Director, Strategic Alliances
About the Role
As a dynamic and strategic Director of Strategic Alliances, you will be instrumental in fostering and managing strategic partnerships, driving go-to-market strategies, and executing on key initiatives. You will possess a strong blend of relationship-building skills, strategic vision, and executional prowess. With a focus on cultivating and maintaining partnerships, you will effectively activate and scale co-selling activity with these partners.
Requirements
- Bachelor's degree
- 5-10 years of experience working with leading Japanese system integrators and/or resellers
- 5-10 years of partnership and/or enterprise sales experience
- Knowledge of financial services industry preferred, with added knowledge in crypto, digital assets, tech, a plus
- Entrepreneurial and relentless hunting attitude
- A willingness to prospect and qualify new opportunities
- Strong written and verbal Japanese communication skills and fluency in English
Responsibilities
- Manage and lead the Fireblocks Japan partner strategy and execution
- Source and qualify prospective partners to facilitate the adoption, procurement and scale of Fireblocks within the Japanese finance and enterprise space
- Build and maintain strong relationships with key stakeholders at partner organizations, including executives, business development teams, and technical experts, to facilitate collaboration and drive joint initiatives
- Lead collaboration across cross-functional teams, including sales, marketing, customer success, product, legal, and finance to ensure the partner strategy aligns with the broader business goals
- Define the key performance indicators and goals for these partners and execute against these goals
- Negotiate partnership agreements, contracts, and other legal documents, ensuring alignment with the company's goals and objectives
- Effectively communicate and report on key partner metrics including pipeline, revenue, demand generation, and enablement, and make data-driven recommendations for improvement
- Drive joint marketing and sales activities with partners, including co-marketing campaigns, lead generation programs, and joint sales initiatives, to maximize market visibility and customer acquisition
- Stay informed about industry trends, competitive landscape, and emerging technologies to identify new partnership opportunities and strategic alliances
- Represent the company at industry events and conferences to promote partnerships and networking opportunities
- Maintain focus on operational excellence, identifying and implementing improvements to partner-related processes (CRM / Finance etc.) on an ongoing basis