Title: APAC Partner Manager - Australia
Location: Australia (Remote)
Role Description:
From day 1, you’ll plug in with our go-to-market teams (sales, marketing) in Australia to steer goals. While you’ll be part of our global Partnerships team (12+ ShipBobbers, distributed across 3-4 time zones), on a daily basis you’ll have the most interaction with our local teams in Australia. This will provide a great team camaraderie while also providing you the robust tracking, tools and GTM framework that’s been battle-tested in our North American markets. From a partner perspective, you will mostly interact with agency partners that can help resell or recommend ShipBob services, but you’ll also touch VCs/incubators and technology platforms (Shopify, Prestashop, etc).
You’ll be accountable for revenue pipeline targets (lead flow, partner-driven sales opportunities, and pipeline revenue) and program-related KPIs (new partners onboarded, revenue share sourced from partners, etc). In addition to these KPIs, you will have rotating, project-related goals that span 1-2 quarters (e.g. developing a new integration with a key partner).
You’ll report directly to the VP of Partnerships with a dotted line to the General Manager in Australia, and you'll have plenty of support in achieving your goals from our other experienced Partner Managers.
What you’ll do:
- Build new relationships with agencies based in Australia focused on our target market (direct-to-consumer ecommerce companies). This includes marketing, design and development, SIs, and any other service provider that can help us expand our business in these geographies.
- Liaise with local contacts of our Global tech partners including Klaviyo, Shopify Plus, Gorgias, Shipstation, to push partner marketing activities and deal flow.
- Nurture existing partner relationships with constant touchpoints, educational programs, quarterly business reviews, incentive programs, revenue share and more.
- Push millions of dollars in annual deal flow through partners via co-marketing, co-selling, and other business development activities.
- Be the voice and advocate of our Australian partners to internal stakeholders, including product, account management, sales, and onboarding teams.
- Maintain all our current tracking and infrastructure on behalf of all Australia partner activity, including:
- Partner Directory.
- Salesforce partner pages and other leadgen forms.
- Shipbob.com and shipbob.com.au partner pages.
- Be the voice of ShipBob at partner-heavy events in your geographies, e.g. trade shows.
- Additional duties and responsibilities as necessary.
What you’ll bring to the table:
- Knowledge of the ecommerce space in Australia. We are fairly new to the Australian space, but growing fast. The best fit for us is someone that can bring contacts and local experience to our proven fulfillment software and partnerships approach.
- Technical aptitude or knowledge. Most top partnerships require a direct integration with ShipBob’s fulfillment software. You don’t have to know how to write code, but aptitude in comprehending integrations, APIs, and the functionality of integrations is absolutely essential.
- Maturity in business development skills. You will be managing the day-to-day relationship with partners that we hope will drive 30-40% of our entire APAC revenue. You should be comfortable and empowered in negotiating the proper structures, contracts, etc. to ensure success.
- Entrepreneurial/self starter tendencies. No one will tell you what to do every day in this role, so you will have to create your own roadmap. Ability to work autonomously and reach firm conclusions using messy or incomplete data is crucial.
- Detail orientation and communication skills. You are interfacing with our highest-revenue partners and C-level executives within ShipBob. Attention to detail in your written and verbal communication is key.
- Willingness to get in the weeds. At ShipBob, we don’t have any roles that sit in ivory towers. You should be willing to interface directly with partner contacts, internal stakeholders, and merchants (our customers) at any level to solve problems.
- Ability to “scale yourself”. This is not a sales role, but does carry revenue targets. So you have to make the best use of your time by prioritizing, automating, and working through others where possible, vs. pursuing your own wins exclusively.
Perks & Benefits:
- Benefits package
- Fun Culture >>> Check us out on Instagram
Reports to: VP of Partnerships and GM Australia
