Partner Manager

WATI

. Build and work a pipeline of prospective resellers, agencies, system integrators, consultants, ISVs, technology partners, and referral/affiliate partners across Southeast Asia .

Posted 9/22/2026full-timeRemote • IndonesiaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in partner recruitment, onboarding, and management within the B2B SaaS landscape, with a strong focus on driving revenue through effective partner activation and co-marketing strategies. Proficient in building relationships and negotiating terms in the Southeast Asian market, particularly in Indonesia, Malaysia, and Singapore.

Highest-signal resume keywords

Partner RecruitmentB2B SaaS SalesFluent English and Bahasa Indonesia or Bahasa MalaysiaHubSpot CRM ProficiencyWhatsApp Business API Experience

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Partner OnboardingBusiness Case DevelopmentNegotiation SkillsRevenue Quota AchievementPipeline GenerationAccount ExpansionMarket Feedback AnalysisCo-SellingJoint Business PlanningObjection Handling

Soft Skills

Self-DirectedRelationship BuildingIndependent Work

Tools & Technologies

HubSpotSaaS ToolsCRM Systems

Industry Keywords

Channel SalesPartner Program DevelopmentSMB and Mid-Market SalesMeta Partner EcosystemMartech

About the role

Key responsibilities & impact

Build and work a pipeline of prospective resellers, agencies, system integrators, consultants, ISVs, technology partners, and referral/affiliate partners across Southeast Asia
Source leads through outbound activity, ecosystem events, Meta and adjacent communities, and existing-partner referrals
Manage the full partner recruitment cycle from qualification and business-case discussions through commercial terms and signature
Own partner onboarding, certification, Wati and Astra training, and first-deal activation
Create localized pitch materials, demo support, pricing guidance, and objection handling
Run joint business plans and regular QBRs with top partners
Deliver quarterly net-new revenue quota through partner activation, pipeline generation, and partner-sourced revenue
Co-sell with partners on larger opportunities and support deal closure
Grow existing accounts through expansion, upsell, and increased conversation volume
Manage churn and contraction within the partner base
Plan and run partner co-marketing activities including webinars, events, campaigns, and joint content
Provide market feedback on competitors, pricing, feature gaps, and Indonesian and Malaysian business needs
Maintain accurate partner and pipeline data in HubSpot or other CRM systems and forecast weekly
Collaborate with Sales, Customer Success, Marketing, and Product to ensure successful partner-led deals

Requirements

What you’ll need

4+ years in partnerships, channel sales, or B2B SaaS sales, best with at least part of that carrying a quota
Direct experience selling into or through Indonesia, Malaysia and Singapore
Track record of building relationships from cold and prospecting partners
Ability to build a business case, negotiate terms, and hold a line on pricing
Fluent English and Bahasa Indonesia or Bahasa Malaysia, spoken and written
Comfort with SaaS tooling and CRM discipline (HubSpot or similar)
Self-directed with ability to work independently
Chinese language skills (Mandarin or Cantonese) are a strong plus
Experience in the WhatsApp Business API, martech, or Meta partner ecosystem is a plus
Experience building a partner program from an early stage is a plus
Experience selling to SMB and mid-market customers is a plus