Manager, Channel & Partners

Location: Japan; in-market role with significant in-person work with partner principals, delivery teams, and customers

Company

Builds an AI-powered coding tool for professional programmers, combining research, design, and engineering to automate coding.

What you will do

• Own the partner business in Japan from greenfield strategy and sequencing through execution.
• Accelerate global technology and transformation partners into the Japanese market and recruit local partners where gaps exist.
• Build co-sell motions, establish forward deployed engineer capacity, and drive executive access and value-amplification programs.
• Convert partner relationships into qualified pipeline and closed co-sell revenue supporting the regional business.
• Establish market reporting, forecasting, partner tiering, onboarding flows, QBRs, and operating cadence.
• Act as the business partner to the in-market Regional Vice President and resolve ambiguous channel, contracting, localization, and partner-economics challenges.

Requirements

• Fluent Japanese and deep knowledge of the local technology and services partner ecosystem, especially SIs and GSIs.
• Professional working proficiency in English for communication with headquarters and English-speaking stakeholders.
• Experience building and scaling technology, consulting, or GSI partnerships, ideally in enterprise software, with accountability for commercial results.
• Strong knowledge of partner business plans, program mechanics, enablement, co-sell economics, and partner operations.
• Ability to build data-driven reporting and operating cadence, manage negotiations and channel conflict, and influence internal and external stakeholders.
• Builder-operator mindset with the ability to own an ambiguous business from startup through growth.

Culture & Benefits

• Work within a small, flat, high-talent-density organization.
• Collaborate with a global partnerships team that values in-person collaboration and fast, direct communication.
• Operate with a strong focus on truth-seeking, creative thinking, spirited debate, and rapid execution.

Hiring process

• Submit a resume, LinkedIn URL, GitHub profile, and a short note about a project you are proud of.
• Indicate whether visa sponsorship will be required to work in Japan.