Director, Partner Sales - Japan (Based in Tokyo)

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

What you’ll do

As the Director of Japan Partner Sales, you will be responsible for driving revenue growth through all partner types in the Japanese market. Your primary focus will be on building and maintaining strong relationships with partners, developing sales strategies, and ensuring the successful execution of sales initiatives through partners.

Key Responsibilities

Manage a team of Channel Account Managers, responsible for regional partner relationships, account manager and revenue growth

Responsible for managing Japan GSIs: Strategy, Execution, Relationship Management

Partnership Development: Identify, evaluate, and onboard new strategic partners in Japan to expand the company's reach and market penetration

Sales Strategy: Develop and implement a comprehensive sales strategy for the Japanese market in collaboration with cross-functional teams, including marketing, product, IT, operations and finance

Revenue Generation: Drive revenue growth through partner-led sales activities, including joint sales calls, partner events, and marketing campaigns

Relationship Management: Build and nurture strong relationships with key partners, including resellers, GSIs, MSPs, and distributors to maximize sales opportunities and customer satisfaction

Sales Forecasting: Forecast sales projections and track performance metrics to assess the effectiveness of sales strategies and identify areas for improvement

Market Analysis: Monitor market trends, competitor activities, and customer feedback to identify new business opportunities and make data-driven decisions

Qualifications

10+ years experience in sales, distribution and channel leadership positions

Bachelor's degree in Business Administration, Sales, Marketing, or related field

Proven track record of success in partner sales or channel management, preferably in the technology industry

Successfully managed GSIs and understand the GSI and FSI business GTM

Strong leadership skills with the ability to motivate and inspire cross-functional teams and partner organizations.

Excellent communication, negotiation, and presentation skills.

Strategic thinker with a results-oriented mindset and a focus on driving revenue growth.

Fluent in Japanese and English (both written and verbal).

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental