Manager, Channel & Partners

MANAGER, CHANNEL & PARTNERS

SpaceXSI is building its partner ecosystem across APJ, and this is a build-from-the-ground-up role at the centre of it. As the in-market partner builder for your market, you own the partner business end to end. You set the strategy, stand it up, and run it, all at the same time. You work as the business partner to the in-market Regional Vice President, turning their go-to-market priorities into partner-led pipeline and co-sell wins.

RESPONSIBILITIES:

• Own the in-market partner business from concept to completion. Set the market partner strategy and sequencing from greenfield, then execute it personally

• Accelerate SpaceXSI's global partners into your market and incubate them to productivity, across Technology and Transformation partnerships; where gaps exist, recruit, onboard, and manage local partners from the ground up

• Build and run co-sell motions, stand up FDE (forward deployed engineer) capacity, and drive C-level access and value-amplification programs through to landed wins

• Turn partner relationships into qualified pipeline and closed co-sell revenue that feeds the in-market RVP number; build the data picture for your market and use it to drive decisions, priorities, and forecasting

• Own the operating system that keeps it repeatable: reporting, tracking, tiering, onboarding flows, partner QBRs, and cadence; act as business partner to the in-market RVP, translating their go-to-market priorities into partner motion and giving them a clear, data-backed view of the business

• Take ambiguous problems, from routes to market and contracting to partner economics, co-sell mechanics, channel conflict, localisation, FDE accreditation, and customer access, and drive them to a working outcome without the path laid out for you

BASIC QUALIFICATIONS:

• Fluent in Japanese

• Professional working proficiency in English

PREFERRED SKILLS AND EXPERIENCE:

• Deep understanding of the local technology and services partner ecosystem in Japan, especially SIs/GSIs

• Will engage consistently with HQ and present plans to English-speaking stakeholders; fluency in both Japanese and English is the highest-value combination for this role

• A builder-operator, a doer rather than a coordinator, energized by owning a business from greenfield and running it as it grows

• Built and scaled technology, consulting, and GSI partnerships, ideally in enterprise software, and carried a number against that work

• Fluent across partner business plans, program mechanics, enablement, and co-sell economics, and comfortable being accountable for the outcomes

• Make decisions from data and can stand up the reporting and operating cadence yourself

• Build durable relationships with partner principals and alliance leads, the kind of person partners choose to invest behind

• Navigate negotiation and channel conflict with judgment, and you identify and influence the right internal and external people quickly

• Operate credibly across diverse markets and decision-making styles, and you move fast