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 pipeline 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 within a Japan GTM transformation context
Experience navigating partner program transitions or M&A integrations within a major enterprise technology vendor ecosystem
What We Offer
Direct influence on Japan's GTM strategy at a critical inflection point
High-visibility role with APJC executive leadership exposure
Flexible/hybrid work environment based in Tokyo
Why Cisco?
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
