# Director, Channel & Partners

**Company:** [Cursor](https://hotfix.jobs/companies/cursor)
**Location:** Remote
**Role:** Partnerships
**Experience:** 8+ years
**Skills:** Partner Ecosystem, Systems Integrators, Global Systems Integrators, Enterprise Software, Co-Sell, Partner Enablement, Partner Business Plans, Channel Management, Revenue Forecasting, Data Analysis, Negotiation, Forward-Deployed Engineering
**Posted:** 2026-08-05

> Build and own Cursor’s partner ecosystem in Japan, from recruiting initial local partners through co-sell execution and revenue growth. The role requires fluent Japanese, strong English communication, enterprise software partnership experience, and hands-on ownership of strategy, operations, and partner-led pipeline.

## Job Description

## 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.

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