Principal Partner Specialist
Leads strategic cloud, system integrator, and ISV partnerships across Japan to generate pipeline, accelerate enterprise deals, and expand partner capabilities. The role requires 12+ years of quota-carrying sales experience, fluency in Japanese and English, and a strong record of exceeding targets.
About the job
Responsibilities
- Develop and execute strategic Cloud (AWS, Microsoft Azure, Google Cloud) and system integrator (SI) partner strategies across Japan, including local and global SIs.
- Recruit, develop, and nurture effective partner relationships that create growth opportunities and mutual value.
- Prospect, identify, qualify, and develop sales pipelines through cloud partners, local and global SIs, and ISV partners.
- Partner with the Enterprise Sales team to close business and meet or exceed monthly, quarterly, and annual bookings objectives.
- Lead engagement with cloud and strategic SI partners to strengthen their sales, presales, and delivery capabilities, including capabilities and certifications.
- Collaborate with Marketing, Partner Programs, Partner Enablement, Customer Success, and Solutions Consulting to generate pipeline and progress deals.
- Participate in sales enablement training, including Sales Bootcamp, advanced sales training, and leadership and development programs.
Requirements
- 12+ years of quota-carrying experience generating pipeline and selling through cloud partners (CSPs), global or local SIs, and ISVs in a complex sales matrix.
- Business-fluent Japanese and English communication skills.
- Ability to articulate the business value of complex enterprise technology.
- Consistent record of achieving and exceeding sales targets.
- Experience building business champions and leading complex sales processes.
- Strong drive, competitive nature, and desire to succeed.
- Effective time and resource management, opportunity qualification, and prioritization skills.
- Demonstrated success creating and sustaining differentiated partner relationships.
- Strong strategic thinking that combines consulting and business strategy to create compelling partner initiatives.
- Ability to adapt to complexity and continuous change, with strong critical-thinking skills.
- Ability to learn quickly, establish credibility, and demonstrate high emotional intelligence and self-awareness.
Nice-to-haves
- Sales methodology training such as MEDDIC, SPIN, or Challenger Sales.
- Familiarity with databases, developer ecosystems, and open-source technology.
- Passion for developing deep knowledge of MongoDB products.
Work arrangement
- Hybrid work model for candidates based in the Tokyo area.
Skills
AWS, Microsoft Azure, GCP, Cloud Partner Strategy, System Integrators, Isv Partnerships, Enterprise Sales, Pipeline Generation, Sales Enablement, MEDDIC, Spin, Challenger Sales, Databases, Open-Source Technology, Japanese And English
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