Partner Account Manager, Japan (Based in Tokyo)
About The Position
Cloudflare is seeking a Partner Account Manager to join its Japan Partner Sales team in Tokyo. The role develops and executes partner strategies across Japan to increase adoption and revenue, including joint business plans, partner-driven pipeline, and co-sell opportunities. It manages strategic partner relationships and the full sales lifecycle, from opportunity registration through deal closure, while aligning senior partner stakeholders on shared growth objectives. The Partner Account Manager influences partner go-to-market strategies, oversees partner incentive programs, and collaborates with internal teams to meet revenue and strategic goals. The role also develops enablement plans, supports partner expansion into new verticals and geographies, and delivers regular business reviews. It incorporates AI tools and workflows across the partner lifecycle and coaches partners to evolve joint planning, technical enablement, and customer engagement.
Requirements
- 3–5 years of experience in partner management, SaaS, cloud infrastructure, or security sales and channel management.
- Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth.
- Ownership, drive, and ability to deliver in ambiguous situations.
- Experience working with senior-level executives within partner organizations to align business objectives and drive results.
- Strong understanding of cloud infrastructure, SaaS, and security solutions.
- Expertise in partner programs, including tiered partner structures and managing incentives such as MDF and SPIFF.
- Ability to manage complex, global partner relationships and influence partner strategies.
- Strong communication and presentation skills, including the ability to engage senior executives and internal stakeholders.
- Experience leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across departments.
- Ability to travel depending on business needs.
Responsibilities
- Develop and execute strategies, go-to-market initiatives, and sales plays to achieve partner and sales organization goals.
- Collaborate with sales teams on joint partner territory planning and alignment to maximize partner-sourced revenue.
- Build and maintain business and technical relationships with strategic partners, including resellers, GSIs, and MSPs, as well as internal teams.
- Manage partner pipelines, co-sell opportunities, and new customer engagements to generate Cloudflare-driven revenue and market adoption.
- Advise sales teams and customers on the value of partner engagement and help create and launch new bundles and offerings.
- Create and drive enablement plans, including advanced training and certifications for sales and technical teams.
- Support partner market expansion into new verticals and geographies.
- Prepare and deliver regular business reviews to leadership, presenting metrics, progress, and overall business health.
- Manage partner programs, including MDF, SPIFF, and other incentive programs.
- Embed AI tools and workflows across the partner lifecycle and promote AI-first collaboration with partners.
- Coach partners on joint planning, technical enablement, and customer engagement motions.
- Manage partner relationships and the sales lifecycle from opportunity registration through deal closure.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
