About this role.
Fivetran is hiring a Partner Sales Manager to accelerate partner-sourced and partner-influenced revenue across the Tokyo region. The role focuses primarily on strategic ISV partnerships while also supporting SI and GSI relationships, joint go-to-market planning, field activity, account alignment, and co-selling. This is a remote, full-time sales role requiring strong territory planning, stakeholder management, prioritization, and accountability. The successful candidate will serve as a key link between regional sales teams and Fivetran’s broader partner organization.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would start by segmenting partners by strategic fit, customer overlap, market coverage, technical alignment, and historical revenue potential. I would then define joint goals, account priorities, enablement needs, and a shared cadence for pipeline inspection, field activity, and executive alignment.
I would identify shared target accounts and use partner data, sales feedback, and customer use cases to prioritize opportunities. From there, I would establish a joint value proposition, enable seller-to-seller introductions, launch focused campaigns or events, and track conversion through regular pipeline reviews.
I use a transparent prioritization framework based on revenue potential, strategic importance, timing, customer impact, and required effort. I communicate tradeoffs early, document commitments and milestones, and revisit priorities frequently as pipeline conditions change.
I would measure partner-sourced and partner-influenced pipeline, closed-won revenue, win rate, deal velocity, account engagement, joint activity completion, seller participation, and forecast quality. I would combine these quantitative measures with qualitative feedback on executive alignment and field readiness.
I would quickly learn their account priorities, demonstrate that I can create actionable opportunities, and follow through consistently on commitments. By bringing useful account intelligence, clear next steps, and a practical joint plan, I can earn trust through execution rather than relying only on relationship building.
From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.
Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on.
Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.
During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the Role
We are looking for a Partner Sales Manager (PSM) to join our Partner Sales Team. The Partner Sales Team’s mission at Fivetran is to own and accelerate regional partner success with majority focus on our key ISV partners, but not excluding our SI partners, revenue, and growth. PSMs are the “voice” of our sales teams back to the Fivetran Partner Organization to provide input on what is needed from our partners to co-sell effectively in their respective regions and markets.
This is a full-time, remote position based in and around Tokyo
Technologies You’ll Use
- Salesforce, Zinfi (portal), Looker, Crossbeam, g-suit
What You’ll Do
- Play a key role in creating the Enterprise regional partner strategy with our Technology, SI, and GSI partners in the region with the aim of driving both partner-sourced and partner-influenced pipelines and wins
- Create, and action a territory plan that fosters mutual engagement between Fivetran and our partners’ sales teams.
- Planning and executing partner GTM and field activities, driving account alignment, and co-sell opportunities.
- Create joint marketing and sales opportunities with and through strategic regional partners.
Skills We’re Looking For
- Develops robust plans for their work, breaking down larger projects into manageable tasks and creating timelines and milestones.
- Have a clear understanding of the organizational goals and can assess the impact of their work on those goals. Proactively align their tasks and projects to support those objectives.
- Effectively allocate resources, such as time and effort, to different tasks, considering the available resources and constraints.
- Able to handle multiple tasks and conflicting priorities, making informed decisions on how to allocate their time and effort to meet commitments.
Ensures Accountability
- Take ownership of their work, showing a strong sense of responsibility and dedication to delivering results.
- Communicate clearly and proactively, setting clear expectations with teammates, superiors, and other stakeholders regarding commitments and deadlines.
- Identify and address any obstacles or challenges that may hinder meeting commitments, taking initiative to find solutions or seeking support when necessary.
Builds Networks
- Cultivates strong relationships with key stakeholders within the Fivetran and Partner sales organizations.
- Actively expands professional networks through proactive outreach and initiated partner events
- Leads initiatives to foster collaboration and knowledge-sharing among partners.
Bonus Skills
- Fantastic network in the Fivetran ecosystem of technology partners
- Ability to acutely focus on the tasks that will make the most impact for the EMEA Fivetran organization.
Perks and Benefits
- 100% employer-paid medical insurance*
- Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays (including a year end Global Week of Rest), and volunteer days off
- RSU stock grants*
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
*May vary by country and worker type – please reach out to your recruiter for more information
Click here to learn more about Fivetran’s Benefits by Region.
We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.
Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.
To learn more about our candidate privacy policy, you can read our statement here.
We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don’t hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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