Partner Sales Manager

Role Overview

• Your key measure will be to achieve WalkMe's software subscription targets by sourcing new sales opportunities (primary) and influencing existing ones (secondary).
• 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.
• 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.
• 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.
• 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 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.
• 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.
• 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

• パートナーエ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てきた実績のある営業経験が必須です。
• パートナーシップを「管理する」のではなく、真に「構築する」人材であることが求められます。
• WalkMeのソリューションを活用したシナリオを描き、パートナーおよびエンドカスタマーへの提案ができることが必要です。
• 既存の販売ルート以外の新たな市場開拓を通じて、新規案件の発掘・創出・クロージングに意欲を持つビジネス開発のプロフェッショナルであること。
• Salesforce、SuccessFactors、Ariba、Concur、ServiceNowをはじめとする主要なSaaSソリューションに関する知識を有していること。
• 生成AIに対する強い関心と十分な実務知識を持ち、日常業務においてAIツールを自然に活用できること。
• パートナーと共にAIの価値を顧客に訴求するための最善の方法を模索し、そのメッセージを市場に効果的に発信する支援ができること。
• AIを取り巻く最新動向を常にキャッチアップし、新たなトレンドをパートナーおよびエンドカスタマーに響く実践的なメッセージへと転換できること。
• チームワークおよびグループ横断的なコラボレーションに優れていること。
• 日本語ネイティブレベル、かつビジネスレベルの英語力を有すること。

Tech Stack

• ServiceNow

Benefits

• Hybrid workplace
• Work closely with an existing partner ecosystem