Enterprise Account Director
A global database software company is establishing its Japan entity and is hiring a Senior / Principal Partner Specialist to lead Cloud and systems integrator partner strategy across the Japan market. The role develops partnerships that generate new revenue, works alongside the enterprise sales team to close business, and builds partner sales, pre-sales and delivery capability.
About the company
A global database software company is establishing its Japan entity and building its local go-to-market organisation. The Japan team will work closely with leading local and global partners and with the enterprise sales organisation.
The role
The Senior / Principal Partner Specialist will lead Cloud and systems integrator (SI) partner strategy across the Japan market. The focus is on developing partnerships that generate new revenue, accelerating deals with the sales team, building partner capability and strengthening the company's presence in Japan. The role is based in Tokyo with a hybrid working model.
Responsibilities
- Develop and execute strategy for hyperscaler Cloud partners and for local and global SIs, including global consulting and IT services firms
- Recruit and develop partner relationships that create mutual growth
- Build and qualify pipeline proactively through Cloud, SI and ISV partners
- Work with the Enterprise Sales team to close business and meet monthly, quarterly and annual bookings targets
- Lead engagement with Cloud and strategic SI partners to build their sales, pre-sales and delivery capability
- Work cross-functionally with Marketing, Partner Programs, Partner Enablement, Customer Success and Solutions Consulting to drive pipeline and deal progression
- Take part in sales enablement and leadership development programmes
What you bring
- 12+ years of quota-carrying experience generating and closing pipeline through Cloud partners, global and local SIs and ISVs in a matrixed sales model
- Fluent Japanese and English
- The ability to articulate the business value of complex enterprise technology
- A track record of meeting and exceeding sales targets
- Experience building business champions and running complex sales processes
- Strong strategic thinking, combining consulting and business strategy to build compelling partner initiatives
- The ability to adapt to complexity and continuous change, with strong critical thinking
- High emotional intelligence, self-awareness and the ability to establish credibility quickly
Advantageous:
- Sales methodology training such as MEDDIC, SPIN or Challenger Sales
- Familiarity with databases, developer ecosystems or open source technology
Interested in this role?
Client names are shared once we have spoken. Send your resume and we will be in touch.