Director, Channel & Partners

Cursor
Tokyo
Workplace: RemoteFull timeFunction: Executive & General ManagementSkills: ["Builder-operator","Strategic thinking","Data-driven decision-making","Relationship building","Negotiation judgment"]

Own Cursor’s partner business in Japan end to end: set partner strategy from greenfield, recruit and onboard local partners, and build co-sell motions that generate qualified pipeline and landed revenue. Collaborate with APJ leadership and incubate global partners for technology and transformation initiatives. Build reporting and operating cadence, drive C-level access and enablement, and translate ambiguous challenges into measurable partner outcomes.

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2 days ago

Director, Channel & Partners

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Job Summary

Own Cursor’s partner business in Japan end to end: set partner strategy from greenfield, recruit and onboard local partners, and build co-sell motions that generate qualified pipeline and landed revenue. Collaborate with APJ leadership and incubate global partners for technology and transformation initiatives. Build reporting and operating cadence, drive C-level access and enablement, and translate ambiguous challenges into measurable partner outcomes.
Location: Tokyo
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Own the in-market partner business from concept to completion, including partner strategy and sequencing in Japan.
  • •Accelerate global partners into Japan and incubate them to productivity across technology and transformation partnerships.
  • •Recruit, onboard, and manage local partners where gaps exist.
  • •Build and run co-sell motions, stand up forward deployed engineer (FDE) capacity, and drive C-level access and value-amplification through landed wins.
  • •Create the operating system for repeatability (reporting, tracking, onboarding flows, partner QBRs, cadence) and serve as a business partner to the APJ RVP.

Key Requirements

  • •Fluency in Japanese and deep understanding of the local technology and services partner ecosystem, especially SIs/GSIs.
  • •Professional working proficiency in English for consistent communication with HQ and English-speaking stakeholders.
  • •Experience building and scaling technology, consulting, and GSI/partner programs in enterprise software, carrying outcomes against targets.
  • •Comfort with partner business plans, enablement, program mechanics, and co-sell economics with accountability for results.
  • •Ability to make decisions from data and stand up reporting and operating cadence independently.
Experience:Enterprise software
Skills:Builder-operatorStrategic thinkingData-driven decision-makingRelationship buildingNegotiation judgment
Languages:JapaneseEnglish

Company Brief

Cursor
Builds Cursor, an AI-powered development platform and code editor that helps developers write, review, and maintain code using large language models and developer-focused automation tools for enterprise engineering teams.
Industry: Developer Tools
Company Size: Large (251 to 1,000 employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series D
Headquarters: San Francisco, United States
Founded: 2022
Glassdoor
Glassdoor: 3.0
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