About the Position

Senior Partner Account Manager

Location: Tokyo, Japan
Department: Sales

About the Role

Box is a leading cloud content management company headquartered in Redwood City, California, with offices in the United States, Europe, and Asia. Box Japan, established in 2013, is the Japanese subsidiary of Box.

In Japan, Box's business is entirely partner-driven. The strategy and execution of the Partner Sales Department directly impact the growth of Box Japan.

This role requires designing a sustainable and repeatable Go-to-Market strategy where value is returned to each Box User.

Responsibilities

Manage 2-3 primary accounts of strategic importance, co-developing and executing annual and quarterly Partner Business Plans and GTM strategies based on sales, pipeline, and KPIs.
Design and operate regular meetings and business reviews with partners' management, business leaders, key departments, sales and technical teams, and regional organizations to implement agreed-upon initiatives.
Analyze the supply chain and profit structure of vendors, primary and secondary stores, and end users to improve sales models and collaboration processes, including Deal Registration, Margin, and Partner Programs.
Utilize tools like Salesforce to visualize pipeline, deal registrations, win rates, average deal sizes, lead times, etc., and take ownership from issue identification, prioritization, and improvement actions.
Plan and execute enablement, training, seminars, and joint sales initiatives to generate new deals through partners and expand existing customer relationships, verifying results.
Collaborate with Direct Sales, Marketing, SE, Customer Success, Operations, and Executive teams to drive market expansion through assigned partners.
Continuously review existing operational methods and success patterns, proposing and establishing new initiatives and mechanisms that lead to partner behavioral change and repeatable growth.

Requirements

Experience: 5+ years in Partner Sales or Channel Sales in an IT company.
Achievements: Proven track record in developing and executing a Partner Plan and growing sales or pipeline through partners.
Knowledge: Practical understanding of secondary store business, supply chain, Deal Registration, Margin, and Partner Programs.
Skills: Ability to understand the Japanese IT partner ecosystem, engage with multiple levels of partners' management and business leaders, and drive behavioral change.
Tools: Proficiency in using CRM tools like Salesforce to manage pipeline, deal numbers, win rates, etc., and derive improvement actions from data.
Attributes: Ability to structure challenges, engage internal and external stakeholders, and drive plans from conception to execution, even in situations without clear answers or detailed instructions.
Preferred Experience: Experience in SaaS, Cloud, Security, Network, Server, or Infrastructure and Hardware Channel Sales.

Nice to Have

Proficiency in English for business communication.

We Offer

Ownership: As an owner, new hires receive equity, can join our stock plan, and benefit from fair, transparent, performance-based pay.
Time Off: Flexible time off, birthday holidays, VTO, and a sabbatical after seven years.
Growth: Opportunities to pitch ideas at our annual Hackathon, grow through learning programs, and advance with clear career paths.
Workplace: Embrace of hybrid work, blending in-person connection with remote flexibility.
Healthcare: Global, inclusive benefits including mental health, wellbeing, and family support.
Family Support: Comprehensive support system for working families, including paid parental leave and fertility benefits.
Wellness: Fresh Air Days to recharge and a monthly wellness subsidy for fitness.
Community: 11 employee-led resource groups, over 20 interest groups, global virtual events, programs, and paid volunteer time off.

About the Company

At Box, we champion innovation, success, growth, and diversity. We are building an inclusive workplace where every employee is encouraged to bring their unique talents and perspectives.

Equal Opportunity

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

For details on how we protect your information when you apply, please see our Personnel Privacy Notice.

Senior Partner Account Manager

Job description