Director, Alliance and Channel
On-site · Tokyo, Tokyo, Japan
Job Summary
Director, Alliance and Channel at WalkMe (SAP company) will lead and scale the Japanese partner ecosystem, drive a joint GTM with Global SI/Consulting/Advisory partners to generate net-new revenue, and influence existing opportunities. Responsibilities include building a multi-tier partner ecosystem aligned with Japan sales strategy, enabling partners, conducting joint annual and quarterly business planning with key partners, guiding cross-functional teams, providing sales enablement and pre-sales support, and acting as the senior liaison between WalkMe and partner networks. The role emphasizes revenue growth through partner collaboration, scenario-driven proposals to partners and end customers, and ongoing capacity building within the partner ecosystem. Requirements include 3+ years working with large global partners on joint GTM, proven partner ecosystem development and revenue generation, strong negotiation and contract experience, knowledge of leading SaaS platforms, teamwork, bilingual Japanese-English ability, and office presence three days per week.
Required Qualifications
- 3+ years of experience with large Global SI, Consulting or Advisory partners building and driving a joint GTM to mutual benefit
- Sales generation experience with a proven background of building Partner ecosystems from the early stages to generate net new streams of revenue
- You are a true Partnership builder and not a manager of Partnerships
- You must be able to draw scenarios and make proposals using our solutions to partners as well as end customers
- You are a business development professional motivated by identifying, generating and closing new sales through alternative routes to market
- Experience negotiating Partner contracts and agreements is important
- Knowledge in Salesforce, SuccessFactors, Ariba, Concur, ServiceNow and other market leading SaaS solutions is important
- Excellent at teamwork and cross group collaboration
- Fluency in Japanese and business level English
- Must be in the office 3 times a week
- Preferred Qualifications/歓迎要件
- Strong network with and experience working with Accenture, PwC, Deloitte, IBM, EY is a big advantage
- 5+ years of experience selling SaaS solutions at Global SIs a big advantage
- Experience managing complex Alliances and Partnerships from within large Consulting or Advisory organizations where you are managing alliances such as Deloitte, Accenture, IBM, PWC etc. are encouraged to apply
- Experience managing Japanese SI Alliance and Partnerships are encouraged to apply
- Accenture、PwC、Deloitte、IBM、EYとの強いネットワークおよび協業経験は大きなアドバンテージ
- グローバルSIにてSaaSソリューションを5年以上販売した経験は大きなアドバンテージ
- Deloitte、Accenture、IBM、PwCなどのアライアンスを大手コンサルティング・アドバイザリー組織内でアライアンスパートナーをマネージした経験のある方は応募を歓迎
- 日本のSIアライアンス・パートナーシップの管理経験がある方は応募を歓迎
Additional Requirements
- Japanese language native level, English business level
- Must be in the office 3 times a week
- Tokyo, JP location
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