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WalkMe Partner Sales Manager Japan, Tokyo 605205684
28.07.2024
Description
- Your key measure will be to achieve your WalkMe’s software subscription targets by sourcing new opportunities (primary) and influencing existing ones (secondary)
- You will own the Japanese Partner ecosystem and continue to build out highly focused Partner ecosystem closely aligned to support the Japanese sales strategy.
- You will work with the existing Partner ecosystem and continue to invest to identify and source new opportunities whilst also influencing existing transactions to help them expand and accelerate.
- You will continue to build existing onboarded Partnerships whilst also identifying and recruiting Partners across all levels of the ecosystem. This will include Boutique, Regional, System Integrators and Consulting firms ensuring you achieve your sales quota targets. You will also be responsible for training and nurturing such new partners so that they can build their business at the speed that WalkMe requires.
- You will be recognized through the long-term results as the growth engine of the business.
- You will utilize your strong leadership skills in order to create and drive revenue generating activities across the partner ecosystem.
- You will work with new Partners to help them understand the value of a WalkMe partnership by activating them on the WalkMe value proposition and our differentiation, help the Partners understand how they can monetize WalkMe whilst adding value to their customers and the digital adoption opportunity in market.
- Working with your cross functional teams, you will also guide Partners to build their WalkMe capacity, competency and capability ensuring they can projects aligned to WalkMe best practice.
- You will provide basic sales enablement to the partner across all the relevant disciplines and will leverage your pre-sales technical support as needed.
- You will develop and drive effective joint annual and quarterly business planning with your focus partners to ensure proper planning and execution of Sales, Marketing and Enablement including investment and expansion commitments, document partner’s commitments and investments, hold partners accountable, measure (and report) results and ROI regularly (i.e., quarterly updates and reviews).
- Proactively provide professional preparation and leadership in partner/WalkMe meetings and act as the senior conduit between the various WalkMe teams and the Partner ecosystem.
- You work well cross-functionally to achieve a common goal
Requirements
- Sales generation experience with a proven background of building Partner ecosystems from the early stages to generate net new streams of revenue is a must
- You are a true Partnership builder and not a manager of Partnerships
- You must be able to draw scenarios and make proposals using our solutions to partners as well as end customers.
- You are a business development professional motivated by identifying, generating and closing new sales through alternative routes to market.
- Experience negotiating Partner contracts and agreements is important
- Knowledge in Salesforce, SuccessFactors, Ariba, Concur, ServiceNow and other market leading SaaS solutions is important.
- Excellent at teamwork and cross group collaboration.
- Fluency in Japanese and business level English
Preferred Qualifications
- 3+ years of experience with large Global SI, Consulting or Advisory partners building and driving a joint GTM to mutual benefit
- Strong network with and experience working with Accenture, PwC, Deloitte, IBM, KPMG is a big advantage
- 3+ years of experience selling SaaS solutions at Global SIs a big advantage
- 3+ years’ experience working with large ISVs such as Microsoft, SAP, Oracle, Salesforce and other large ISVs is a plus
- Experience managing complex Alliances and Partnerships from within large Consulting or Advisory organizations where you are managing alliances such as Deloitte, Accenture, IBM, PWC etc. are encouraged to apply
- Experience managing Japanese SI Alliance and Partnerships are encouraged to apply
- If no experience in alliance/partner at vendor sides, Senior Manager or above level experience at management consulting is a must
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