About Worksoft
Worksoft empowers business and IT to deliver flawless applications faster and more efficiently through the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments.
Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the gold standard for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformation.
About The Role
We are seeking an experienced and driven Business Channel Representative to support and accelerate business growth across the Asia-Pacific and Japan (APJ) region. Based in Singapore and serving as Worksoft's APJ regional hub, this role will lead and expand our channel partner ecosystem across the Asia-Pacific and Japan region. The successful candidate will drive co-sell motions, partner enablement, and revenue growth across a diverse and strategically important set of markets.
This is a high-impact, quota-carrying role with regional scope. The ideal candidate brings 5+ years of channel sales or partner management experience in enterprise software or technology, a deep understanding of APJ market dynamics, and a proven track record of building partner pipelines and exceeding revenue targets.
Key Responsibilities
Channel Sales & Revenue Generation
- Own and execute annual sales quota for assigned APJ territory
- Drive channel-led revenue growth by managing, enabling, and expanding a portfolio of VARs, system integrators, and distributors
- Manage complex, multi-stakeholder partner-led sales cycles with enterprise deal sizes
- Develop and execute joint business plans with key partners aligned to Worksoft's APJ growth strategy
- Negotiate partner agreements and co-sell arrangements with senior stakeholders
Partner Management & Enablement
- Identify, recruit, and onboard new channel partners in target APJ markets
- Deliver partner enablement including product training, sales tools, and certification programs
- Manage the full partner lifecycle from onboarding through active selling status
- Serve as the primary escalation point for partner issues and opportunities
Business Development & Pipeline Management
- Identify and develop new business opportunities through partner-led and co-sell motions
- Maintain accurate pipeline forecasting and partner KPI reporting in Salesforce CRM
- Collaborate with regional marketing on demand generation campaigns and partner events
- Conduct compelling product demonstrations and presentations to technical and business audiences
Cross-functional Collaboration
- Work closely with the APJ sales team on joint opportunities and deal progression
- Partner with technical sales engineers and solution consultants on complex deals
- Coordinate with Customer Success to ensure high satisfaction and retention across partner-managed accounts
- Provide market intelligence and partner feedback to product and marketing teams
Market Intelligence
- Stay current on APJ industry trends, competitive landscape, and evolving partner ecosystem
- Represent Worksoft at trade shows, partner summits, and customer events across the region
- Identify whitespace and expansion opportunities within existing partner accounts
Required Qualifications
Experience & Skills
- Minimum 5 years of channel sales, partner management, or business development experience in enterprise software or SaaS
- Demonstrated success managing and growing channel partnerships across APJ markets
- Strong understanding of indirect sales models, partner incentive structures, and co-sell motions
- Experience managing partner-led sales cycles with enterprise-level deal complexity
- Background selling to or through IT and business decision makers in the SAP, Oracle, or ERP ecosystem preferred
- Track record of consistently achieving or exceeding revenue targets
- Strong understanding of the Singapore and broader APJ enterprise software market
- Familiarity with Singapore's business ecosystem including government-linked companies (GLCs) and regional MNC operations
- Candidate must be a Singapore Citizen, PR, or hold a valid work pass — Employment Pass (EP) or S Pass as applicable
Core Competencies
- Experience with VARs, SIs, and large global system integrators: Partner Ecosystem
- Proven ability to build trust and articulate business value to C-level stakeholders: Executive Engagement
- Proficiency with MEDDIC, Challenger, or Solution Selling frameworks: Sales Methodology
- Builds enduring partner and customer relationships that drive long-term revenue: Relationship Building
- Consistently achieves revenue targets and partner performance metrics: Results-Driven
Preferred Qualifications
- Bachelor's degree in Business, Engineering, or related field
- MBA or advanced degree preferred
- Experience with Salesforce CRM and partner management platforms
- Knowledge of test automation, DevOps, RPA, or digital transformation technologies
- Experience in high-growth, PE-backed, or venture-backed technology companies
- Existing relationships within Singapore enterprise accounts or APJ technology partner networks
- Familiarity with MOM Fair Consideration Framework and Tripartite Guidelines on Fair Employment Practices
- Additional language proficiency in Mandarin, Bahasa, or Japanese is an advantage for APJ partner engagement
Territory Coverage
Singapore (primary APJ hub), with regional responsibility across Southeast Asia, ANZ, India, and Japan. Singapore-based with up to 40% regional travel.
Compensation
- Base Salary: S$80,000 – S$150,000 per annum (commensurate with experience)
- On-Target Earnings (OTE): S$180,000 – S$300,000+ per annum at 100% quota attainment
- Variable Structure: Variable component represents approximately 50–60% of OTE; commissions are performance-based and linked to partner revenue targets
- CPF: Employer Central Provident Fund (CPF) contributions at applicable statutory rates for eligible employees, in compliance with the CPF Act
What We Offer
- Highly competitive base salary and uncapped commission structure — salary range disclosed above per FCF requirements
- Employer CPF contributions at statutory rates (for eligible Singapore Citizens and PRs)
- Comprehensive medical and dental benefits
- Annual leave in compliance with the Employment Act (Singapore) and additional company leave
- Professional development, regional travel opportunities, and career advancement
- Hybrid work arrangement from our Singapore office
- Regional APJ hub role — highest strategic visibility within Worksoft's global growth agenda
- Inclusive, diverse, and globally connected team culture
Success Metrics
- Achievement of annual quota and APJ revenue targets
- New partner recruitment and activation within territory
- Partner-led pipeline generation and conversion rates
- Account penetration and expansion rates within partner-managed accounts
- Forecast accuracy and deal progression velocity
- Partner satisfaction and certification/enablement completion rates
Worksoft is an equal opportunity employer committed to fair employment practices in compliance with the Tripartite Guidelines on Fair Employment Practices (TGFEP), the Employment Act (Singapore), and the Workplace Fairness Act (phasing in from 2027). We do not discriminate on the basis of age, race, gender, religion, marital status, family responsibilities, disability, or any other characteristic protected under Singapore law. All candidates will be assessed fairly and objectively on the basis of merit, skills, and qualifications. Worksoft supports the spirit of the Fair Consideration Framework and is committed to giving fair consideration to all applicants, including Singapore Citizens and PRs.
