Senior Partner Sales Manager, Japan
Docker, Inc
full-time
Posted on:
Location Type: Remote
Location: Japan
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Job Level
About the role
- Building a scalable partner motion in Japan that consistently delivers partner-sourced pipeline and ARR
- Acting as the face of the company to strategic partners in the region
- Creating tight alignment between resellers, distributors, ecosystems partners, direct sales, marketing, and technical teams
- Turning strategy into execution — and execution into revenue
- Design and execute the partner strategy for Japan, aligned with regional GTM priorities
- Recruit, onboard, and activate partners aligned to ICPs, industries, and use cases
- Focus on quality over quantity — fewer partners, higher productivity
- Identify whitespace opportunities and build partner coverage where direct sales cannot scale efficiently
- Own partner-sourced pipeline and Net New ARR as your primary success metric
- Enable partners to identify, qualify, and register opportunities independently
- Develop partners from “introduced” → “active” → “self-sufficient.”
- Co-sell strategically while coaching partners to close deals on their own
- Maintain accurate pipeline visibility and attribution in CRM
- Ensure partners are sales-ready through enablement, certifications, and clear value messaging
- Work closely with Partner Solution Engineers to drive technical readiness and confidence
- Bring energy, clarity, and enthusiasm to partner interactions — this role requires a strong presence and personality
- Create a belief with partners that working with us is worth their time and investment
- Work hand-in-hand with direct sales to create clean, aligned partner engagements
- Partner closely with Channel Marketing to execute regional campaigns and demand programs
- Provide structured feedback to product and leadership on market and partner insights
- Create a structure where it doesn’t exist yet
- Test, learn, and refine partner motions quickly
- Build repeatable plays that can later be scaled across Japan and APAC if applicable
- Take ownership — this role has autonomy and expects accountability
Requirements
- 7+ years in partner sales, alliances, or ecosystem roles in B2B SaaS or technology
- Proven experience building and scaling partner ecosystems, not just managing existing ones
- Strong commercial instincts and comfort owning a revenue number
- Excellent communication skills and high emotional intelligence
- Collaborative, positive, and resilient personality — able to influence without authority
- Experience operating across multiple Japan markets is a strong plus
Benefits
- Freedom & flexibility; fit your work around your life
- Designated quarterly Whaleness Days plus end of year Whaleness break
- Home office setup; we want you comfortable while you work
- 16 weeks of paid Parental leave
- Technology stipend equivalent to $100 net/month
- PTO plan that encourages you to take time to do the things you enjoy
- Training stipend for conferences, courses and classes
- Equity; we are a growing start-up and want all employees to have a share in the success of the company
- Docker Swag
- Medical benefits, retirement and holidays vary by country
- Remote-first culture, with offices in Seattle and Paris
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
partner salesecosystem developmentrevenue generationpipeline managementpartner enablementmarket insightsGTM strategyB2B SaaSsales readinessCRM
Soft Skills
communication skillsemotional intelligencecollaborationresilienceinfluence without authorityenergyclarityenthusiasmownershipaccountability