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, Crowd Strike, 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.