Senior Partner Account Manager, Japan (Based in Tokyo)

Cloudflare • San Francisco, CA

14d • Onsite

About The Position

Cloudflare is seeking an experienced Senior Partner Account Manager to join the Japan Partner Sales team in Tokyo. This role is crucial for driving sales plays and go-to-market strategies with partners across Japan. The successful candidate will develop and execute strategies to increase adoption and revenue growth with partners, lead the development of joint business plans, manage partner-driven pipeline and co-sell opportunities, and ensure partners have the necessary resources and support to generate partner-sourced revenue. The role involves developing, managing, and optimizing key partner relationships, driving the full sales lifecycle, influencing partner go-to-market strategies, managing incentive programs, and collaborating with internal teams to meet revenue targets.

Requirements

• 8+ 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.
• A keen sense of ownership, drive, and ability to deliver in ambiguity.
• Experience working with senior-level executives within partner organizations to align on business objectives and drive results.
• Strong understanding of cloud infrastructure, SaaS, and security solutions.
• Expertise in partner programs, including tiered partner structures and managing partner incentives like MDF and SPIFF.
• Ability to manage complex, global partner relationships and influence partner strategies.
• Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders.
• Experience in leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across multiple departments.
• Ability to travel up depending on business needs.

Responsibilities

• Develop and execute strategies to achieve partner and sales organization goals, including go-to-market initiatives and sales plays.
• Collaborate with sales teams on joint partner territory planning and alignment to maximize partner-sourced revenue.
• Build and maintain strong business and technical relationships with strategic partners (resellers, GSIs, MSPs) and internal teams.
• Manage and drive partner pipeline, 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, helping to create and launch new bundles and offerings.
• Create and drive enablement plans, including advanced training and certifications for both sales and technical teams.
• Support partner market expansion in 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, to drive growth and success.
• Embed AI tools and workflows across the partner lifecycle and coach partners to evolve their joint planning, technical enablement, and customer engagement motions.

Benefits

• Project Galileo: Equipping journalism and civil society organizations with tools to defend against attacks.
• Athenian Project: Ensuring state and local governments have high-level protection and reliability for free access to election information and voter registration.
• 1.1.1.1: A faster, more secure, and privacy-centric public DNS resolver available to everyone.
• Equal employment opportunity for all people.
• Value in diversity and inclusiveness.
• Reasonable accommodations for qualified individuals with disabilities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed