Director, Partner Sales Japan - Splunk

Splunk is looking for a proven Partner Sales Director to lead Japan's partner ecosystem as part of a bold GTM transformation. You will own strategy, execution, and revenue accountability for Splunk's most strategic channel relationships in Japan—including Tier-1 distributors, major SIers , VARs, MSPs/MSSPs, and cloud marketplace partners. This is a high-impact, high-visibility role at the center of Japan's next growth chapter, with a nine-figure pipe line target and direct access to executive leadership both in-country and at headquarters. Why Splunk Japan – Now We are in the midst of a deliberate transformation: rearchitecting our GTM motion, investing in Japan's partner engine, and building the infrastructure to sustain long-term growth. This is not a maintenance role. You will shape the partner strategy from the ground up alongside Japan's senior leadership team. Key Responsibilities Revenue & Pipeline Ownership Own Japan partner-sourced and partner-influenced pipeline and revenue targets; drive accountability across all channel motions (resell, distribution, MSP/MSSP, OEM, cloud marketplace) Develop and execute joint business plans with Strategic Managed Partners (SMPs) and Big Bet partners, with clear KPIs: sourced pipeline, new logos, renewal rates, and expansion ARR Secure co-investment commitments from top-tier partners and align those investments to Splunk's Japan growth priorities Partner Ecosystem Strategy Define and lead Japan's partner tiering strategy, including Tier-1 distributors, major SIers , and emerging MSSP partners Identify , recruit, and onboard high-potential new partners—particularly in the cloud and managed security space—aligned to Japan's market opportunity Lead cloud marketplace strategy across AWS Marketplace and Microsoft Azure Marketplace to accelerate partner-led cloud transactions Develop MSSP go-to-market frameworks to capture Japan's rapidly growing managed security market Executive & Stakeholder Engagement Own CxO and Managing Director-level relationships with Japan's most strategic partners; conduct regular executive business reviews with structured governance cadence Act as the primary bridge between Japan partner leadership and APJC/global headquarters—translating Japan's unique commercial structure and buying dynamics for global stakeholders Collaborate cross-functionally with Sales, SE, Professional Services, Marketing, and Product to ensure Japan partner programs are enabled and competitive Team Leadership & Culture Lead, coach, and develop the Japan Partner Sales Manager team; build a high-performance culture with clear expectations and career growth paths Drive internal alignment with Japan Field Sales on account coverage, deal registration, and partner conflict resolution Required Qualifications 15 years of channel/partner sales experience in the Japanese enterprise technology market Native or business-level Japanese and business-level English (both required ) Demonstrated track record of managing and growing Tier-1 distributor and major System Integrator relationships in Japan Proven ability to own and exceed a partner-sourced revenue quota at scale (multi- billion yen programs) Deep understanding of Japan's multi-tier channel commercial structure (distributor → VAR/SIer → end customer) Experience driving cloud marketplace transactions (AWS MP, Azure MP) through partner motions Strong executive presence with ability to engage and influence CxO-level stakeholders Experience operating in a matrixed, multinational organization with APJC or global reporting lines Preferred Qualifications Experience in security, observability, or data analytics software categories Familiarity with MSSP/MDR business models and managed security partner engagement Prior experience with partner programs at Cisco, Palo Alto Networks, CrowdStrike, Dynatrace, or similar enterprise software vendors Experience building and scaling partner teams from scratch wit ... (truncated, view full listing at source)