Regional Alliance Manager (Japan)

Optro; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Home office allowance

Annual leave and holidays

Bonus program

Employee resource groups

Team and company events

Job summary

Optro seeks a Regional Alliance Manager for Japan to lead strategic alliance partnerships and the partner ecosystem across Japan, including Big 4 firms, advisory groups, resellers and distributors.

You will recruit, activate, train and certify partners, driving pipeline and revenue growth while aligning with regional goals. This role requires strong networking, adaptability in a matrix environment, and fluency in English and Japanese.

Qualifications

• 7+ years in sales or channel management with success in Big 4, GSI, resellers or MSPs.
• Ability to build partner ecosystems and GTM strategies in scaling environments.
• Strong networking and business development skills; cross-functional collaboration.

Responsibilities

• Act as the primary contact for the alliance organization in Japan, aligning regional strategy with Global Alliances Directors.
• Drive quarterly and annual pipeline and revenue targets through partner programs.
• Recruit, onboard, and enable partners to expand Optro's presence in Japan.

Skills

Strategic planning

Regional alliances

Partner recruitment

Go-to-market

Job description

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why This Role is Exciting

Optro is one of the fastest-growing software companies in the world, and we are aggressively increasing our market share throughout the Asia-Pacific and Japan region. Our alliance partners are an integral part of that strategy. We are looking for an intelligent, coachable, and driven professional to help guide and shape our regional alliance strategy based in Japan..

As a Regional Alliance Manager - Japan , you’ll manage and enable Optro’s most strategic alliance partnerships and ecosystem across Japan including the Big 4, Advisory firms, Resellers and Distribution. You will be the primary engine driving partner recruitment, activation, pipeline, training and certifications through our partner ecosystem in this key market.

Key Responsibilities

• Regional Face of Alliances: Act as the primary point of contact for the alliance organization in Japan, driving a clear regional strategy in cooperation with Global Alliance Directors and reporting to the Head of Alliances.
• Pipeline & Revenue Growth: Achieve quarterly and annual pipeline and revenue targets. Drive differentiated growth by encouraging partners to include Optro technology in their clients’ projects.
• Partner Lifecycle Management: Build and shape a solid partner ecosystem by recruiting, onboarding, and enabling new and existing partners.
• Strategic Alignment: Develop a deep understanding of partners’ business strategies and build specific Optro growth initiatives that align with their regional goals.
• Sales Brokerage: Act as the liaison and broker of relationships between the regional Optro sales team and the partners’ practitioners, sales organizations, and marketing teams.
• Territory Strategy: Increase partner-driven sales by collaborating with Regional Account Executives on activities such as Quarterly Business Reviews (QBRs), joint account mapping, and joint pipeline forecasting.
• Collaboration & Marketing: Plan and execute marketing activities, webcasts, and roadshows that generate brand awareness and influence across the Japan region.
• Operational Liaison: Broker internal discussions regarding regional operational needs (such as language requirements or customer support) to ensure a positive customer experience in Japan.

Attributes for a Successful Candidate

• Strategic & Technical Proficiency: Ability to think strategically about business and technical challenges while conveying a compelling value proposition to consultants and integrators.
• Experience: At least 7 years of experience in sales or channel management, with a specific track record of success working with the Big 4, Global System Integrators, Resellers, or Managed Service Providers.
• Ecosystem Builder: Proven experience in building partner ecosystems and Go-To-Market strategies from the ground up or within a rapidly scaling environment.
• Influencing Skills: Strong networking and business development skills; able to build consensus across various functional groups and organizational boundaries.
• Adaptability: Effective in a matrix environment, comfortable with ambiguity, and willing to take calculated risks to achieve regional goals.
• Regional Capability: Familiarity with the business landscapes of Japan.
• Language: Japanese (native) and English language skills (business conversational) are considered a must

Perks (PEO locations: Poland, Netherlands, Singapore, UAE)

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
• Monthly work from home allowance - varies by location
• Benefits depend on location but include statutory coverage
• Competitive compensation & bonus program
• Annual leave and holidays
• Employee resource groups
• Opportunities for team and company-wide get-togethers!

*perks may vary based on eligibility/location

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.