption and supply acquisition growth targets. * Develop a deep understanding of technical integrations across Property Management Systems, Channel Managers, and Central Reservation Systems to provide targeted client support * Build close working relationships with internal stakeholders (Product, Tech Support, Regional Sales, Revenue Operations, Legal) to provide support for key partners and unlock growth opportunities. * Represent Airbnb in external meetings and industry events, specifically engaging with software partners and our community of hosts. Your Expertise: * 10+ years of professional experience in a Key Accounts/Connectivity or Technical Partner Manager role at a global technology or hospitality tech company. * World-class account management experience with a strong track record of successfully growing and building successful partnerships. * Experience in the hospitality technology space, knowledge of OTA specifications, and experience with API integrations strongly preferred. * Experience developing and executing sales and marketing initiatives in collaboration with external partners. * Strong quantitative skills with a proven ability to leverage data in decision-making * Experience working cross-functionally with product, tech, legal, marketing, sales operations and enablement teams. * Effective time management and ability to prioritize in a fast-paced dynamic environment * Excellent communication and presentation abilities, with confidence in engaging clients across multiple channels * Strong executive presence and the ability to effectively influence and present to top leaders internally and within the industry. * Must be fluent in verbal/written communication and presentation skills in Korean and English. * Local knowledge - you must have solid operating experience in APAC * Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus.