• Work closely with the VP of Partnerships and other team members in the department • Build, lead, and groom a team of Partnerships Managers, further supported by in-country teams for Affiliate Marketing, Channel Sales, and Corporate Sales for key countries within APAC • Be a core member of the Partnerships Leadership Team that shapes Airalo’s global Partnerships strategy • Shape the future of Airalo’s Partnerships products by working closely with the Partner Experience Product and Engineering teams • Find, identify, prospect, and lead negotiations with large strategic partners within APAC • Maintain relationships with key partners to drive partner profitability and grow the B2B/B2B2C partnerships' contribution to the business • Refine the Airalo Partnerships roadmap to anticipate and fulfill partner needs, thereby maintaining Airalo’s status as the preferred provider across industry partners in APAC • Collaborate and work with different internal and external stakeholders to develop and execute joint projects/opportunities • Define and improve SOPs for the Partnerships department to streamline operations and improve efficiency across workflows • Represent Airalo at leading industry events and conferences across APAC • Own the Airalo Partnerships OKRs for APAC

• Develop and execute strategic account and territory plans to achieve and exceed sales targets • Identify, prospect, and acquire new Public Sector customers across the AURA region • Drive adoption of Fortinet solutions across both new and existing Public Sector accounts • Build and maintain strong relationships with key decision makers and influencers within COTER organisations • Lead internal teams to deliver high quality proposals, RFP responses, and statements of work • Manage the full sales cycle from prospecting to negotiation and closing • Maintain accurate pipeline management and forecasting • Collaborate with technical, channel, and marketing teams to ensure customer satisfaction • Conduct regular customer visits across the region to support business development and account growth

• Prospect and develop new client leads in collaboration with the Marketing team • Qualify prospective clients to ensure a good fit and long-term partnership potential • Work with the Owner Partner Team to tailor proposals across company offerings • Lead the closing process and coordinate with the Finance team to ensure payment completion • Oversee the Experience Team to ensure client expectations are consistently exceeded across planning, homes, and staffing services • Build and maintain strong client relationships to drive repeat business and long-term loyalty • Ensure achievement of key performance indicators (KPIs), including booking quotas, prospecting activity metrics, and CSAT scores

• Search for and attract new partners, conduct introduction calls, identify collaboration opportunities, and launch new partnerships • Build and maintain long-term relationships with partners through regular communication and joint activities • Own the partner roadmap: define next steps, manage follow-ups, prioritize actions, and move partnerships forward • Manage partnership processes in CRM: update partner information, document agreements, create tasks, and track deadlines • Coordinate lead exchange between Eleken and partners, monitor lead statuses, and support pipeline progress • Collaborate with sales, account, and design teams to turn partnership opportunities into business results • Analyze partnership performance, identify growth opportunities, and suggest new ideas to improve the channel • Prepare regular reports and conduct partnership reviews • Participate in industry events, expand your professional network, and find new opportunities for collaboration • Support operational partnership processes, including partner documentation, payment coordination, and internal reporting.