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WA
Walkme

Partner Sales Manager

Location
Tokyo
Work mode
hybrid
Type
full-time
Department
Sales, Sales Int
Last seen
20m ago
Industry leader? Well, how about an industry creator?!
At WalkMe, now an SAP company, we’re not just the leader in digital adoption, we started the digital adoption revolution - enabling organizations to pinpoint and resolve digital friction, regain control of their tech stack, and be better equipped to manage future change. With over 1,600 clients, including 55 Fortune 100 companies and 6 Fortune 10 companies working with us daily, we’re transforming how enterprises interact with their technology.
So, if you’re an expert in your field, and looking for an opportunity to work, collaborate, and innovate with some of the most talented people out there, WalkMe is the place for you!
WalkMeはデゞタルアダプションプラットフォヌムDAPのパむオニアずしお、今日の耇雑なデゞタル環境の䞭でテクノロゞヌの真の䟡倀を匕き出すこずを目指すビゞネスリヌダヌを支揎しおいたす。WalkMeのガむダンス、゚ンゲヌゞメント、むンサむト、自動化、そしおAI機胜を通じお、埓業員の生産性向䞊、経営局によるデゞタル掻甚状況の可芖化、そしお組織党䜓でのデゞタル資産の最倧掻甚を実珟し、デゞタルトランスフォヌメヌションを力匷く掚進したす。
急速な事業拡倧を続ける䞭、WalkMeでは日本における新芏・既存パヌトナヌの拡倧ず支揎を担う、経隓豊富なパヌトナヌセヌルスマネヌゞャヌを募集しおいたす。本ポゞションは東京オフィスを拠点ずするアラむアンスディレクタヌに盎属しながら、グロヌバルアラむアンスチヌムおよびロヌカルのGTMチヌムず密に連携しお業務を進めおいただきたす。
WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today’s overwhelming digital world. Through WalkMe’s guidance, engagement, insights, automation and AI features, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.
As the company continues to rapidly expand, we are seeking an experienced Partner Sales Manager, to grow and enable WalkMe’s partners in Japan. You will report to Alliance Director based in our Tokyo office whilst working very closely with the global Alliance team as well as the local GTM teams.
仕事内容
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新芏案件の発掘䞀次および既存案件ぞの圱響二次を通じお、WalkMeの゜フトりェアサブスクリプション目暙を達成するこずが䞻芁な評䟡指暙ずなりたす。
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日本のパヌトナヌ゚コシステム党䜓を管蜄し、日本の営業戊略に密接に連動した、高床に集玄されたパヌトナヌ゚コシステムを構築・拡充しおいただきたす。
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既存のパヌトナヌ゚コシステムず連携しながら、新芏案件の発掘・創出ぞの継続的な投資を行うずずもに、既存の取匕にも働きかけ、その拡倧ず加速を支揎したす。
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䞻な掻動の軞ずなるのは、WalkMeの取り扱いにただ察応できおいない既存のSAPパヌトナヌ日本囜内に500瀟超の掻性化ずむネヌブルメントです。プリセヌルスの提案掻動からポストセヌルスのデリバリヌたで、゚ンゲヌゞメントの党フェヌズにわたっおパヌトナヌの準備態勢を敎え、WalkMeの収益化ず顧客ぞの付加䟡倀提䟛を支揎したす。この䜓系的なむネヌブルメントアプロヌチが、日本における匷固でスケヌラブルなパヌトナヌ゚コシステムの瀎ずなりたす。
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ビゞネスの成長゚ンゞンずしお、長期的な実瞟を通じお評䟡されるポゞションです。
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優れたリヌダヌシップを発揮し、パヌトナヌ゚コシステム党䜓にわたる収益創出掻動を䞻導したす。
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既存のSAPパヌトナヌがWalkMeパヌトナヌシップの䟡倀を深く理解できるよう支揎し、WalkMeの䟡倀提案や差別化ポむントを浞透させるずずもに、垂堎におけるデゞタルアドプションの機䌚に぀いおの認識を高めおいただきたす。
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クロスファンクショナルチヌムず連携し、WalkMeのベストプラクティスに沿ったプロゞェクトを遂行できるよう、パヌトナヌのキャパシティ・コンピテンシヌ・ケむパビリティの構築を支揎したす。
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関連するすべおの分野においおパヌトナヌぞの基本的なセヌルスむネヌブルメントを提䟛し、必芁に応じおプリセヌルス技術サポヌトも掻甚したす。
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重点パヌトナヌずの効果的な幎次・四半期ゞョむントビゞネスプランニングを策定・掚進し、営業・マヌケティング・むネヌブルメントの適切な蚈画ず実行を確保したす。投資・拡倧ぞのコミットメントの文曞化、パヌトナヌぞの責任付䞎、成果ずROIの定期的な枬定・報告四半期ごずのアップデヌトやレビュヌなども担いたす。
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パヌトナヌずWalkMeの各䌚議においお、プロフェッショナルな準備ずリヌダヌシップを積極的に発揮し、WalkMeの各チヌムずパヌトナヌ゚コシステムを぀なぐ䞊䜍窓口ずしお機胜したす。
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共通の目暙達成に向けお、クロスファンクショナルに円滑に連携できる方を求めたす。
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Your key measure will be to achieve WalkMe’s software subscription targets by sourcing new sales opportunities (primary) and influencing existing ones (secondary).
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You will own the Japanese Partner ecosystem and continue to build out a highly focused Partner ecosystem closely aligned to support the Japanese sales strategy.
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You will work with the existing Partner ecosystem and continue to invest to identify and source new sales opportunities whilst also influencing existing transactions to help them expand and accelerate.
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Your primary focus is on activating and enabling existing SAP partners in Japan — a network of over 500 partners — who are not yet ready to handle WalkMe. You will prioritize building their readiness across the full engagement lifecycle, equipping them for pre-sales proposal activities and post-sales delivery, while helping them understand how to monetize WalkMe and add value to their customers. This structured enablement approach will form the foundation of a strong, scalable partner ecosystem in Japan.
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You will be recognized through the long-term results as the growth engine of the business.
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You will utilize your strong leadership skills in order to create and drive revenue generating activities across the partner ecosystem.
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You will work with these existing SAP partners to help them deeply understand the value of a WalkMe partnership, activating them on the WalkMe value proposition and our differentiation, and helping them recognize the digital adoption opportunity in market.
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Working with your cross functional teams, you will also guide Partners to build their WalkMe capacity, competency and capability ensuring they can deliver projects aligned to WalkMe best practice.
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You will provide basic sales enablement to the partner across all the relevant disciplines and will leverage your pre-sales technical support as needed.
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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).
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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.
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You work well cross-functionally to achieve a common goal.
必須条件
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パヌトナヌ゚コシステムを初期段階から構築し、新たな収益源を生み出しおきた実瞟のある営業経隓が必須です。
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パヌトナヌシップを「管理する」のではなく、真に「構築する」人材であるこずが求められたす。
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WalkMeの゜リュヌションを掻甚したシナリオを描き、パヌトナヌおよび゚ンドカスタマヌぞの提案ができるこずが必芁です。
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既存の販売ルヌト以倖の新たな垂堎開拓を通じお、新芏案件の発掘・創出・クロヌゞングに意欲を持぀ビゞネス開発のプロフェッショナルであるこず。
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Salesforce、SuccessFactors、Ariba、Concur、ServiceNowをはじめずする䞻芁なSaaS゜リュヌションに関する知識を有しおいるこず。
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生成AIに察する匷い関心ず十分な実務知識を持ち、日垞業務においおAIツヌルを自然に掻甚できるこず。
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パヌトナヌず共にAIの䟡倀を顧客に蚎求するための最善の方法を暡玢し、そのメッセヌゞを垂堎に効果的に発信する支揎ができるこず。
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AIを取り巻く最新動向を垞にキャッチアップし、新たなトレンドをパヌトナヌおよび゚ンドカスタマヌに響く実践的なメッセヌゞぞず転換できるこず。
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チヌムワヌクおよびグルヌプ暪断的なコラボレヌションに優れおいるこず。
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日本語ネむティブレベル、か぀ビゞネスレベルの英語力を有するこず。
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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.
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You are a true Partnership builder and not a manager of Partnerships.
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You must be able to draw scenarios and make proposals using our solutions to partners as well as end customers.
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You are a business development professional motivated by identifying, generating and closing new sales through alternative routes to market.
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Knowledge in Salesforce, SuccessFactors, Ariba, Concur, ServiceNow and other market leading SaaS solutions is important.
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You have a strong and genuine interest in generative AI, with sufficient hands-on knowledge to incorporate AI tools naturally into your day-to-day work.
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You are able to work alongside partners to explore the best ways to articulate the value of AI to customers, and can help amplify that message out to the market effectively.
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You stay current with the evolving AI landscape and can translate emerging trends into practical, compelling narratives that resonate with both partners and end customers.
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Excellent at teamwork and cross group collaboration.
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Fluency in Japanese and business level English.
優遇条件
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グロヌバル倧手SI、コンサルティングファヌム、たたはアドバむザリヌファヌムずの連携においお、盞互利益を生むゞョむントGTMの構築・掚進に3幎以䞊携わった経隓。
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Accenture、PwC、Deloitte、IBM、KPMGずの匷固なネットワヌクおよび協業経隓は倧きなアドバンテヌゞずなりたす。
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グロヌバルSIにおけるSaaS゜リュヌションの販売経隓が3幎以䞊ある方は優遇したす。
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Deloitte、Accenture、IBM、PwCなどの倧手コンサルティング・アドバむザリヌ組織内でアラむアンス管理を担った経隓をお持ちの方も歓迎したす。
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日本囜内のSIずのアラむアンス・パヌトナヌシップ管理経隓をお持ちの方も歓迎したす。
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ベンダヌ偎でのアラむアンス・パヌトナヌ経隓をお持ちでない堎合は、マネゞメントコンサルティングにおけるシニアマネヌゞャヌ以䞊の経隓が必須ずなりたす。
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3+ years of experience with large Global SI, Consulting or Advisory partners building and driving a joint GTM to mutual benefit
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Strong network with and experience working with Accenture, PwC, Deloitte, IBM, KPMG is a big advantage
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3+ years of experience selling SaaS solutions at Global SIs a big advantage
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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
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Experience managing Japanese SI Alliance and Partnerships are encouraged to apply
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If no experience in alliance/partner at vendor sides, Senior Manager or above level experience at management consulting is a must
At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success.
WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre-employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.
TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.
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