Senior Partner Development Manager, Japan

About Us 

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week. 

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

Location: Japan (remote)

About the Role

We’re seeking a Senior Partner Development Manager to lead and grow our strategic relationships with Systems Integrators (SIs), Consulting Firms, Technology Partners, Resellers, and Data & AI Platform partners in Tokyo, Japan. This is a high-impact role at the forefront of our APJ expansion strategy—ideal for a commercially driven leader who excels in both relationship management and go-to-market execution.

What You'll Do

• Own and grow a portfolio of strategic SI, consulting, and Cloud platform partners in Japan, with a strong focus on pipeline creation, deal collaboration, and revenue influence.
• Develop and execute joint go-to-market strategies, including co-selling motions and demand generation aligned with regional growth priorities.
• Establish strong field alignment between partners and dbt Labs’ Sales teams, driving joint account planning, territory coverage, and execution support.
• Drive sales engagement and enablement with Data & AI Cloud partners such as Snowflake, Databricks, AWS, and Google Cloud to expand reach and accelerate adoption.
• Identify, recruit, and enable new consulting partners—while managing, developing, and expanding relationships with existing SIs and consulting firms—to strengthen our ecosystem footprint across Japan.
• Collaborate cross-functionally with Marketing, Community, Sales, and Customer teams to ensure partners are fully integrated into the broader go-to-market and adoption strategy.
• Develop best practices to engage with partners, escalate issues and set clear expectations with partners 
• Build and maintain partner account plans that include quarterly and annual plans, co-marketing initiatives, services readiness, and enablement goals.
• Track, measure, and report on partner performance, pipeline impact, and ROI using internal tools and systems.
• Shape partner engagement practices, contribute regional feedback to global strategy, and support localization of assets for the Japanese market.

What You’ll Need

• 12+ years of experience in partnerships, alliances, channel, or business development roles, ideally in SaaS, cloud, or enterprise software.
• 5+ years directly managing or building SI or consulting partner relationships in Japan.
• A strong track record of exceeding partner revenue or pipeline quotas.
• Deep commercial acumen with a strategic lens on market dynamics, territory coverage, and partner investment.
• Fluency in Japanese and strong business English communication skills.
• Excellent cross-functional collaboration skills—able to work across Sales, Marketing, and Product teams to execute complex partner strategies.
• A bias toward action and accountability in high-growth, ambiguous environments.
• A collaborative spirit and commitment to inclusion, learning, and community contribution.
• Bachelor's degree or equivalent experience.
• Ability to travel up to 50% within Japan and occasionally overseas.

What Will Make You Stand Out

• Existing relationships with top GSIs and RSIs in the Snowflake, AWS, or Databricks ecosystems.
• Familiarity with data analytics tools, cloud infrastructure, and modern data stack technologies.
• Background in fostering partner ecosystems, shaping channel strategy, and supporting partner ramp-up across Japan.

Remote Hiring Process

• Interview with a Talent Acquisition Partner 
• Interview with Hiring Manager
• Team Interviews (1:1s) with members of the Global Partners Org

Benefits

• Regional benefits offered by remote.com
• Unlimited vacation time with a culture that actively encourages time off
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for:
  • Health & Wellness
  • Home Office Setup
  • Cell Phone & Internet
  • Learning & Development
  • Office Space

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

The typical starting salary range for this role is:

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.