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Manager - Partner Sales Leader

Job Title: Manager - Partner Sales Leader
Contract Type: 正社員
Location: Tokyo
Salary: 10 - 18 Million Yen Annually
Start Date: ASAP
REF: 784142
Contact Name: Christian Morner
Contact Email:
Job Published: 8ヶ月 前

Job Description

Company description

Our client is the leading software platform for machine data that enables customers to gain real-time Operational Intelligence. Our client’s mission is to address the challenges and opportunities of managing massive streams of machine-generated big data. More than three quarters of the Fortune 100 and thousands of enterprises, universities, government agencies and service providers use our client’s software to harness the power of their machine data for application management, IT operations, security, web intelligence, customer and business analytics and more.


Job description

Are you passionate about helping field sales teams sell more through partners and channels? Do you want to help take our client to the next level and redefine the way they do business? If you answered yes to these questions, then our client might be the place for you! They are seeking an inventive, creative and driven, Channel Sales Leader to drive revenue growth and build strategic relationships with existing and new VARs and System Integrator's across Japan



  • Dynamic Partner Sales Leader to help continue to build and expand our Partner program throughout Japan.

  • Use your leadership, motivational and strategic business skills to help change the way businesses and organizations run their businesses.

  • Coordinating sales and services through the indirect sales channel of our Partners, resellers, distributors and representing the Company to the Channel across Japan.

  • Operationalizing new Route-to-market with OEM manufacturers as well as Managed Service Providers.

  • Versed in and understands the business modeling and dynamics of the existing partner eco-system as well as new RTMs, and effectively develops both short term execution plans and strategic growth/acceleration plan.


Required Skills

  • Responsible and accountable for achieving partner-sourced business targets, as well as “new logo/customer acquisition” through and with partners (all RTMs)

  • Participate in general sales strategy for Japan, and provide partnering inputs for the greatest alignment

  • Establish and implement process, criteria and controls for selection, management and performance of channel partners

  • Define specific partner business plans with individual channel Partner and identify new business opportunities

  • For each of client’s Managed Partners  - Devise partner business targets which is split by our client’s led and Partner-Sourced. Resolve partner sourced pipelines required to achieve Partner sourced targets, and assign MDF to drive pipelines.

  • Ability to secure investment from our client’s managed Partners.

  • Devise overall Distribution strategy in Japan that will scale our client’s business. Settle list of Distributor Managed Partners (DMPs), drive metrics and KPIs that will ensure success of our client/Disti business.

  • Actively enable and lead partners to sell a range of products and services independently

  • Participate in general product strategy

  • Promote the development of new sales opportunities with each partner

  • Work with our client’s sales executives to demonstrate external partners to deliver longer-term and solution sales

  • Participate in general marketing and promotions activities

  • Led a team of Partner Account Managers including hiring, career development, coaching, evaluation, and promotion decisions.

  • Develop alternative distribution channels and partners for existing and new business initiatives

  • Have full responsibility for ensuring that organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by Partners. Includes creating and monitoring KPI’s for each partner on a regular interval.

  • Play a pivotal role in maintaining and promoting acquisition service excellence; achieve this through continuous objective monitoring and appraisal of partner performance.

  • Be present at all business reviews and at ad hoc meetings.

  • Mature Japan partnering strategy and ensure integration with the larger of our client’s organization.

  • Lead continuous improvement and action plans with the partners and monitor ongoing SLA conformance.

  • Address wider business and strategic issues with the partners on a quarterly basis.

  • Ensure the decision-making process is adhered to prior to suggesting and implementing incremental partners and partnering activities, and regularly conduct reviews of contractual obligations with partners.

  • Ensure partners are fully aligned with all our client’s policies, procedures and ethical standards.

  • Manage budget effectively (fixed and variable partner costs).