Channel Account Manager, SI & Reseller

Overview

Channel Account Manager for Japan responsible for building, managing, and scaling strategic partnerships with System Integrators (SIs) and resellers to accelerate adoption in the Japanese enterprise market.

What you'll do

• Design and execute comprehensive partner business plans to drive mutual growth and revenue targets.
• Own the partner lifecycle from initial engagement through long-term strategic alignment, including regular business reviews and QBRs.
• Plan and deliver partner-facing enablement activities (training, email campaigns, webinars, joint events).
• Negotiate and structure partnership agreements, including technical integration terms and revenue-sharing models.
• Drive new customer acquisition, upsells, and joint sales activities with resellers and SIs.
• Track pipeline development, forecast revenue, and report partnership performance metrics accurately.
• Lead enablement and go-to-market activities, including technical training and joint marketing campaigns.

What you'll need

• 7+ years of experience in channel management, strategic alliances, or business development within the Japanese technology market.
• Proven track record managing relationships with Japanese System Integrators and/or technology resellers.
• Native or business-level Japanese language skills.
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
• Strong understanding of the Japanese IT landscape (including cloud adoption, digital transformation, and regulatory requirements).
• Demonstrated ability to navigate complex partner ecosystems and manage channel conflict.

Details

• Work mode: hybrid policy expects staff in an office at least 25% of the time.
• Visa sponsorship: offered with limitations; not guaranteed for every role/candidate.
• Minimum education: Bachelor’s degree or equivalent combination of education, training, and/or experience.