Channel Alliances Manager

This is a fully remote position, open to applicants in Japan.

📋 Description

• Take ownership of and manage strategic partner relationships within the Japan market.

• Create and implement collaborative business plans with partners.

• Convey DataRobot’s strategy, positioning, product direction, and go-to-market approach to partners.

• Facilitate partner enablement through training, communication, sales strategies, product education, and ongoing engagement.

• Design scalable enablement programs in collaboration with internal stakeholders.

• Secure resources for partner sales, technical support, marketing, and customer success.

• Foster partner-initiated opportunities and build a partner-sourced pipeline through account planning, campaigns, events, workshops, and training.

• Collaborate with Marketing to develop and implement joint marketing plans.

• Progress opportunities through the sales cycle, focusing on discovery, solution positioning, partner engagement, commercial alignment, and deal advancement.

• Work alongside Sales to accelerate partner-supported opportunities and enhance win rates.

• Assist in customer expansion, retention, adoption, risk management, and renewals.

• Create customer success stories, reference materials, and use cases.

• Organize and support customer and partner programs, conferences, events, briefings, and enablement sessions.

• Track partner pipeline, opportunity progression, performance, and business metrics.

• Conduct regular business reviews with strategic partners.

• Articulate partner needs, market dynamics, competitive activities, and customer feedback internally.

• Coordinate efforts across Sales, Marketing, Customer Success, Professional Services, Product, and other departments.

• Evaluate the effectiveness of the partner ecosystem and suggest enhancements.

⛳️ Requirements

• Over 7 years of experience in channel sales, alliances, partner management, business development, enterprise sales, or a similar commercial role.

• Proven experience managing strategic partners in technology, SaaS, AI, cloud, or enterprise software sectors.

• A solid history of generating partner-sourced pipeline, revenue, and business growth.

• Experience collaborating directly with partner executives and senior commercial leaders.

• Familiarity with developing and executing partner business plans, enablement programs, and joint marketing campaigns.

• Experience in supporting complex enterprise sales cycles, including opportunity development, solution positioning, commercial negotiation, and deal execution.

• Preferred background in the Japan enterprise technology market, including management of major Japanese systems integrators, resellers, distributors, or strategic alliance partners.

• Experience working within a global organization and collaborating across various functions, regions, and time zones is preferred.

• Native or business-level proficiency in Japanese along with strong English communication skills is preferred.

• A Bachelor’s degree or a combination of education and relevant professional experience is preferred.

• Strong comprehension of channel, alliance, and partner-led go-to-market strategies.

• Excellent commercial acumen, negotiation, influence, analytical, project management, and communication skills.

• Ability to work cross-functionally and manage competing priorities in a dynamic, matrixed environment.

🏝️ Benefits

• Medical, Dental & Vision Insurance

• Flexible Time Off Program

• Paid Holidays

• Paid Parental Leave

• Global Employee Assistance Program (EAP)

• Competitive pay