Senior Partner Development Manager

Summary

Join dbt Labs as a Senior Partner Development Manager in Tokyo, Japan, to lead and expand strategic relationships with Systems Integrators (SIs), Consulting Firms, and Technology Partners. This high-impact role focuses on pipeline creation, deal collaboration, and revenue influence within the APJ region. You will develop and execute joint go-to-market strategies, establish strong field alignment between partners and dbt Labs’ Sales teams, and drive sales engagement with Data & AI Cloud partners. The position also involves identifying and recruiting new consulting partners, collaborating cross-functionally, and building partner account plans. You will track partner performance and contribute regional feedback to global strategy. This role requires significant experience in partnerships and managing SI or consulting partner relationships in Japan.

Requirements

• 12+ years of experience in partnerships, alliances, channel, or business development roles, ideally in SaaS, cloud, or enterprise software
• 5+ years directly managing or building SI or consulting partner relationships in Japan
• A strong track record of exceeding partner revenue or pipeline quotas
• Deep commercial acumen with a strategic lens on market dynamics, territory coverage, and partner investment
• Fluency in Japanese and strong business English communication skills
• Excellent cross-functional collaboration skills—able to work across Sales, Marketing, and Product teams to execute complex partner strategies
• A bias toward action and accountability in high-growth, ambiguous environments
• A collaborative spirit and commitment to inclusion, learning, and community contribution
• Bachelor's degree or equivalent experience
• Ability to travel up to 50% within Japan and occasionally overseas

Responsibilities

• Own and grow a portfolio of strategic SI, consulting, and Cloud platform partners in Japan, with a strong focus on pipeline creation, deal collaboration, and revenue influence
• Develop and execute joint go-to-market strategies, including co-selling motions and demand generation aligned with regional growth priorities
• Establish strong field alignment between partners and dbt Labs’ Sales teams, driving joint account planning, territory coverage, and execution support
• Drive sales engagement and enablement with Data & AI Cloud partners such as Snowflake, Databricks, AWS, and Google Cloud to expand reach and accelerate adoption
• Identify, recruit, and enable new consulting partners—while managing, developing, and expanding relationships with existing SIs and consulting firms—to strengthen our ecosystem footprint across Japan
• Collaborate cross-functionally with Marketing, Community, Sales, and Customer teams to ensure partners are fully integrated into the broader go-to-market and adoption strategy
• Develop best practices to engage with partners, escalate issues and set clear expectations with partners
• Build and maintain partner account plans that include quarterly and annual plans, co-marketing initiatives, services readiness, and enablement goals
• Track, measure, and report on partner performance, pipeline impact, and ROI using internal tools and systems
• Shape partner engagement practices, contribute regional feedback to global strategy, and support localization of assets for the Japanese market

Preferred Qualifications

• Existing relationships with top GSIs and RSIs in the Snowflake, AWS, or Databricks ecosystems
• Familiarity with data analytics tools, cloud infrastructure, and modern data stack technologies
• Background in fostering partner ecosystems, shaping channel strategy, and supporting partner ramp-up across Japan

Benefits

• Regional benefits offered by remote.com
• Unlimited vacation time with a culture that actively encourages time off
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for: Health & Wellness
• Home Office Setup
• Cell Phone & Internet
• Learning & Development
• Office Space