Channel Account Manager

Responsibilities

Strategic Partner Management

• Develop and execute business plans with System Integrators and key resellers to drive mutual growth and revenue targets.
• Build and maintain executive-level relationships within Japanese partner organizations.
• Own the partner lifecycle from initial engagement through long-term strategic alignment, including business reviews and QBRs.
• Plan and deliver partner-facing training sessions, email campaigns, webinars, and joint events.
• Negotiate partnership agreements, including technical integration terms, resale agreements, and revenue-sharing models.

Business Development & Revenue Generation

• Build relationships with reseller and distributor partners to drive customer acquisition and upsell revenue.
• Collaborate with partners to identify, qualify, and close enterprise opportunities across manufacturing, financial services, retail, telecommunications, and life sciences.
• Drive joint sales activities, including customer workshops, seminars, proof-of-concepts, and strategic account planning.
• Track pipeline development, forecast revenue, and report partnership performance metrics.
• Manage channel conflict across direct sales, SI partners, and resellers.

Enablement & Solution Development

• Lead enablement programs, including technical training, certification development, and sales methodology alignment.
• Develop joint solutions and industry-specific offerings tailored to Japanese market requirements.
• Coordinate with global product and engineering teams so partner requirements and customer feedback influence the roadmap.
• Develop and maintain Japanese-language sales tools, technical documentation, and partner portals.
• Facilitate knowledge transfer between internal and Japanese partner technical teams.

Go-to-Market Leadership

• Design and execute joint marketing campaigns.
• Develop customer success stories and case studies for Japanese enterprise buyers.
• Localize global go-to-market strategies for the Japanese market.
• Represent the company at partner events, customer engagements, and industry conferences.
• Remove bottlenecks by collaborating with Marketing, Sales, Legal, and other internal teams.
• Foster cross-departmental alignment for successful partner execution and performance.

Requirements

• 7+ years of experience in channel management, strategic alliances, or business development within the Japanese technology market.
• Experience managing relationships with Japanese System Integrators, technology resellers, or similar partners.
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
• Native or business-level Japanese and English proficiency.
• Strong understanding of the Japanese IT landscape, including cloud adoption, digital transformation, and regulatory requirements.
• Experience navigating complex partner ecosystems and managing channel conflict.
• Experience with enterprise software, cloud services, or AI/ML technologies in the Japanese market.
• Exceptional relationship-building skills with executives.
• Strong analytical skills in business planning, forecasting, and performance measurement.
• Bachelor's degree or equivalent combination of education, training, and experience.

Compensation & Benefits

• Hybrid policy: Staff are currently expected to work from an office at least 25% of the time; some roles may require more office time.
• Visa sponsorship may be available, subject to role and candidate eligibility.