Job Description:
DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.
Purpose & Overall Relevance for the Organisation:
The Channel Alliances Manager plays a critical role in the success of DataRobot’s Japan business, where the majority of customer transactions are driven through partners. This role is responsible for strengthening and scaling DataRobot’s partner ecosystem, ensuring partners are aligned to the company’s evolving go-to-market strategy, and driving measurable business outcomes across new logo acquisition, customer expansion, retention, and renewals.
As DataRobot’s go-to-market model continues to evolve, this individual will serve as a key strategic partner to our channel ecosystem—translating company strategy into clear partner priorities, enabling partners to effectively position and sell DataRobot solutions, and ensuring they have the knowledge, resources, and capabilities required to support customers throughout the lifecycle.
The successful candidate will combine strong commercial acumen, relationship management, partner enablement, and executional rigor. They will work closely with partner executives and managers, DataRobot Sales, Marketing, Customer Success, Professional Services, and other cross-functional stakeholders to build joint business plans, create pipeline, accelerate opportunities, and deepen long-term customer value.
Key Responsibilities:
- Own and manage strategic partner relationships across the Japan business, serving as the primary point of contact for assigned partners and building trusted relationships with senior executives, sales leaders, technical leaders, and other key stakeholders.
- Develop and execute joint business plans with partners that align DataRobot’s go-to-market priorities with partner capabilities, customer needs, revenue objectives, and market opportunities.
- Clearly communicate changes in DataRobot’s strategy, positioning, product direction, and go-to-market model to partners, ensuring continued alignment as the business evolves.
- Drive partner enablement through structured training, communications, sales plays, product education, and ongoing engagement to ensure partners are equipped to effectively position, sell, implement, and support DataRobot solutions.
- Partner with internal stakeholders to develop scalable enablement programs that strengthen partner sales, technical, customer success, and delivery capabilities.
- Negotiate with partner leaders to secure the appropriate sales, technical, marketing, and customer success resources required to grow the business and improve customer retention.
- Drive the creation of partner-initiated opportunities and partner-sourced pipeline through joint account planning, campaigns, events, workshops, training, and other demand-generation activities.
- Partner with Marketing to develop and execute joint marketing plans designed to increase brand awareness, generate opportunities, and strengthen DataRobot’s presence within partner organizations and the broader Japan market.
- Identify and advance opportunities through the sales cycle, including customer discovery, solution positioning, Points of View, partner engagement, commercial alignment, and deal progression.
- Collaborate closely with Sales to accelerate partner-supported opportunities, improve win rates, and ensure effective engagement across priority accounts.
- Support customer expansion by identifying opportunities to grow DataRobot adoption within existing partner-led accounts and aligning partners around account growth strategies.
- Work with Customer Success and partner teams to improve retention, strengthen adoption, address customer risks, and support successful contract renewals.
- Develop and promote customer success stories, reference materials, and use cases that demonstrate the value of DataRobot solutions and help partners create additional market demand.
- Plan and support customer and partner programs, including user conferences, partner events, executive briefings, enablement sessions, and strategic account activities.
- Maintain visibility into partner pipeline, opportunity progression, performance, and key business metrics, using data to identify risks, opportunities, and areas requiring intervention.
- Conduct regular business reviews with strategic partners to assess performance against agreed objectives, identify gaps, and establish clear actions and accountability.
- Serve as the internal voice of the partner, providing insight into partner needs, market dynamics, competitive activity, and customer feedback to DataRobot leadership and cross-functional teams.
- Ensure strong communication and coordination across Sales, Marketing, Customer Success, Professional Services, Product, and other functions to provide partners and customers with a consistent experience.
- Continuously assess the effectiveness of the partner ecosystem and recommend opportunities to improve partner coverage, capability, engagement, and overall business impact.
Knowledge, Skills and Abilities:
- Strong understanding of channel, alliance, and partner-led go-to-market models, preferably within enterprise software, SaaS, AI, cloud, or other complex technology environments.
- Demonstrated ability to build and maintain trusted relationships with partner executives, sales leaders, and other senior stakeholders.
- Strong commercial acumen with the ability to connect partner strategy to pipeline creation, revenue growth, customer expansion, retention, and renewals.
- Experience developing and executing joint business plans, account plans, partner enablement programs, and go-to-market initiatives.
- Strong negotiation and influencing skills, including the ability to secure partner resources and drive action without direct authority.
- Ability to translate complex company, product, and go-to-market strategies into clear and actionable messages for partners.
- Demonstrated experience creating and managing partner-sourced pipeline and supporting opportunities throughout the sales cycle.
- Strong understanding of demand generation, partner marketing, events, campaigns, and other activities used to generate qualified opportunities.
- Strong project and program management capabilities with the ability to manage multiple partners, initiatives, stakeholders, and priorities simultaneously.
- Excellent written and verbal communication skills, including the ability to deliver presentations, facilitate executive discussions, and lead partner training.
- Strong analytical skills with the ability to use pipeline, revenue, customer, and partner performance data to inform decisions.
- High degree of ownership, accountability, and initiative, with the ability to operate effectively in a fast-changing and highly matrixed environment.
- Strong cross-functional collaboration skills and the ability to work effectively with Sales, Marketing, Customer Success, Professional Services, Product, and Operations.
- Ability to navigate ambiguity, manage competing priorities, and adapt quickly as business strategy and partner needs evolve.Native or business-level fluency in Japanese and strong English-language communication skills preferred.
Requisite Education and Experience / Minimum Qualifications:
- 7+ years of experience in channel sales, alliances, partner management, business development, enterprise sales, or a related commercial role.
- Demonstrated experience managing strategic partners within a technology, SaaS, AI, cloud, or enterprise software environment.
- Proven track record of driving partner-sourced pipeline, revenue, and business growth.
- Experience working directly with partner executives and senior commercial leaders.
- Experience building and executing partner business plans, enablement programs, and joint marketing initiatives.
- Experience supporting complex enterprise sales cycles, including opportunity development, solution positioning, commercial negotiation, and deal execution.
- Experience supporting customer expansion, retention, or renewal strategies in partnership with channel organizations strongly preferred.
- Experience working within the Japan enterprise technology market and managing major Japanese systems integrators, resellers, distributors, or strategic alliance partners strongly preferred.
- Experience working in a global organization and collaborating across multiple functions, regions, and time zones preferred.
- Bachelor’s degree or equivalent combination of education and relevant professional experience preferred.
The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!
DataRobot Operating Principles:
- Wow Our Customers
- Set High Standards
- Be Better Than Yesterday
- Be Rigorous
- Assume Positive Intent
- Have the Tough Conversations
- Be Better Together
- Debate, Decide, Commit
- Deliver Results
- Overcommunicate
Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.
DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.
Use of Artificial Intelligence in Our Hiring Process
DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.
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