CursorPosted 3 weeks ago

Director, Channel & Partners

CursorPosted 3 weeks ago

On-siteTokyo, Tokyo, Japan

Tokyo, Tokyo, JapanOn-siteFull TimeSenior LevelStartup

Full TimeSenior LevelStartup

Job Summary

Own the in-market partner business from concept to completion by setting strategy, recruiting local partners, and building co-sell motions to drive qualified pipeline and closed revenue. Accelerate global partners into the Japan market, stand up FDE capacity, and act as the direct business partner to the Regional Vice President to translate go-to-market priorities into partner-led wins. Build the data picture for your market, establish reporting cadences, and navigate ambiguous problems ranging from contracting to channel conflict to drive working outcomes. Operate as a builder-operator fluent in Japanese and English, managing the partner ecosystem from greenfield to productivity while collaborating closely with the global team.

Required Qualifications

Fluency in Japanese
Deep understanding of the local technology and services partner ecosystem, especially SIs/GSIs
Professional working proficiency in English
Fluency in both Japanese and English
Experience building and scaling technology, consulting, GSI, ideally in enterprise software
Experience carrying a number against that work
Fluency across partner business plans, program mechanics, enablement, and co-sell economics
Ability to make decisions from data
Ability to stand up the reporting and operating cadence
Ability to build durable relationships with partner principals and alliance leads
Ability to navigate negotiation and channel conflict with judgment
Ability to identify and influence the right internal and external people quickly
Ability to operate credibly across diverse markets and decision-making styles
Ability to move fast
Ability to spend a significant share of time in person with partner principals, delivery teams, and customers
Ability to work closely with a small, high-talent-density global partnerships team
Ability to set the market partner strategy and sequencing from greenfield
Ability to execute personally on market partner strategy
Ability to recruit, onboard, and manage local partners from the ground up
Ability to build and run co-sell motions
Ability to stand up FDE (forward deployed engineer) capacity
Ability to drive C-level access and value-amplification programs
Ability to turn partner relationships into qualified pipeline and closed co-sell revenue
Ability to build the data picture for the market
Ability to drive decisions, priorities, and forecasting using data
Ability to own the operating system that keeps it repeatable: reporting, tracking, tiering, onboarding flows, partner QBRs, and cadence
Ability to act as business partner to the in-market RVP
Ability to translate go-to-market priorities into partner motion
Ability to give a clear, data-backed view of the business
Ability to take ambiguous problems and drive them to a working outcome without the path laid out

Desired Qualifications

Experience in a partner-first market
Experience in Japan
Experience with SIs/GSIs
Experience in enterprise software
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships Cursor already holds
Experience with co-sell mechanics
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with partner economics
Experience with channel conflict
Experience with routes to market
Experience with contracting
Experience with partner business plans
Experience with program mechanics
Experience with enablement
Experience with co-sell economics
Experience with accountability for outcomes
Experience with diverse markets
Experience with diverse decision-making styles
Experience with fast-paced environments
Experience with greenfield business building
Experience with running businesses as they grow
Experience with owning a business
Experience with scaling technology
Experience with scaling consulting
Experience with scaling GSI
Experience with enterprise software
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed
Experience with truth-seeking
Experience with passion
Experience with creativity
Experience with spirited debate
Experience with crazy ideas
Experience with shipping code
Experience with in-person collaboration
Experience with fast, direct communication
Experience with flat organizations
Experience with small teams
Experience with talent density
Experience with APJ markets
Experience with Japan markets
Experience with partner ecosystems
Experience with technology partnerships
Experience with transformation partnerships
Experience with relationships
Experience with co-sell motions
Experience with FDE capacity
Experience with C-level access
Experience with value-amplification programs
Experience with landed wins
Experience with partner relationships
Experience with qualified pipeline
Experience with closed co-sell revenue
Experience with in-market RVP numbers
Experience with data-driven decision making
Experience with reporting
Experience with tracking
Experience with tiering
Experience with onboarding flows
Experience with partner QBRs
Experience with cadence
Experience with business partner roles
Experience with go-to-market priorities
Experience with partner motion
Experience with data-backed views
Experience with ambiguous problems
Experience with routes to market
Experience with contracting
Experience with partner economics
Experience with co-sell mechanics
Experience with channel conflict
Experience with localisation
Experience with FDE accreditation
Experience with customer access
Experience with judgment
Experience with influence
Experience with diverse markets
Experience with diverse decision-making styles
Experience with speed

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