Partner Account Manager

Wrikeの日本オフィスは2019年にスタートし、年々マーケットを拡大させています。日本オフィスのメンバーはコラボレーションマインドをもち、お客様のビジネスにおける生産性を向上するため協力、共創しています。我々のプラットフォームをお客様に活用してもらうことでお客様と一緒に成長しましょう！

About the Role:

You'll own your outcomes, from the strategies you run to the conversations that shape what we build next. The Partner Account Manager represents Wrike in all activities associated with partner recruitment, partner business development, and partner support. The primary responsibility of the role is to help grow partner sales. This is accomplished through multiple activities, including developing strategies with partners for differentiation, market penetration, and revenue/margin growth as tools to achieve and surpass quota.

You will be responsible for strengthening relationships between partners and Wrike teams, including but not limited to Sales, Partner Marketing, Partner Success, and Partner Operations, with the ultimate goal of strengthening long-term relationships between Wrike and our partners.

In addition to driving partner motion, this hybrid role may directly manage a select portfolio of key enterprise accounts as a dedicated Account Manager, taking full ownership of direct customer revenue and expansion for accounts that act concurrently as customers and strategic partners. The range of partners includes certified Resellers, System Integrators, and Wrike Strategic Partners.

Your Impact:

• Hybrid Key Account Ownership: Function as the primary Account Manager and Partner Manager for designated dual-relationship enterprise accounts, balancing direct customer sales expansion (upsell/cross-sell) with strategic partner enablement and co-selling.
• Competitive Selling: Differentiate Wrike’s solution from competitor solutions when addressing defined, short-term/tactical projects or specific tactical needs.
• Consultative Selling: Understand customer and/or partner industry dynamics and quickly learn their specific strategies, priorities, and challenges. Start with the customer/partner point of view and fit the Wrike solution/advantage into that picture.
• Orchestrating Resources: Persistently lead, influence, and choreograph cross-functional and partner selling teams to ensure that customer expectations and agreements are met or exceeded.
• Partner/SI Leverage: Strengthen existing partner/SI relationships by crafting a productive cadence of interaction with them around current and future sales opportunities.
• Partner/SI Management: Develop a detailed business plan, including organizational charts and strategic and tactical goals. Develop and leverage strong sponsors/advocates to expand presence and relationships with key line-of-business decision-makers across the partner organization.
• Pipeline Development and Management: Proficiently leverage daily interactions with partners and customers to develop new relationships and listen for new opportunities. Manage and scale enterprise deal pipelines.
• Product Knowledge: Develop a detailed understanding of the positioning and business value of Wrike’s products and solutions. Apply an in-depth understanding of Wrike’s product, programs, sales methodology, and licensing to address sophisticated partner and customer issues.
• Enablement & Growth: Drive and lead continual training activities that articulate Wrike’s strategic direction, product and technology roadmaps, go-to-market planning, and demand creation. Independently develop a plan for overall channel partner sales growth.

Your Qualifications:

• Fluent in Japanese and English.
• Years of experience in sales or channel marketing within the High Tech industry, with experience in both direct enterprise sales and channel sales.
• Bachelor’s degree or equivalent work experience.
• Background working for alliance/channel partner organizations or managing complex, dual-model enterprise accounts.

Standout Qualities:

• Deep understanding of how partners make money in a channel ecosystem alongside direct SaaS selling dynamics.
• Experience working with top Japanese partners like Dentsu, SoftBank would be highly desirable.
• Solid grasp and knowledge of Wrike’s product and value for customers.
• Ability to navigate complex corporate structures where accounts operate simultaneously as buyers and co-sellers.
• Strong financial savvy to hold strategic business discussions with C-level stakeholders across both customer and partner functions.
• Highly adaptable to changes in business direction, products, and needs from both a customer and partner perspective.

Team Dynamics:

You will work with Wrike teams, including but not limited to Sales, Partner Marketing, Partner Success, and Partner Operations, as well as cross-functional and partner selling teams.

Our Work Style:

This hybrid role combines partner management with the direct management of a select portfolio of key enterprise accounts. It includes partner recruitment, partner business development, partner support, direct customer sales expansion, strategic partner enablement, co-selling, pipeline management, and continual training activities.

Benefits & Perks:

Your recruitment buddy will be Tripti Sachan, Senior Recruiter.

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