Partner Alliances Manager SI

You will define and build partnerships with system integrators and consulting firms across Japan and global markets. You will recruit partners, negotiate agreements, establish joint account planning and partner enablement, and develop industry solutions. You will run partner business reviews, joint marketing activities, and share partner and customer insights with product and GTM teams in Japanese and English.

Responsibilities

• Define the SI partnership strategy and assign partner roles
• Recruit and sign SI and consulting partners and negotiate agreements with Legal
• Build partner-sourced and partner-influenced pipeline through joint account planning
• Define deal registration and rules of engagement to prevent channel conflict
• Own partner enablement and certification, including training, playbooks, reference architectures, and sandbox access
• Develop joint solutions and offerings for priority industries
• Run partner business reviews using pipeline, win rate, deployment, and customer-satisfaction scorecards
• Run joint marketing, events, and research publications with partners
• Feed partner and customer insights to product and GTM teams
• Collaborate with global teams and partners in Japanese and English

Requirements

• 6+ years of channel, alliances, or partnerships experience selling through system integrators or consulting firms in enterprise technology
• Ability to build relationships with senior leaders of Japanese and global SI and consulting firms
• Ability to write and present at executive level in Japanese and English
• Experience designing partner programs, including tiers, certification, rules of engagement, and incentives
• Technical understanding of enterprise AI deployment, security, data handling, and integration
• Ability to drive initiatives autonomously in a fast-paced startup environment
• Native or professional fluency in Japanese and English