Partner Sales Manager

Role Overview

This role sits at the core of our commercial operations, responsible not only for developing and managing strategic partner ecosystems but also for co-creating the foundational processes that enable seamless service delivery. Beyond driving channel growth, you will work hand in hand with partners to establish scalable operational models for order management, fulfilment, and customer engagement—areas that are still being built within our organisation.

As a quota-carrying, growth-oriented role, you will blend relationship management, business development, and operational creativity, ensuring both direct clients and partners experience proactive, high-value engagement. You will be instrumental in shaping a partner ecosystem that goes beyond sales, fostering collaboration to design sustainable business structures that accelerate long-term growth in cybersecurity services.

Key Responsibilities

Build and evolve a scalable partner ecosystem, including recruiting, onboarding, tiering, and engagement strategies

Develop and manage strategic relationships with channel partners, resellers, and system integrators.

Design and lead structured partner programs (incentives, enablement, performance metrics)

Drive partner activation and revenue through joint go-to-market planning and co-selling

Collaborate with partners to develop and implement operational models for seamless service delivery to clients

Lead partner-driven campaigns to accelerate pipeline growth and account expansion

Work cross-functionally with internal teams (sales, marketing, services) to align partner efforts.

Maintain accurate forecasting and reporting within the CRM.

Ideal Candidate Profile

5+ years of experience in partner/channel sales, business development, or alliances

Proven experience in high-touch sales environments involving deal management

Strong understanding of partner ecosystem strategy and program management

Strong commercial instincts with a proven track record of consistently meeting or exceeding quotas

Experience in enabling and managing relationships with strategic partners, including service providers, resellers, or technology vendors

Familiarity with cybersecurity services and ecosystem

Excellent communication, negotiation, and stakeholder management skills

Outstanding documentation skills for program materials, enablement kits, and operational processes

Ability to operate autonomously and thrive in a fast-paced, cross-functional team

Bilingual proficiency (Japanese and English)

Nice-to-Have

Experience building or scaling a partner program or channel GTM strategy

Knowledge of Japan regional market dynamics and partner networks

Familiarity with CRM and partner management platforms

Success Metrics

Revenue growth generated through partners (direct and influenced)

Number of new partners recruited, onboarded, and activated

Partner activation rate and engagement depth

Growth in the co-sell pipeline and opportunity conversion rates

Partner engagement and satisfaction (via surveys or qualitative feedback)

Program adoption and effectiveness across strategic partners

Quality and consistency of partner-enabled service delivery