Director, Channel & Partners

Responsibilities

• Own the in-market partner business from concept to completion, including market strategy, sequencing, and execution.
• Accelerate global partners in Japan and incubate them to productivity across technology and transformation partnerships.
• Recruit, onboard, and manage local partners where gaps exist.
• Build and run co-sell motions, establish forward-deployed engineering capacity, and drive executive access and value-amplification programs through to wins.
• Convert partner relationships into qualified pipeline and closed co-sell revenue.
• Build the market data picture and use it for decisions, prioritization, and forecasting.
• Establish repeatable operating processes, including reporting, tracking, tiering, onboarding, partner QBRs, and operating cadence.
• Serve as business partner to the in-market Regional Vice President by translating go-to-market priorities into partner motions and providing a data-backed business view.
• Resolve ambiguous issues involving routes to market, contracting, partner economics, co-sell mechanics, channel conflict, localization, forward-deployed engineering accreditation, and customer access.
• Work extensively in person with partner principals, delivery teams, and customers across Japan.

Requirements

• Fluency in Japanese and deep knowledge of the local technology and services partner ecosystem, especially systems integrators and global systems integrators.
• Professional working proficiency in English, including confident communication with headquarters and English-speaking stakeholders.
• Experience building and operating a business from the ground up.
• Experience building and scaling technology, consulting, or GSI partnerships, ideally in enterprise software, with accountability for revenue targets.
• Strong understanding of partner business plans, program mechanics, enablement, and co-sell economics.
• Data-driven decision-making skills and the ability to establish reporting and operating cadence independently.
• Ability to build durable relationships with partner principals and alliance leads.
• Sound judgment in negotiations and channel-conflict situations, with the ability to influence internal and external stakeholders.
• Credibility across diverse markets and decision-making styles, plus the ability to move quickly.