Upwind is a place where opportunities happen
At Upwind, we are a team of hands-on, problem solvers and doers. We believe in empowering organizations to run their cloud environments securely and efficiently to accelerate their businesses.
Working at Upwind is an exhilarating journey of innovation and growth. Every day presents new challenges and opportunities that fuel my passion and drive. In this dynamic environment, I’ve collaborated with talented individuals who value inclusion and embrace different perspectives.”
Being an Upwinder
We are Driven by Customers
We listen closely to understand our customers’ deepest pain points, working backwards to deliver easy-to-use, innovative solutions that not only meet immediate needs, but anticipate future ones.
We prioritize long-term relationships and value over short term outcomes, striving to exceed expectations and reinforce our customers’ trust in Upwind.
We value speed
We make decisions swiftly, recognizing many can be reversed or refined.
We believe in failing fast, and aren’t afraid to change course when necessary. With a bias for action we take calculated risks – even in the face of uncertainty – knowing that urgency drives momentum and propels us forward.
Speed doesn’t just get us there faster; it lets us adapt quickly and build on each step with what we learn.
We Improve Every Day
We believe in the power of incremental progress: every day, every meeting, and every decision is an opportunity to improve.
Committing to getting 1% better with each cycle creates compounding gains, allowing us to build products that are 10x better over time.
Improvement doesn’t stop with delivery; we follow up, adapt, and refine to ensure every outcome evolves towards excellence.
We Take Ownership
We get the job done and never assume that someone else will do it.
When things aren’t going right, we take responsibility and step in to fix it. No task is beneath us, and “it’s not my job” isn’t in our vocabulary.
As owners, we stay aligned with the bigger picture for Upwind, communicating efficiently, giving constructive feedback, and proactively escalating issues to keep everyone moving forward together.
We are Resourceful and Resilient
We create our own reality, accomplishing more with less by leaning on creative problem-solving & adaptability.
When we face constraints and the path forward isn’t clear, we find ways to make it work without sacrificing quality or our commitment to high standards.
We see setbacks as new opportunities to innovate, moving forward stronger and better prepared.
We Lead with Humility
We approach every interaction with humility, respecting and learning from others.
We hold ourselves accountable, publicly owning mistakes and using them as stepping stones for growth.
Integrity guides us to act in the best interests of the team, fostering a culture of trust, shared purpose, and mutual growth.
As a UI/UX designer, I enjoy creating user-friendly experiences that deliver innovative technology. It’s empowering to be part of a company that values inclusion and embraces unique perspectives in the cybersecurity industry.”
Upwind is a place where diversity of thought is encouraged and accepted. My ideas are valued, my voice is heard, and my potential is realized. We are shaping the future of cloud security.”
Open positions
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.