Head of Partnerships Japan

Skills

About the Role

You will build and lead Japan's partner organization, set its strategy and operating cadence, and develop strategic executive relationships. You will own partner pipeline, revenue, and attach-rate targets; negotiate partnership agreements; develop joint offerings; and align partners with sales, product, legal, marketing, and applied AI stakeholders.

Requirements

• Experience in enterprise technology with substantial leadership of partner, alliances, or channel businesses in Japan
• People leadership experience over partner or alliance teams
• Experience building a partner business in Japan for a US or global technology company
• Ownership of partner-sourced and partner-influenced revenue targets
• Executive relationships with major Japanese system integrators and consulting firms
• Experience negotiating resale, joint-solution, revenue-sharing, or incentive structures
• Business-level fluency in Japanese and English
• Based in Tokyo

Responsibilities

• Hire, develop, and retain the Japan partner team
• Set team goals, territories, partner portfolios, and operating cadence
• Define and execute the Japan partner strategy and coverage model
• Localize the partner program for Japan
• Own strategic executive partner relationships
• Negotiate resale, co-development, and revenue-sharing agreements
• Lead joint solutions and industry offerings with partners
• Own partner-sourced and partner-influenced pipeline, revenue, and attach-rate targets
• Run forecasting, deal registration, and pipeline reviews
• Deploy partner investments for highest return
• Resolve channel conflict and establish rules of engagement
• Represent the partner ecosystem at executive forums and industry events

Benefits

• Visa sponsorship
• Optional equity donation matching
• Generous vacation
• Parental leave
• Flexible working hours