DataRobot - Channel Alliances Manager - Japan

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.

Purpose & Overall Relevance for the Organization:

The Channel Alliances Manager plays a critical role in the success of DataRobot’s Japan business, where the majority of customer transactions are driven through partners. This role is responsible for strengthening and scaling DataRobot’s partner ecosystem, ensuring partners are aligned to the company’s evolving go-to-market strategy, and driving measurable business outcomes across new logo acquisition, customer expansion, retention, and renewals.

As DataRobot’s go-to-market model continues to evolve, this individual will serve as a key strategic partner to our channel ecosystem—translating company strategy into clear partner priorities, enabling partners to effectively position and sell DataRobot solutions, and ensuring they have the knowledge, resources, and capabilities required to support customers throughout the lifecycle.

The successful candidate will combine strong commercial acumen, relationship management, partner enablement, and executional rigor. They will work closely with partner executives and managers, DataRobot Sales, Marketing, Customer Success, Professional Services, and other cross-functional stakeholders to build joint business plans, create pipeline, accelerate opportunities, and deepen long-term customer value.

Key Responsibilities:

● Own and manage strategic partner relationships across the Japan business, serving as

the primary point of contact for assigned partners and building trusted relationships with

senior executives, sales leaders, technical leaders, and other key stakeholders.

● Develop and execute joint business plans with partners that align DataRobot’s

go-to-market priorities with partner capabilities, customer needs, revenue objectives, and

market opportunities.

● Clearly communicate changes in DataRobot’s strategy, positioning, product direction,

and go-to-market model to partners, ensuring continued alignment as the business

evolves.

● Drive partner enablement through structured training, communications, sales plays,

product education, and ongoing engagement to ensure partners are equipped to

effectively position, sell, implement, and support DataRobot solutions.

● Partner with internal stakeholders to develop scalable enablement programs that

strengthen partner sales, technical, customer success, and delivery capabilities.

● Negotiate with partner leaders to secure the appropriate sales, technical, marketing, and

customer success resources required to grow the business and improve customer

retention.

● Drive the creation of partner-initiated opportunities and partner-sourced pipeline through

joint account planning, campaigns, events, workshops, training, and other

demand-generation activities.

● Partner with Marketing to develop and execute joint marketing plans designed to

increase brand awareness, generate opportunities, and strengthen DataRobot’s

presence within partner organizations and the broader Japan market.

● Identify and advance opportunities through the sales cycle, including customer

discovery, solution positioning, Points of View, partner engagement, commercial

alignment, and deal progression.

● Collaborate closely with Sales to accelerate partner-supported opportunities, improve

win rates, and ensure effective engagement across priority accounts.

● Support customer expansion by identifying opportunities to grow DataRobot adoption

within existing partner-led accounts and aligning partners around account growth

strategies.

● Work with Customer Success and partner teams to improve retention, strengthen

adoption, address customer risks, and support successful contract renewals.

● Develop and promote customer success stories, reference materials, and use cases that

demonstrate the value of DataRobot solutions and help partners create additional

market demand.

● Plan and support customer and partner programs, including user conferences, partner

events, executive briefings, enablement sessions, and strategic account activities.

● Maintain visibility into partner pipeline, opportunity progression, performance, and key

business metrics, using data to identify risks, opportunities, and areas requiring

intervention.

● Conduct regular business reviews with strategic partners to assess performance against

agreed objectives, identify gaps, and establish clear actions and accountability.

● Serve as the internal voice of the partner, providing insight into partner needs, market

dynamics, competitive activity, and customer feedback to DataRobot leadership and

cross-functional teams.

● Ensure strong communication and coordination across Sales, Marketing, Customer

Success, Professional Services, Product, and other functions to provide partners and

customers with a consistent experience.

● Continuously assess the effectiveness of the partner ecosystem and recommend

opportunities to improve partner coverage, capability, engagement, and overall business

impact.