Senior Partner Development Manager - Japan (Remote)

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:

• Code-based data transformations unlock transparency, flexibility, and collaboration
• Analysts should adopt software engineering best practices to build trusted data products
• Core analytics infrastructure should be open source and user-controlled
• Analytic code—not just tools—should be shared and community-driven

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

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.

Responsibilities

• 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.

Requirements

• 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.