Senior Director, Partner Sales - Japan (Based in Tokyo)

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Location: Tokyo What you’ll do As the Senior Director of Japan Partner Sales, you will be responsible for driving revenue growth through Cloudflare’s partner ecosystem in Japan. You will lead a team of Partner Account Managers, set the partner strategy, build joint go-to-market motions for all partner types, build and maintain strong relationships with partners, and run the Japan partner organization as an AI-first team. Key Responsibilities Manage a team of Partner Account Managers, responsible for regional partner management, and revenue growth Responsible for managing Japan’s strategic partner ecosystem, including GSIs and Service Providers Partnership Development: Identify, evaluate, and onboard new strategic partners in Japan, with the technical capability and AI, Zero Trust, and SASE practice depth, to expand the company's reach and market penetration Sales Strategy: Develop and implement a comprehensive sales strategy for the Japanese market in collaboration with cross-functional teams, including marketing, product, IT, operations and finance Revenue Generation: Drive revenue growth through partner-led and co-sell motions, including joint sales calls, partner events, and marketing campaigns Relationship Management: Build and nurture strong relationships with key partners, including resellers, GSIs, MSPs, and distributors to maximize sales opportunities and customer satisfaction Sales Forecasting: Forecast sales projections and track performance metrics to assess the effectiveness of sales strategies and identify areas for improvement Market Analysis: Monitor market trends, competitor activities, and customer feedback to identify new business opportunities and make data-driven decisions Champion AI Ecosystem: Run the Japan partner organization as an AI-driven team. Embed AI tools and workflows across partner planning, qualification, enablement, joint account management, and execution. Raise the bar for how Cloudflare and our partners work together in an AI-first way. Coach partners to evolve their joint planning, technical enablement, and customer engagement motions alongside ours. Qualifications 10+ years experience in sales, distribution and channel leadership positions Bachelor's degree in Business Administration, Sales, Marketing, or related field Proven track record of success in partner sales or channel management, preferably in the technology industry Successfully managed GSIs and understand the GSI a