Position Overview: Business Unit Leader for the Asia Pacific (APAC) Region
We are seeking a high-impact, strategic Business Unit Leader for the Asia Pacific (APAC) Region. In this executive role, you will be the primary business owner for the territory, held fully accountable for regional revenue growth, profitability, and strategic direction.
As the APAC BU Leader, you will oversee a hybrid Go-to-Market model that is heavily weighted toward a sophisticated channel ecosystem while maintaining high-performing direct sales capabilities for strategic accounts. You are tasked with setting the vision for the region, driving commercial execution across diverse markets (ASEAN, Pacific, North Asia and India), and building a high-performing organization that operates as a focused mini-business within the global matrix.
Key Responsibilities
- P&L Ownership & Hybrid Economics: Own the full revenue and profitability targets for the APAC territory. Manage the financial balance between direct sales overhead and channel incentives to maximize regional margin and market share.
- Dual-Engine Go-to-Market Leadership: Drive strategy and execution across direct sales, marketing, and partners. Define the rules of engagement between direct and indirect motions to ensure synergy, minimize channel conflict, and maximize territory coverage.
- Channel Ecosystem Architecture: Lead the strategy for a robust, channel-led growth engine. Orchestrate relationships with Distributors, GSIs, and MSPs, ensuring our solutions are deeply embedded in their portfolios and large-scale digital transformation tenders.
- Enterprise Direct Sales Oversight: Provide strategic leadership for direct sales teams focusing on high-value, complex enterprise accounts. Ensure alignment between direct account planning and partner involvement to accelerate deal velocity.
- Product Strategy & Regional Localization: Partner with GTM Teams & Global Channel Programs to align the roadmap with APAC market needs. Ensure solutions are Partner-ready for the volume business while meeting the sophisticated requirements of direct enterprise customers.
- Cross-Functional Management: Lead and align regional resources (Sales, Channel, Marketing, and Pre-sales). Run a tight operating cadence-including QBRs and pipeline reviews-that tracks both direct-led and partner-originated performance.
- Operational Excellence: Establish KPIs and dashboards to track regional health. Use data to monitor sales cycles, partner deal registration, and the efficiency of the hybrid funnel from awareness through to renewal.
- Team Leadership & Development: Recruit and develop a diverse team capable of navigating a matrixed, hybrid environment. Build a culture of accountability focused on both direct execution and long-term channel health.
- Stakeholder Communication: Provide the executive board with insight-driven updates on APAC performance. Shape global resourcing decisions by articulating the unique requirements of the APAC hybrid sales model.
What Success Looks Like (12-18 Months)
- Financial Performance: APAC meets or exceeds revenue targets, with a healthy balance of direct enterprise wins and high-velocity channel growth.
- Repeatable GTM Model: A consistent, hybrid operating model is in place across sub-regions, showing improved win rates and clear rules of engagement between teams.
- Channel Maturity: A significant and growing percentage of regional revenue is partner-originated, with increased self-sufficiency among key Tier-1 partners.
- Market Leadership: The APAC business is viewed as a focused, accountable mini-business with the agility to win both direct-led tenders and partner-driven volume.
Ideal Candidate Profile
- Executive Experience: Senior GM or BU Leader with end-to-end P&L responsibility in B2B software proven success managing hybrid (Direct & Channel) sales organizations.
- APAC Territory Expertise: Extensive experience driving revenue across Asia Pacific, with deep knowledge of local business cultures, procurement cycles, and regional partner networks.
- Commercial Acumen: Strong ability to connect customer problems, product capabilities, and monetization levers across both direct and indirect routes to market.
- Matrix Leadership: Experienced at aligning regional needs with central global teams, influencing stakeholders to support the specific demands of the APAC market.
- Data-Driven Mindset: Highly proficient in using CRM data, pipeline analytics, and financial dashboards to forecast accurately and adjust regional strategy in real-time.
- 15+ years of leadership experience in enterprise software, observability, infrastructure monitoring, or database performance management markets.
- Proven track record of leading multi-country teams across APJ, including ASEAN, India, ANZ, and Japan.
- Demonstrated experience managing complex channel ecosystems, including distributors and global system integrators.
- Experience scaling subscription and SaaS business models in enterprise technology markets.
- Strong understanding of hybrid IT environments, observability platforms, and database monitoring solutions.
- Experience managing regional revenue responsibility exceeding USD $100M+ annually.
- Ability to work effectively with global product and engineering teams to influence roadmap and market strategy.
- Travel: Willingness to travel as required to partner and customer offices within the region.
- Scale & Culture: Demonstrated ability to build and scale multi-disciplinary teams, attracting top talent and fostering a culture of high performance and collaboration.
