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Core Partner Development Manager（パートナー営業） at HubSpot · Tokyo
Skills
Job Description
POS-P205
HubSpotについて
HubSpotは、成長企業向けのCRM（顧客関係管理）プラットフォームを提供するリーディングカンパニーです。世界中の数十万社のお客様が、HubSpotのマーケティング、営業、カスタマーサクセス向けソフトウェアを活用し、ビジネスを成長させています。
私たちのミッションは、単に企業の成長を支援するだけではなく、「より良い成長（Grow Better）」を実現することです。
HubSpotでは、「価値観はオフィスではなく、一人ひとりの心の中に宿るもの」と考えています。働く場所に関係なく、誰もが最高のパフォーマンスを発揮できる環境づくりを大切にしています。
日本オフィスは東京にありますが、本ポジションは日本国内であればフルリモート勤務も可能です。
ポジション概要
Core Partner Development Manager（PDM）は、日本国内のマーケティングエージェンシー、コンサルティングファーム、システムインテグレーター（SIer）などとの戦略的パートナーシップをリードするポジションです。
HubSpotとパートナー企業との関係構築において中心的な役割を担い、経営層との信頼関係を築きながら、市場機会を捉えたビジネス成長を支援します。
担当するハイポテンシャルパートナーのビジネス拡大に向けて、
- HubSpotソリューションを活用したサービス開発
- 共同マーケティング
- 共同営業（Co-sell）
- フィールドセリング
などのGo-To-Market（GTM）施策を企画・推進します。
また、日本市場における新たなパートナーエコシステムの構築も重要なミッションです。新規パートナーの開拓から戦略立案・実行までを、HubSpot営業チームと密接に連携しながら推進していただきます。
戦略的な営業マインドを持ち、パートナーそれぞれの強みを活かしながら、HubSpotの成長戦略と結びつけ、双方の成功を実現できる方を求めています。
主な業務内容
パートナーアカウントマネジメント
- 10〜30社の重点パートナーを担当し、パートナーと協力して営業パイプラインを創出・拡大する
- 売上目標の達成に向けた戦略を策定・実行する
- パートナー企業の経営層との信頼関係を構築し、HubSpotをビジネスに欠かせないパートナーとして位置づける
パートナーオンボーディング・育成
- 新規パートナー向けオンボーディングを実施
- トレーニング、ワークショップを企画・運営
- 成長ポテンシャルの高いパートナーには個別の育成プランを設計・実行
パートナー戦略立案
- パートナーごとの包括的な成長戦略を策定・実行
- 売上拡大、市場シェア拡大、サービス提供体制の強化を推進
パートナープログラムの企画
以下の施策を企画・推進します。
- パートナープログラム
- イベント
- 営業支援施策
- セールスプレイブック
- 販売支援資料
- インセンティブ・キャンペーン
- コンテスト企画
HubSpot製品の浸透
- パートナー向け技術・営業イネーブルメントを実施
- HubSpot製品の導入・運用を支援
- HubSpotの幅広いソリューションをパートナーコミュニティへ普及
社内外との連携
- 優秀なパートナーをHubSpot営業・顧客へ紹介
- パートナーからのフィードバックを収集・整理し、製品改善や顧客体験向上へつなげる
- HubSpot社内における「パートナーの代弁者」として活動する
- マーケティング、営業、テクノロジー部門と連携し、新製品や新機能のGo-To-Marketを推進する
その他
HubSpotの価値観やカルチャーを体現し、会社の未来につながる新しいアイデアや取り組みを積極的に提案・実行していただきます。
応募資格
以下のご経験・スキルをお持ちの方を歓迎します。
必須
- テクノロジー業界において以下いずれかの経験を5年以上
- 法人営業
- パートナーチャネル営業
- アライアンス
- ビジネスデベロップメント
- テクノロジープラットフォームやソリューションに関する知識・実務経験（5年以上）
- パートナーGo-To-Market戦略を立案・実行した経験
- 社内外の複数部門を巻き込みながらプロジェクトを推進した経験
- 経営層や意思決定者との関係構築能力
- 高いコミュニケーション能力・プレゼンテーション能力
- 自律的に業務を推進できる方
- 変化の速い環境でも柔軟に対応できる方
- 曖昧な課題を整理し、解決策を提案・実行できる方
- 顧客志向を持ち、HubSpotの「Grow Better」というミッションに共感いただける方
- 日本語での優れたコミュニケーション能力
歓迎
- SaaS業界での勤務経験
- SaaSビジネスモデルやGo-To-Marketへの深い理解
- ビジネスレベルの英語力（必須ではありません）
福利厚生
- 固定給与
- コミッション（インセンティブ）
- RSU（譲渡制限付株式ユニット）
- 働き方を選べるハイブリッドワーク
- 在宅勤務
- オフィス勤務
- Flex勤務
- 充実したオンボーディング・研修制度
- 教育支援制度（Education Allowance）
- Unlimited Time Off（無制限有給休暇制度）
- 民間医療保険補助
- 年間フィットネス補助
- HEARTバリューを体現する世界中の優秀な仲間と働ける環境
- 育児休暇制度
- Primary Caregiver：16週間
- Secondary Caregiver：6週間
- その他、HubSpotの充実した福利厚生制度
Who are we?
HubSpot is a leading customer relationship management (CRM) platform for scaling companies. Tens of thousands of customers all over the world use our marketing, sales, and customer success software to grow their businesses. It's our mission to not just help them grow, but to help them grow better.
At HubSpot, we believe that our values live in our hearts, not our hallways. We want to build a company where people feel empowered to do their best work, wherever they are. Our Japan office is located in Tokyo, however, this role is open to remote workers based anywhere in Japan.
What's the role?
As a Core Partner Development Manager (PDM), you will lead and manage partnerships with leading marketing agencies, consultants and systems integrators in Japan. The PDM is the pivotal role in the relationships that HubSpot builds with partner companies. They are responsible for engaging at the executive level to build trust by sharing insights about how companies can capitalize on market opportunities by partnering with HubSpot.
PDM is responsible for a portfolio of high-potential partners by independently identifying and managing opportunities to grow the partners’ business through integrated solution offerings and go-to-market initiatives (e.g. marketing, co-sell and field teaming). You will assist in the development of playbooks to scale programs across partners and provide thought leadership, strategic insight, and clear communication to team and company on various partnership initiatives.
In addition to that the role will include the development of a partner ecosystem in Japan by identifying and establishing partnerships with potential agencies, consultants, and system integrators, and executing a strategic plan tailored to the Japan market in collaboration with the HubSpot sales organization.
You will have a strategic sales mindset and the ability to build and execute effective strategies for revenue growth. You will possess a balance of vision, thought leadership, executive presence, and collaboration skills working in a matrixed organization to achieve the intended outcomes. Ideal candidates will demonstrate the ability to design and execute a plan that leverages each partner’s strengths and aligns those with HubSpot’s growth demands to drive mutual success.
In this role, you’ll get to:
- Manage 10-30 high-potential partners and build a sales pipeline by working with your partners to exceed sales goals
- Own, cultivate and nurture executive-level relationships with the partners to establish HubSpot as a go-to partner in their business model
- Onboard, train and guide new partners through the HubSpot ecosystem with a mix of one to many and one to one training sessions and workshops. For high potential partners create a customised onboarding together with those partners based on their growth goals to drive towards success
- Develop, own and execute a comprehensive partner strategy, driving exponential growth, expanding market presence, and achieving ambitious revenue & servicing targets
- Innovate, drive and execute on new ideas to the partner operations, marketing and sales teams for partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively
- Steps out beyond day-to-day partner management in order to create and execute initiatives to build awareness of HubSpot’s complete portfolio of offerings within the partner community
- Develop and drive business and technical enablement plans with partners to facilitate the implementation and operations of HubSpot products
- Promote top partners to HubSpot customers and sellers
- Drive promotions, contests and incentives as appropriate
- Design and create mechanisms to gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience
- Be the partner evangelist within the HubSpot sales organization
- Work with marketing and technology departments to execute sales strategy as the firm introduces enhancements to existing solutions and/or releases new products
- Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
We are looking for someone who:
- Has 5+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry
- 5+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency
- Ideally has experience in the software (SaaS) industry and therefore has a deep understanding of SaaS go-to-market models
- Proven ability to build, lead and execute on partner GTM strategy in a cross-functional environment
- Organizationally astute, good understanding of business, and able to ascertain key decision makers
- Excellent communication and presentation skills with a high degree of comfort
- Ability to work both independently and with a team
- Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs
- Can take an ambiguous problem, make sense of it, and propose a path forward.
- Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better.
- Excellent communication skills in Japanese; business-level English proficiency is a plus, but not required.
What are the benefits?
- Salary +Stock Units + commissions! ****
- Hybrid work environment You can choose to work from Home, Office or Flex!
- World class new hire training and onboarding
- Education allowance
- Unlimited Time Off Policy
- Private health insurance allowance & Annual fitness reimbursement
- Opportunity to work with amazing colleagues who embody HubSpot’s HEART core values
- Primary Caregiver Leave of 16 weeks and Secondary Caregiver Leave for 6 weeks
- Check out the **** HubSpot Website to see all our wonderful Benefits
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
India Applicants: link to HubSpot India's equal opportunity policy here.
About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a companywhere people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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