DataRobot - Channel Alliances Manager - Japan

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About This Role

WASABIT is managing the talent acquisition process for DataRobot, a company that delivers AI technology to help organizations develop, build, and govern artificial intelligence at scale while mitigating business risk. The Japan business heavily relies on channel partners to drive customer transactions. The Channel Alliances Manager will oversee and scale the partner ecosystem in Japan, ensuring alignment with overarching go-to-market strategies and securing measurable outcomes in partner-sourced pipeline, new logo…

Job Description

Responsibilities

• Manage relationships with assigned strategic partners in Japan and act as the primary point of contact for senior executives and sales leaders.
• Create and implement joint business plans matching company go-to-market goals with partner capabilities and market opportunities.
• Communicate updates regarding product direction, positioning, and strategy changes to keep partners aligned.
• Facilitate partner enablement via structured training, product education, sales plays, and ongoing engagement.
• Negotiate with partner leadership to secure necessary technical, sales, marketing, and customer success resources.
• Generate partner-sourced pipeline and new opportunities through joint campaigns, events, workshops, and account planning.
• Collaborate with marketing teams to execute joint marketing strategies that build brand awareness and market presence.
• Progress deals through the sales cycle by assisting with customer discovery, solution positioning, and commercial alignment.
• Partner with sales teams to speed up partner-supported opportunities and boost win rates.
• Identify account growth strategies to increase product adoption within existing partner-led accounts.
• Work alongside Customer Success to improve retention, address risks, and support contract renewals.
• Produce customer success stories, reference materials, and use cases to help partners build market demand.
• Support events including partner sessions, user conferences, executive briefings, and strategic account activities.
• Monitor partner pipeline, metrics, and performance data to spot risks and evaluate goal progress.
• Conduct periodic business reviews with strategic partners to assess performance and establish accountability.
• Represent the voice of the partner internally by sharing market dynamics, feedback, and competitive insights with leadership.

Requirements

• Experience with channel, alliance, or partner-led go-to-market models in enterprise software, cloud, SaaS, AI, or complex technology industries.
• Proven ability to build relationships with senior stakeholders and partner executives.
• Commercial acumen linking partner strategy to revenue growth, pipeline creation, customer retention, and renewals.
• Experience in building and executing partner enablement programs, joint business plans, and go-to-market initiatives.
• Strong negotiation, influencing, and project management skills.
• Background in creating and managing partner-sourced pipelines across sales cycles.
• Understanding of demand generation, partner marketing, and campaign execution.
• Strong analytical capabilities utilizing pipeline, revenue, and performance data.
• Cross-functional collaboration skills working with sales, marketing, product, and professional services.
• At least 7 years of professional experience in channel sales, business development, alliances, partner management, or enterprise sales.
• Demonstrated track record of driving partner-sourced revenue and business growth in enterprise technology, SaaS, AI, or cloud environments.

Qualifications

• Native or business-level fluency in Japanese alongside strong English communication skills.
• Experience supporting customer expansion, retention, or renewal strategies alongside channel organizations.
• Experience working in the Japan enterprise technology market managing major Japanese systems integrators, distributors, resellers, or strategic alliance partners.
• Experience operating inside a global organization across multiple regions, functions, and time zones.
• Bachelor's degree or an equivalent combination of education and relevant professional experience.

Core Skills

Benefits

• Medical, Dental, and Vision Insurance
• Flexible Time Off Program
• Paid Holidays
• Paid Parental Leave
• Global Employee Assistance Program

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