Partner Sales Manager

Partner Sales Manager

WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, automation and AI features, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.

As the company continues to rapidly expand, we are seeking an experienced Partner Sales Manager, to grow and enable WalkMe's partners in Japan. You will report to Alliance Director based in our Tokyo office whilst working very closely with the global Alliance team as well as the local GTM teams.

Your key measure will be to achieve WalkMe's software subscription targets by sourcing new sales opportunities (primary) and influencing existing ones (secondary).

You will own the Japanese Partner ecosystem and continue to build out a highly focused Partner ecosystem closely aligned to support the Japanese sales strategy.

You will work with the existing Partner ecosystem and continue to invest to identify and source new sales opportunities whilst also influencing existing transactions to help them expand and accelerate.

Your primary focus is on activating and enabling existing SAP partners in Japan — a network of over 500 partners — who are not yet ready to handle WalkMe. You will prioritize building their readiness across the full engagement lifecycle, equipping them for pre-sales proposal activities and post-sales delivery, while helping them understand how to monetize WalkMe and add value to their customers. This structured enablement approach will form the foundation of a strong, scalable partner ecosystem in Japan.

You will be recognized through the long-term results as the growth engine of the business.

You will utilize your strong leadership skills in order to create and drive revenue generating activities across the partner ecosystem.

You will work with these existing SAP partners to help them deeply understand the value of a WalkMe partnership, activating them on the WalkMe value proposition and our differentiation, and helping them recognize the digital adoption opportunity in market.

Working with your cross functional teams, you will also guide Partners to build their WalkMe capacity, competency and capability ensuring they can deliver projects aligned to WalkMe best practice.

You will provide basic sales enablement to the partner across all the relevant disciplines and will leverage your pre-sales technical support as needed.

You will develop and drive effective joint annual and quarterly business planning with your focus partners to ensure proper planning and execution of Sales, Marketing and Enablement including investment and expansion commitments, document partner's commitments and investments, hold partners accountable, measure (and report) results and ROI regularly (i.e., quarterly updates and reviews).

Proactively provide professional preparation and leadership in partner/WalkMe meetings and act as the senior conduit between the various WalkMe teams and the Partner ecosystem.

You work well cross-functionally to achieve a common goal.

Sales generation experience with a proven background of building Partner ecosystems from the early stages to generate net new streams of revenue is a must.

You are a true Partnership builder and not a manager of Partnerships.

You must be able to draw scenarios and make proposals using our solutions to partners as well as end customers.

You are a business development professional motivated by identifying, generating and closing new sales through alternative routes to market.

Knowledge in Salesforce, SuccessFactors, Ariba, Concur, ServiceNow and other market leading SaaS solutions is important.

You have a strong and genuine interest in generative AI, with sufficient hands-on knowledge to incorporate AI tools naturally into your day-to-day work.

You are able to work alongside partners to explore the best ways to articulate the value of AI to customers, and can help amplify that message out to the market effectively.

You stay current with the evolving AI landscape and can translate emerging trends into practical, compelling narratives that resonate with both partners and end customers.

Excellent at teamwork and cross group collaboration.

Fluency in Japanese and business level English.

3+ years of experience with large Global SI, Consulting or Advisory partners building and driving a joint GTM to mutual benefit

Strong network with and experience working with Accenture, PwC, Deloitte, IBM, KPMG is a big advantage

3+ years of experience selling SaaS solutions at Global SIs a big advantage

Experience managing complex Alliances and Partnerships from within large Consulting or Advisory organizations where you are managing alliances such as Deloitte, Accenture, IBM, PWC etc. are encouraged to apply

Experience managing Japanese SI Alliance and Partnerships are encouraged to apply

If no experience in alliance/partner at vendor sides, Senior Manager or above level experience at management consulting is a must