Partner Development Manager at Mapbox in Tokyo, Tokyo, Japan

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers. WHAT YOU'LL DO As a Partner Development Manager (PDM), you will be responsible for building and scaling the Mapbox partner ecosystem, starting in Japan and expanding across Asia over time. You will develop strategic partnerships with system integrators (SI), channel partners, and cloud/platform partners, with an initial focus on driving partner-sourced pipeline and accelerating market adoption. Over time, the role will expand to include ISV and SaaS ecosystem development to enable scalable, embedded use cases. You will work closely with Account Managers, Solution Architects, and Technical Program Managers to drive joint go-to-market initiatives, generate partner-led opportunities, and support revenue growth across enterprise customers. This role plays a critical part in establishing a scalable, ecosystem-led growth motion for Mapbox in Japan and laying the foundation for expansion across the broader Asia region. - Build and manage relationships with strategic partners across system integrators, channel partners, and cloud/platform ecosystems, with a phased expansion into ISV partnerships - Identify, recruit, and enable partners that can generate pipeline and accelerate Mapbox platform adoption - Drive partner-sourced opportunities and support partner-influenced revenue growth in collaboration with Account Managers - Develop and execute joint go-to-market initiatives, including co-selling and co-marketing programs - Enable partners to integrate Mapbox APIs and SDKs into their solutions and offerings - Establish repeatable partner engagement models and best practices that can scale from Japan to other markets in Asia - Align with internal teams including Account Management, Solution Architecture, and Technical Program Management to support partner success - Maintain a strong feedback loop between partners and Mapbox product teams to inform product development and improve partner experience - Analyze market trends, industry developments, and the competitive landscape to refine partner strategy WHAT WE BELIEVE ARE IMPORTANT TRAITS FOR THIS ROLE We are looking for a candidate who combines a strong business development mindset with the ability to build scalable partner ecosystems. The ideal candidate demonstrates: - A strong understanding of partner economics and joint go-to-market strategies - The ability to think strategically while executing hands-on to build partnerships - A customer-centric mindset with the ability to identify scalable, cross-industry use cases - Strong collaboration skills across sales, product, and technical teams A proactive and results-driven approach with the ability to operate in a fast-paced environment REQUIRED - 8+ years of experience in partnerships, alliances, business development, or enterprise sales within the technology industry - Experience working with system integrators, channel partners, or technology ecosystem partners - Strong understanding of the enterprise technology landscape in Japan - Proven ability to develop and execute partner go-to-market strategies - Strong relationship-building and stakeholder management skills - Experience working cross-functionally with sales, product, and technical teams - Business-level communication skills in both Japanese and English PREFERRED - Experience working with cloud platforms such as AWS, SaaS, or API-based products - Experience building or scaling partner ecosystems - Experience working with developer platforms or technology ecosystems - Experience working with partners across Asia or supporting regional expansion SUCCESS METRICS Success in this role will be measured by: - Partner-sourced opportunities and pipeline generation - Partner-influenced revenue contribution aligned with Account Management quotas - Number of strategic partners recruited, enabled, and actively engaged - Development of joint solutions and partner-led use cases - Expansion of the partner ecosystem in Japan and scalability of partner models across Asia WHAT WE VALUE In addition to our core values https://www.mapbox.com/about/values/, which are not unique to this position and are necessary for Mapbox leaders: - We value high-performing creative individuals who dig into problems and opportunities. - We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people. - We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company. - We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply. By applying for this position, you acknowledge that you have received the Mapbox Non-US Privacy Notice https://www.mapbox.com/legal/applicant-privacy-notice/ for applicants, which is linked here. Completing this application requires you to provide personal data, such as your name and contact information, which is mandatory for Mapbox to process your application. We are committed to a fair and equitable hiring process. We do not discriminate against any protected class.