This role is responsible for expanding channel revenue and pipeline growth across the APAC region, with a primary focus on Japan. You will lead the recruitment, onboarding, and ongoing management of channel partners, including value-added resellers, distributors, systems integrators, and strategic software alliances.
Key Responsibilities
- Act as the primary point of contact between the organization and assigned channel partners
- Develop and sustain strong relationships with partner sales and channel teams to drive mutual growth
- Coordinate internal resources—such as technical support, marketing, and management—to support partner success
- Drive sales through partner networks by collaborating with their teams to engage end customers
- Meet or exceed revenue targets and performance goals for assigned accounts
- Manage potential conflicts between direct and channel sales through clear communication and alignment
- Ensure partners adhere to program requirements and contractual agreements
- Lead joint planning sessions to define shared objectives, revenue goals, and key milestones
- Collaborate on go-to-market strategies and service offerings to unlock new revenue streams
- Identify opportunities with technology vendors to expand into new market segments
- Maintain accurate opportunity tracking in Salesforce.com and support direct sales in closing partner-led deals
- Design and execute marketing initiatives and events to strengthen partner engagement and brand visibility
- Travel as needed to meet with partners and customers across Japan
Qualifications
Applicants should have at least five years of experience in channel sales with a demonstrated record of increasing revenue through indirect channels. Familiarity with partner incentive models and Partner Relationship Management (PRM) platforms is essential. Strong interpersonal abilities, a results-focused mindset, and alignment with core company values are required. Candidates must be comfortable working in a professional, fast-paced environment and willing to travel up to 50%. Fluency in English is preferred but not mandatory.
Work Environment
This position is based in Tokyo, Japan, and requires in-office presence. The company fosters a diverse, inclusive, and values-driven culture that emphasizes performance, collaboration, and professional growth. We are an equal opportunity employer committed to building a workplace where all employees feel valued and supported.
