Senior Director, Partner Sales - Japan (Based in Tokyo)
Cloudflare · Hybrid
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About the role
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Location: Tokyo
What you’ll do
As the Senior Director of Japan Partner Sales, you will be responsible for driving revenue growth through Cloudflare’s partner ecosystem in Japan. You will lead a team of Partner Account Managers, set the partner strategy, build joint go-to-market motions for all partner types, build and maintain strong relationships with partners, and run the Japan partner organization as an AI-first team.
Key Responsibilities
- Manage a team of Partner Account Managers, responsible for regional partner management, and revenue growth
- Responsible for managing Japan’s strategic partner ecosystem, including GSIs and Service Providers
- Partnership Development: Identify, evaluate, and onboard new strategic partners in Japan, with the technical capability and AI, Zero Trust, and SASE practice depth, to expand the company's reach and market penetration
- Sales Strategy: Develop and implement a comprehensive sales strategy for the Japanese market in collaboration with cross-functional teams, including marketing, product, IT, operations and finance
- Revenue Generation: Drive revenue growth through partner-led and co-sell motions, including joint sales calls, partner events, and marketing campaigns
- Relationship Management: Build and nurture strong relationships with key partners, including resellers, GSIs, MSPs, and distributors to maximize sales opportunities and customer satisfaction
- Sales Forecasting: Forecast sales projections and track performance metrics to assess the effectiveness of sales strategies and identify areas for improvement
- Market Analysis: Monitor market trends, competitor activities, and customer feedback to identify new business opportunities and make data-driven decisions
- Champion AI Ecosystem: Run the Japan partner organization as an AI-driven team. Embed AI tools and workflows across partner planning, qualification, enablement, joint account management, and execution.
- Raise the bar for how Cloudflare and our partners work together in an AI-first way. Coach partners to evolve their joint planning, technical enablement, and customer engagement motions alongside ours.
Qualifications
- 10+ years experience in sales, distribution and channel leadership positions
- Bachelor's degree in Business Administration, Sales, Marketing, or related field
- Proven track record of success in partner sales or channel management, preferably in the technology industry
- Successfully managed GSIs and understand the GSI and FSI business GTM
- Strong leadership skills with the ability to motivate and inspire cross-functional teams and partner organizations.
- Excellent communication, negotiation, and presentation skills.
- Strategic thinker with a results-oriented mindset and a focus on driving revenue growth.
- Fluent in Japanese and English (both written and verbal).
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
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