Partner Development Manager, GTM Sales Japan

See yourself at Twilio

Join the team as our next Partner Development Manager in Japan

Who we are & why we’re hiring

Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences.

Although we're headquartered in San Francisco, we have presence throughout South America, Europe, Asia and Australia. We're on a journey to becoming a global company that actively opposes racism and all forms of oppression and bias. At Twilio, we support diversity, equity & inclusion wherever we do business.

About the job

Twilio is looking for a new Partner Development Manager (PDM) for the GTM Sales Team at Twilio Japan. The right person for this role is a person who can deliver the results by influencing stakeholders both internally and externally.  The PDM will have assigned partners (existing partners and/or new partners) and be expected to align goals and strategy with each of assigned partners, execute strategy and tactics to deliver/exceed the results while managing sales leads generation, pipelines, opportunities and existing run-rate business. The PDM will be the face of Twilio for assigned partners, embrace Twilio Magic and apply Twilio Magic for engagement with partners. Helps partners to do business with Twilio, easy, collaborative, effective and impactful.

Responsibilities

As a Partner Development Manager at Twilio, you will be responsible for establishing, managing and nurturing relationships with assigned partners. You are expected to develop a mid-long range partnership visions, plans and its strategies, and align these with the senior management team and cross-functional teams. These mid-long range plans will be broken down into Annual Partnership Plan, and expected to lead the daily engagement with partners to achieve goals while managing daily activities, removing roadblocks, developing marketing plans, enablement of partners’ sales and pre-sales team.

In this role, you’ll:

• Develop Mid-Long Partnership Plan & Strategy, and execute
• Develop Annual Partnership Plans for each of assigned partners
• Align goals and strategies with each of assigned partners, and execute to exceed target
• Develop plans to generate, nurture leads to convert opportunities and wins for revenue
• Establish and strengthen the management relationship b/w Twilio and assigned partners
• Conduct QBR (Quarterly Business Review) with key stakeholders
• Manage pipelines, opportunities and revenue forecasting process
• Be the voice-of-partners inside Twilio, representing assigned partners to promote their brands, values and establish positive perspective 
• Drive new and innovative approach and program for own assigned partners

(If applicable for the prospect and/or new partners)

• Develop engagement plans
• Lead process to establish partnership agreement with cross-functional team
• Onboarding, enablement of newly joined partners

Qualifications 

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

Required:

• 8+ years of combined experience in high-touch sales experience.
• Understanding of the cloud technology and SaaS, PaaS industries
• Proven track record to manage revenue and sales pipelines
• Experience to collaborate with partners, foster partnerships at various levels within the organization.
• Disciplined and utilization of sales automation, business intelligent tools and process 
• Collaborative, Respectful and Mindful of interactions with others
• Strong relationship building with external and internal stakeholders
• Ability to think strategically and translate strategy into actionable plans to drive results
• Strong bilingual proficiency in English and Japanese (reading, writing, speaking, and listening) to effectively serve our Japan Partners while collaborating seamlessly with non-Japanese Twilions across the organization

Desired:

• CPaaS/CCaaS experience
• Telecommunication industry experience
• SMS/Message/Voice/Phone/Video related technologies sales experience
• CDP, Dataware house, Cloud, AI, Generative AI, LLM experience

Location

This role will be Remote, based in Japan

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way. 

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

If this role isn't what you're looking for, please consider other open positions.