Manager Channel and Partners

You will establish and lead the local partner business from the ground up. You will develop market strategy, recruit and enable partners, create co-sell motions, build FDE capacity, and use market data to drive pipeline, revenue, forecasting, and repeatable partner operations.

Responsibilities

• Set and execute the market partner strategy from greenfield.
• Accelerate global technology and transformation partners into the market.
• Recruit, onboard, and manage local partners.
• Build co-sell motions and establish forward deployed engineer capacity.
• Drive qualified pipeline and closed co-sell revenue.
• Build reporting, tracking, tiering, onboarding flows, partner QBRs, and operating cadence.
• Translate go-to-market priorities into partner motions and data-backed business insights.
• Resolve routes-to-market, contracting, partner economics, channel conflict, localisation, accreditation, and customer-access issues.

Requirements

• Fluency in Japanese.
• Professional working proficiency in English.
• Deep understanding of the local technology and services partner ecosystem, especially SIs and GSIs.
• Experience building and scaling technology, consulting, or GSI partnerships, ideally in enterprise software.
• Experience carrying a revenue target for partnership work.
• Knowledge of partner business plans, program mechanics, enablement, and co-sell economics.
• Data-driven decision-making and ability to establish reporting and operating cadence.
• Ability to build relationships with partner principals and alliance leads.
• Negotiation and channel-conflict management skills.