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Corporate Partner Development Manager (PDM) – Japan

Responsibilities

- Co-Sell Partnerships
- Builds strategic relationships with partners to align on joint business objectives, ensuring long‑term success and mutual growth.
- Creates and nurtures a partner ecosystem in partnership with the extended GitHub and Microsoft team, to drive larger impact for customers.
- Facilitates matchmaking to drive opportunities (e.g., product and services), connecting partners to sellers and identifying how specific business needs can be met via GitHub solutions.
- Supports the delivery and integration of partner expertise and solutions into sales cycles that grow consumption of GitHub products.
- Collaborates with internal stakeholders (e.g., first‑line manager) to establish quality partner connections and orchestrate processes to set expectations and generate trust.
- Refers to partner business plans, Microsoft partner program, and GitHub partner program support strategy.
- Drives leads and opportunities for co‑sell ready partners with internal teams and provides feedback on Solution/Practice map coverage.
- Engages in partner‑to‑partner collaborations to provide solutions to customers and to scale offerings.
- Assists with partner co‑selling for GitHub's corporate‑focused partners to drive joint pipeline and partner consumption of GitHub products.
- Identifies and lands sales offers, incentives, and surface customer wins for partner sell‑with evidence.
- Supports account teams while navigating within the partner's solutions and expertise.
- Carries a target on partner‑influenced GitHub consumption and connects partners with sales teams to move sales forward.
- Leverages data insights and analytics to optimize pipeline health, forecast revenue accurately, and identify growth opportunities.
- Develops partner pipelines with GitHub and Microsoft sellers.




- Engages partners and sellers proactively to ensure right co‑sell prioritization and pipeline coverage to support targets.
- Participates in service sales forecasting, as well as account/territory planning to identify and address gaps.
- Drives pipeline reviews with top co‑sell partners and GitHub and Microsoft sellers to evaluate pipeline effectiveness.

- Partner Impact

- Drives consistency and scalability of partner programs from GitHub and Microsoft across Japan, ensuring alignment with regional priorities and compliance requirements.
- Leverages the voice of partners and customers through direct engagements, field surveys, and partner events, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers.
- Drives attendance to partner events. Connects resources and programs to support partner co‑sell pipeline velocity and alleviate friction points.
- Shares feedback among build‑with teams and executes on corrections of errors in response to feedback.
- Maintains and stays up to date on GitHub's sales compliance processes. Drives sales with partners in accordance with GitHub's compliance policies.
- Supports sponsorship of innovative solutions and the presentation of solutions.

Qualifications

- Required Qualifications
- 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience; OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration,



or related field AND 3+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience; OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 1+ year(s) experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience; OR equivalent experience.
- Fluent Japanese and proficient English language skills.

- Preferred Qualifications

- 7+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience; OR Bachelor's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 5+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience; OR Master's Degree in Sales, Marketing, Business Operations, Software Engineering, Business Administration, or related field AND 3+ years experience in core sales, channel sales, industry or solution selling, architecture experience, or business development experience; OR equivalent experience.

Equal Employment Opportunity

GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!

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📌 Corporate Partner Development Manager (Santiago)
🏢 Kubelt
📍 Santiago