Senior Partner Account Manager

Box
Tokyo
Workplace: OnsiteFull timeFunction: Customer Success & Account ManagementExperience: 5+ yearsSkills: ["Ownership","Data-driven decision-making","Stakeholder management","Strategic planning","Problem structuring"]

Lead strategic partner business for 2–3 key primary partners in Japan, co-designing and executing annual and quarterly Partner Business Plans and GTM strategies tied to sales, pipeline, and KPIs. Run Business Reviews with partner leadership and internal stakeholders, analyze channel and margin dynamics, and improve deal registration and partner programs. Own pipeline visibility and improvement actions using Salesforce, while driving partner enablement and joint selling to create new opportunities and expand existing accounts.

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FursaFursa
Box
Box
3 days ago

Senior Partner Account Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 2 hours agoStatus: Live

Job Summary

Lead strategic partner business for 2–3 key primary partners in Japan, co-designing and executing annual and quarterly Partner Business Plans and GTM strategies tied to sales, pipeline, and KPIs. Run Business Reviews with partner leadership and internal stakeholders, analyze channel and margin dynamics, and improve deal registration and partner programs. Own pipeline visibility and improvement actions using Salesforce, while driving partner enablement and joint selling to create new opportunities and expand existing accounts.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Customer Success & Account Management

Key Responsibilities

  • •戦略的重要性の高い一次店2〜3社を担当し、売上・Pipeline・KPIから逆算した年間・四半期のPartner Business PlanおよびGTM戦略を共同策定・実行する
  • •パートナーの経営層や事業責任者等との定例会議・Business Reviewを設計・運営し、合意施策を実行につなげる
  • •Vendor、一次店、二次店、End Userの商流と利益構造を分析し、販売モデルや協業プロセス（Deal Registration、Margin、Partner Program等）を改善する
  • •SalesforceなどでPipelineや案件登録数、Win Rate、平均単価、Lead Time等を可視化し、課題特定と優先順位付け、改善アクションをオーナーシップを持って推進する
  • •パートナー経由の新規案件創出と既存顧客の継続・拡張に向け、Enablementやトレーニング、共同営業施策を企画・実行し成果を検証する

Key Requirements

  • •IT企業における5年以上のPartner SalesまたはChannel Sales経験
  • •一次店、Distributor、大手SIer、二次店のいずれかを担当した経験（直近で一次店またはDistributorを担当している方歓迎）
  • •Partner Planを自ら策定・実行し、パートナー経由の売上またはPipelineを成長させた実績
  • •二次店ビジネス、商流、Deal Registration、Margin、Partner Programに関する実務レベルの理解
  • •SalesforceなどのCRMを用いてPipelineやWin Rate等を管理し、データから改善アクションを導けること
Experience:5+ years
Skills:OwnershipData-driven decision-makingStakeholder managementStrategic planningProblem structuring
Languages:English
Tech Stack:SalesforceCRMSaaSCloudSecurityNetworkServer

Company Brief

Box
Provides cloud content management, file sharing, and collaboration services for businesses, enabling secure content storage, workflow automation, and integrations with enterprise apps to manage and share files across organizations.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Redwood City, United States
Founded: 2005
WebsiteLinkedIn