| Description | 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 50000 teams every week. As of February 2025 we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5400 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. What You'll Do 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. What You’ll Need 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 in high-growth ambiguous environments. A collaborative spirit and commitment to inclusion learning and community contribution. Bachelor's degree or equivalent experience. Ability to travel up to 50% within Japan and occasionally overseas. What Will Make You Stand Out Existing relationships with top GSIs and RSIs in the Snowflake AWS or Databricks ecosystems. Familiarity with data analytics tools cloud infrastructure and modern data stack technologies. Background in fostering partner ecosystems shaping channel strategy and supporting partner ramp-up across Japan. Remote Hiring Process Interview with a Talent Acquisition Partner Interview with Hiring Manager Team Interviews (1:1s) with members of the Global Partners Org Benefits Regional benefits offered by remote.com Unlimited vacation time with a culture that actively encourages time off Comprehensive healthcare coverage Generous paid parental leave Flexible stipends for: Health & Wellness Home Office Setup Cell Phone & Internet Learning & Development Office Space Compensation We offer competitive compensation packages commensurate with experience including salary equity and where applicable performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. The typical starting salary range for this role is:OTE Range (80/20 Split)¥19678000 - ¥25000000 JPYdbt Labs is an equal opportunity employer committed to building an inclusive team that welcomes diverse perspectives backgrounds and experiences. Even if your experience doesn’t perfectly align with the job description we encourage you to apply—we value potential just as much as a perfect resume. Want to learn more about our focus on Diversity Equity and Inclusion at dbt Labs? Check out our DEI page. dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations. Privacy Notice Supplement to Privacy Notice - Californians Supplement to Privacy Notice - EEA/UK |