Responsibilities
- Identify, evaluate, and onboard new prospects for our official distribution partner program
- Manage existing service partners to drive revenue for Figma while serving the needs of our Japanese customers
- Partner with Figma’s GT游戏副本 teams to source, scope, and progress partner-influenced sales opportunities
- Manage stakeholder relationships with both official and unofficial distribution partners - including identifying new co-marketing and co-selling opportunities
- Foster long-term relationships with partners by creating mutual success plans - including documenting wins and monitoring defined KPIs
- Evaluate opportunities to mature and streamline our relationships with resellers in context of Figma's existing sales model
- Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with the partner enablement team
- Develop and nurture internal relationships with sales, marketing, customer experience, and product teams; understand their needs, advocate for our partners, and find new areas of collaboration
Requirements
- 7+ years of total experience in equivalent or relevant fields
- 3+ years of experience in a GTM organization working with external professional services partners (SIs, agencies, consulting firms) and / or commercial partners (channel resellers, marketplaces, referral partners)
- Built partner tactics, programs, and / or strategies from scratch
- Managed relationships with multiple strategic partners at once to drive new business
- Native-level Japanese and full English fluency
Nice to Have
- Worked at a service organization or channel partner in a direct GTM role
- Spent time in the design and / or digital product development industry
- Experience selling to technical audiences
- Experience with UX/UI design principles and collaboration tools
- Proven experience using a sales methodology, ideally Command of the Message or MEDDICC
Work Arrangement
Remote (City/Region)
Additional Information
- Native-level Japanese and full English fluency required
- This is an opportunity to build new partner programs from scratch
- Role is based in Tokyo, Japan
- You will work with agencies, systems integrators, consultancies, and commercial partners (resellers)
- You will support local partners in Japan
