Partnership Ecosystem Manager

Job Title: Partnership Ecosystem Manager

Location: Malaysia/Philippines/ Australia

Role Overview

The Partnership Ecosystem Manager is responsible for building, scaling, and operationalizing TookiTaki's partner ecosystem across Singapore, Malaysia, Philippines, Australia, and New Zealand. This role's core mandate is simple: drive high-quality pipeline and revenue through AWS partnerships, supported by select consulting and cloud ecosystem partners. Think of this as TookiTaki's "force multiplier" role — shaping partnerships that actually deliver outcomes, not just logos on a slide.

Key Responsibilities

1. AWS Partnership Leadership (Core Responsibility — AWS Only)

• Own and execute TookiTaki's AWS partnership strategy across ASEAN and ANZ.

• Drive engagement across AWS field teams, Partner Development Managers (PDMs), ISV Success teams, and industry vertical teams.

• Maximize AWS programs and motions including Marketplace, ISV Accelerate, ACE, MAP, MPOPP, co-sell and co-market opportunities.

• Build, manage, and grow a repeatable AWS pipeline engine that converts AWS relationship capital into qualified deals.

2. Ecosystem Development Across ASEAN & ANZ

• Build and scale strategic alliances with:

Big 4 firms (Deloitte, PwC, EY, KPMG) Regional consultancies

• IT service providers and system integrators

• Identify, onboard, enable, and operationalize partners to deliver revenue outcomes.

• Activate joint Go-To-Market (GTM) programs that generate partner-led pipeline.

3. Pipeline & Revenue Generation

• Own quarterly partner-sourced and partner-influenced pipeline generation targets.
• Drive co-selling opportunities with AWS sellers and consulting partners across banks, fintechs, and financial institutions.
• Deliver structured partner enablement: value propositions, sales kits, demos, and co-marketing.

4. Partner Lifecycle Management

• Manage the full partner lifecycle: identification evaluation onboarding enablement activation performance review.
• Maintain strong partner governance and reporting hygiene across ACE, Marketplace, and co-selling activities.
• Collaborate with Sales, Marketing, and Product to ensure partner motion alignment with revenue targets.

Key Performance Indicators (KPIs) Partnership and Pipeline

• Generate minimum XXX qualified partner-sourced leads per quarter.
• Drive 10-15% of total company revenue through partner-influenced deals within 12 months. AWS Partnership
• Generate 50% of total partner pipeline value through AWS co-sell motions and ACE opportunities.
• Getting sellers to register minimum 2 AWS Marketplace deals per quarter / per region. Partner Ecosystem Growth
• Onboard 8-12 new strategic partners annually across target regions.
• Activate 70% of newly onboarded partners to first deal registration within 90 days.
• Maintain a partner satisfaction score of 8/10 or higher through quarterly surveys.

Qualifications Must Have

• ~8 years of experience in partner development, alliances management, or enterprise SaaS sales, ideally in regtech, AI, fintech, or cloud-native solutions.
• We strongly prefer candidates who have worked inside the AWS ecosystem or in cloud alliance roles with deep AWS exposure, such as:
• Current or former AWS employees: Especially those who worked with enterprise account teams, ISV account teams, or partner development roles tied to SaaS/fintech/regtech partners.
• Professionals who were part of the Enterprise Account Team for an ISV at AWS, managing co-sell, Marketplace listings, or joint GTM engagements.
• Alliance or partnership leaders from ISVs that are part of the AWS ISV Accelerate program, who understand co-sell motions end-to-end.
• Cloud ecosystem or alliance specialists from Alibaba Cloud or Tencent Cloud
• Individuals experienced in AWS-focused partner accounting, partner operations, or revenue programs within an ISV or cloud-native SaaS environment. In short: someone who knows how AWS thinks, how AWS sellers operate, and how to turn AWS alignment into pipeline velocity.
• Mandatory hands-on AWS partnership experience, including:
  
  AWS co-sell with field teams AWS Marketplace
  
  ISV Accelerate ACE Pipeline Manager APN programs and funding motions
• Demonstrated ability to build partner ecosystems that directly contribute qualified pipeline and revenue.
• Strong stakeholder management experience working across Sales, Marketing, and Product to drive GTM impact.
• Excellent communication skills with the ability to position complex cloud/regtech value propositions to both partners and clients.