About The Role

Develop and implement channel sales strategies to achieve sales targets, budget, goals and business objectives.
Build and maintain executive-level relationships with assigned partners
Identify, recruit, and onboard new channel partners.
Manage and nurture relationships with existing channel partners to maximize growth.
Provide training and support to channel partners to ensure they are equipped to sell our products/services effectively.
Monitor and analyze partner performance, providing feedback and support.
Collaborate with internal teams (e.g., marketing, product development) to ensure alignment and support for channel partners.
Prepare and present regular reports on channel sales performance and market trends.
Stay up-to-date with industry trends and competitive landscape to identify new opportunities for growth.
Conduct regular business reviews, including monthly, quarterly and yearly reviews, with channel partners to assess performance and identify areas for improvement.
Develop and manage channel marketing programs and initiatives to drive partner engagement and sales.
Resolve any conflicts or issues that arise with channel partners in a timely and effective manner.
Participate in industry events and trade shows to promote the company and its channel program.
Work closely with the finance team to manage channel partner incentives.
Develop and maintain a deep understanding of the company’s products/services and their competitive advantages.
Own the largest, global, and most strategic partners with multi-country responsibility and multi-million-dollar influence.
Define multi-year channel growth strategies and segmentation frameworks; guide partner economics and profitability models.
Lead executive engagements with partner C-suite and UL senior leadership; negotiate strategic agreements and frameworks.
Design and orchestrate major co-sell/co-deliver programs and solution plays across geographies and business lines.
Act as the primary partner-facing leader and, where appropriate based on partner strategy, business maturity, and organizational needs, support, coordinate, or lead partner-generated opportunities throughout the customer lifecycle. Influence PLM and Portfolio strategy based on partner/market signal; champion requirements into roadmaps.
Set investment hypotheses for rebates, incentives, and MDF at strategic-partner level; evaluate ROI and adjust levers.
Serve as the channel voice in global planning, forecasting, and geographic expansion; provide competitive market outlook.
Act as senior SME and culture carrier for channel best practices (no people management).
Bachelor’s degree required; Master’s (e.g., MBA) preferred.
10+ years channel/alliances experience with a strong record of scaling global or strategic partners.
Proven ability to define and execute multi-year strategies and influence executive stakeholders internally and externally.
Deep expertise in partner economics, incentive design (rebates/MDF), and market modeling.
Exceptional executive communication, negotiation, and strategic analysis skills.
Business-level proficiency in both Japanese and English is required.