Manager Channel and Partners

Skills

About the Role

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.

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.

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.