Summary

We are seeking a dynamic and strategic Director, Strategic Alliances who will be instrumental in fostering and managing strategic partnerships, driving go-to-market strategies, and executing on key initiatives. The ideal candidate will possess a strong blend of relationship-building skills, strategic vision, and executional prowess. With a focus on cultivating and maintaining partnerships, this role requires someone who will effectively activate and scale co-selling activity with these partners. 

Responsibilities: 

1. Manage and lead the Fireblocks Japan partner strategy and execution 
2. Source and qualify prospective partners to facilitate the adoption, procurement and scale of Fireblocks within the Japanese finance and enterprise space 
3. 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.
4. 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.
5. Define the key performance indicators and goals for these partners and execute against these goals.
6. Negotiate partnership agreements, contracts, and other legal documents, ensuring alignment with the company's goals and objectives.
7. Effectively communicate and report on key partner metrics including pipeline, revenue, demand generation, and enablement, and make data-driven recommendations for improvement.
8. 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.
9. Stay informed about industry trends, competitive landscape, and emerging technologies to identify new partnership opportunities and strategic alliances.
10. Represent the company at industry events and conferences to promote partnerships and networking opportunities.
11. Maintain focus on operational excellence, identifying and implementing improvements to partner-related processes (CRM / Finance etc.) on an ongoing basis.

Requirements:

1. Bachelor's degree
2. 5-10 years of experience working with leading Japanese system integrators and/or resellers
3. 5-10 years of partnership and/or enterprise sales experience
4. Knowledge of financial services industry preferred, with added knowledge in crypto, digital assets, tech, a plus
5. Entrepreneurial and relentless hunting attitude
6. A willingness to prospect and qualify new opportunities
7. Strong written and verbal Japanese communication skills and fluency in English

Skills

• Communications Skills
• Marketing
• Strategic Thinking
• Team Collaboration