Head of Channel and Alliances

About the company

A global low-code application development software company with an established presence in Japan. Its platform is used by large enterprises to build and run applications at scale as part of digital transformation programmes, and its growth in the market is driven by a partner-led go-to-market model.

The role

The Head of Channel and Alliances will be the primary architect of the partner ecosystem in Japan. This is a senior player-coach position that combines strategic ownership with hands-on execution. You will build and scale relationships with Japan's most strategic systems integrators, global systems integrators and hyperscalers, with the aim of delivering large-scale, delivery-led digital transformation programmes.

Responsibilities

• Own the partner go-to-market strategy for Japan, including recruitment, onboarding, enablement and scale
• Lead and mentor a local alliances team while personally owning the most strategic partner relationships
• Shift partners from transactional resale to transformational, delivery-led models
• Drive joint demand generation, pipeline governance and executive engagement cadence
• Align the sales and partner teams through one-team account planning
• Own partner performance, quarterly business reviews and the revenue impact of the ecosystem

What you bring

• 12 or more years managing value-added reseller, systems integrator, global systems integrator and application development partner ecosystems
• A proven record of building partner-led go-to-market for enterprise SaaS platforms
• An established executive network across Japanese systems integrators, global systems integrators and hyperscalers
• Experience scaling partners that deliver large transformation programmes
• Fluent Japanese and English, with executive-level communication skills