Partnership Lead, APAC

Job Purpose

igloo is a global leader in smart access technology, creating innovative solutions that enable seamless and secure access for homes, businesses, and infrastructure. Headquartered in Singapore, we have expanded our footprint across the globe with partnerships with over 2,500 businesses, including Airbnb, Zillow, and Capitaland.

At Igloo, innovation is our DNA, and we’re building a world without keys. As the Partnerships Lead for APAC, you will play a pivotal role in spearheading Igloo’s growth across one of the world’s most dynamic regions. This is a high-impact role that requires strategic thinking, a results-oriented mindset, and the ability to build meaningful relationships with partners and customers.

We are looking for someone who embodies our spirit, hardworking, resilient, and resourceful. You should thrive in a fast-paced environment, be unafraid of challenges, and approach them with creativity and determination. Collaboration is key at Igloo, so being a team player with strong interpersonal skills is essential. If you’re passionate about innovation, customer-centric solutions, and driving change, you’ll find this role both exciting and rewarding.

Duties and Responsibilities

• Strategic Pipeline Ownership: Build and maintain a high-velocity sales pipeline by identifying and onboarding new B2B accounts, distributors, and system integrators across key APAC markets
  
• Revenue-Driven Partner Management: Transform passive partnerships into active revenue engines by setting clear KPIs and driving co-selling initiatives to meet regional sales targets
• Ecosystem Integration: Forge strategic alliances with property management, co-living, and hospitality tech providers to embed igloo’s solutions into their existing software ecosystems.
• Market-Specific GTM Execution: Co-design and launch localized go-to-market strategies that ensure cultural alignment and competitive positioning for partners in diverse APAC territories
• High-Value Enterprise Acquisition: Drive the identification and closure of strategic enterprise accounts, targeting a minimum deal value per quarter through partner-led introductions and direct ecosystem hunting.
• Channel Enablement & Training: Develop and deliver robust training programs and sales toolkits to empower partners, ensuring they can effectively pitch and support Igloo’s smart access portfolio.
• Cross-Functional Advocacy: Serve as the "Voice of the Partner" internally, collaborating with Product and Marketing teams to ensure the roadmap addresses specific APAC market gaps.
• Brand Representation: Act as a brand ambassador at industry conferences and networking events to recruit new partners and establish Igloo as the pioneer of smart access in APAC.

Requirements and Qualifications

• Minimum of 8 years of experience in business development, sales, or strategic partnerships, preferably in the technology, IoT, or smart access space.
• Demonstrated ability to identify, negotiate, and close high-value deals with enterprise clients and partners.
• Strong negotiation and sales skills, with a history of consistently meeting or exceeding revenue and growth targets.
• A proactive individual with a hustler mindset who thrives in fast-paced environments and takes initiative to deliver results.
• Resourceful and resilient, able to navigate challenges and adapt quickly to evolving market conditions.
• Ability to independently manage the entire deal lifecycle from prospecting to closing.
• Capable of developing and executing long-term business plans that align with company goals and market dynamics.
• Analytical mindset to evaluate market trends, identify opportunities, and create data-driven strategies.
• Ability to lead by example, inspire teams, and foster a culture of high performance and customer focus.

• Exceptional ability to communicate complex solutions in a clear, compelling manner to diverse stakeholders.
• Strong interpersonal skills to build and maintain trust with partners, clients, and team members.
• Deep understanding of APAC markets, including cultural nuances, regulatory environments, and business practices.
• Language proficiency in Mandarin, or other APAC languages is a plus.