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Channel Ecosystem Manager - CNAPP
About The Position
About Upwind Security
Upwind Security is a rapidly growing, innovative cybersecurity firm specializing in Cloud-Native Application Protection Platforms (CNAPP). We provide comprehensive security solutions that span the entire cloud application lifecycle, from build to runtime. Our mission is to secure the next generation of cloud infrastructure, helping businesses innovate without fear. We foster a dynamic, fast-paced, and collaborative environment, focused on excellence and customer success.
The Opportunity
We are seeking a highly experienced and results-oriented Channel Ecosystem Manager to build, manage, and accelerate Upwind Security's presence through strategic partnerships in Japan, based in Tokyo. This critical role is responsible for establishing and nurturing relationships with key System Integrators (SIs), Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), and Cloud Alliance Partners (AWS, Azure, GCP). The ideal candidate will have a proven track record in channel development within the cybersecurity or cloud technology space in Japan, coupled with native-level Japanese and business-level English proficiency.
Key ResponsibilitiesChannel Strategy and Development
- Define, develop, and execute the comprehensive channel go-to-market strategy for Japan, ensuring alignment with global channel programs and local business objectives.
- Identify, recruit, onboard, and manage a focused ecosystem of high-potential partners (SIs, VARs, MSSPs) to drive incremental revenue and market penetration.
- Establish clear performance metrics, joint business plans, and quarterly/annual targets for all strategic partners.
Partner Enablement and Sales Collaboration
- Drive partner enablement initiatives, ensuring partners are fully trained, certified, and motivated to sell and support the Upwind Security CNAPP solution. This includes sales training, technical readiness, and marketing support.
- Work collaboratively with Upwind Account Executives and Sales Engineers to co-sell and co-market, generating qualified pipeline and accelerating deal closure through the channel.
- Oversee the execution of joint marketing activities, events, and demand generation campaigns with key partners.
Alliance and Cloud Partner Management=
- Manage relationships and drive joint initiatives with key Cloud Alliance Partners (AWS, Azure, GCP) to capitalize on marketplace listings, co-selling programs, and joint solution development.
- Ensure Upwind Security's solutions and messaging are integrated into the partners' relevant service offerings and sales motions.
Administration and Reporting
- Accurately forecast channel sales pipeline and revenue contribution, maintaining comprehensive records of partner activities, training status, and performance in the CRM (e.g., Salesforce).
- Negotiate partnership agreements and maintain adherence to channel program policies.
- Provide regular reporting on partner performance, channel health, and market feedback to the Country Manager and global leadership.
Requirements
- Experience: 7+ years of progressive experience in channel sales, business development, or alliance management within the enterprise software, cybersecurity, or cloud infrastructure industry in Japan.
- Channel Network: Established network and proven track record of successfully recruiting and managing major Japanese SIs, VARs, and/or Cloud Service Providers.
- Domain Knowledge: Strong understanding of cloud computing platforms (AWS, Azure, GCP), modern application development (DevSecOps), and cybersecurity concepts (ideally CNAPP, CSPM, CWPP).
- Language Proficiency: Native or equivalent professional fluency in Japanese (written and verbal) is essential. Business-level fluency in English is required for coordination and reporting with global teams.
- Cultural Acumen: Deep understanding of the Japanese business culture and proven ability to build long-term, trust-based relationships with partner executives.
- Education: Bachelor’s degree in Business, Marketing, or a related technical field, or equivalent practical experience.
Desired Attributes
- Highly strategic, goal-oriented, and self-motivated with a strong drive to exceed targets.
- Exceptional communication, presentation, and negotiation skills.
- Experience in a high-growth, start-up, or scale-up environment.
- Willingness to travel extensively within Japan for partner and customer meetings.
Why Join Upwind Security?
- Opportunity to define and build the channel ecosystem in Japan from the ground up, with significant strategic impact.
- Work with a cutting-edge CNAPP technology that is revolutionizing cloud security.
- Competitive salary, aggressive commission structure, and stock options tied to channel performance.