Lead II - Sales Support

: Lead II Sales Support (B2 Grade) HYPERSCALERS (AWS / MICROSOFT) - GTM & STRATEGIC EXECUTION Experience Level: Mid-Level (8–12 years ideal) Industry: IT Services (Fintech, Banking, Healthcare, Retail, Manufacturing) Work Location: Hybrid - UST Cyberjaya office (3 days/week) & Partner locations Role Overview As a Partner Alliance Manager focused on Hyperscalers (AWS / Microsoft), you will be a pivotal figure in our Go-To Market (GTM) organization. Your mission is to build, manage, and scale strategic cloud partnerships that drive mutual revenue growth, co-selling motions, and market expansion within our APAC region. You will bridge the gap between high-level cloud strategy and operational execution, ensuring that every alliance translates into tangible business results. Key Responsibilities 1. Strategic GTM & Business Development Partnership Strategy: Develop and execute targeted partnership strategies with major Hyperscalers (AWS, Microsoft Azure) to increase market reach and access new customer segments (Fintech, Banking, Manufacturing, Retail, Healthcare, Telco, etc.). Joint Business Planning: Lead the creation of joint business, co-sell, and sales/marketing plans aligned with revenue objectives with UST and Hyperscaler partner teams. Pipeline Development: Collaborate with UST internal sales & client partners, as well as AWS/Microsoft partner sales teams to build and maintain a robust co-sell lead pipeline. Market Expansion: Proactively drive cloud marketplace adoption and leverage Hyperscaler programs to accelerate sales growth. 2. Operational Execution & Engagement Governance & Accountability: Facilitate joint governance meetings with cloud alliance leads, prepare agendas, and aggressively follow up on open action items to ensure momentum. Relationship Nurturing: Meet partner reps regularly to stay updated on latest cloud features, funding programs, and service renewals, facilitate technical/sales enablement for UST internal teams, and ensure prerequisites are met for tier-status. UST APAC | Partner Alliance Manager - Hyperscalers Page 1 of 2 2. Operational Execution & Engagement (Cont.) Co-Branding & Events: Plan and execute joint marketing activities using MDF, co-branded promotional campaigns, and cloud-focused networking events to amplify brand impact. Performance Reviews: Lead internal and external Monthly & Quarterly Business Reviews (QBRs) with Hyperscaler stakeholders to track KPIs such as co-sell revenue, partner effectiveness, and CSAT. 3. Contractual & Agreement Lifecycle Agreement Management: Direct the negotiation and implementation of essential legal frameworks, including NDAs, MSAs, and ISV/Partner program agreements. Stakeholder Liaison: Act as the primary bridge between Legal, Finance, and cloud alliance teams to manage contract amendments, marketplace listings, and compliance. Regulatory Compliance: Ensure all partnership activities strictly adhere to internal policies and local regulatory requirements (APAC). Job Requirements Education: Bachelor's or Master's degree in Business, Marketing, Software Engineering, Finance, or a related field. Experience: 8–12 years of total professional experience, with substantial hands-on experience managing alliances specifically with major Hyperscalers (AWS and/or Microsoft Azure). Technical Skills: Familiarity with cloud ecosystem frameworks, marketplace listing processes, and co-sell motions. Proficiency in Office 365 (specifically high-level PowerPoint for executive presentations). Experience with CRM software (e.g., Salesforce or HubSpot) for tracking partner engagement and lead funnels. Soft Skills: Exceptional negotiation and presentation skills to interface with large tech vendors. Strong cross-functional collaboration skills to manage high-value contracts and internal stakeholders. A proactive, "results-oriented" mindset with the ability to manage complex operational tasks independently