{"id":1716673,"url":"https://alion.io/job/blackpanda-partner-sales-manager-japan","title":"Partner Sales Manager, Japan","company":{"id":50232,"name":"Blackpanda","domain":"blackpanda.com","url":"https://alion.io/company/blackpanda","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"BambooHR","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["Tokyo, Japan"],"countries":["JP"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":40000,"max_usd":86000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":13},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Windows","optional":false},{"name":"JavaScript","optional":true},{"name":"Node JS","optional":true}],"status":"live","first_seen_at":"2026-10-02T18:50:00Z","employer_posted_date":"2026-10-02","last_verified_at":"2026-10-28T05:47:24Z","board_verified":true,"closed_at":null,"days_open":25,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":25},"description":"About Blackpanda\nSomewhere in Tokyo tonight, a server room is on fire. Not literally - though sometimes it might as well be. A ransomware note is blinking on a managing director's screen in a tower above Shinjuku. A family office in Nihonbashi is locked out of its own ledgers. A trading desk in Marunouchi is running orders on paper. Down the coast in Yokohama, a hospitality group has just learned its booking system isn't its own anymore. Somewhere in Japan - from Tokyo and Osaka to Fukuoka and Sapporo somewhere across Japan - a CIO and his team is staring at the ceiling at three in the morning, wondering who to call.\nThat call comes to us.\nBlackpanda is Asia's premier cyber crisis response firm - Lloyd's of London-accredited, regionally headquartered, and built for one purpose: to walk in when the worst has already happened, and walk out leaving the company still on its feet. We do incident response and digital forensics. That is it. No identity crisis about what we are. We are pure IR, and we like it that way.\nThree channels, one operating force.We reach the market in three ways, and every channel feeds the same unit.\nConsulting.Hourly, senior-led engagements for enterprises and board-level matters where complexity, sensitivity, or scale demand our most experienced operators.\nIR-1.Our proprietary fixed-cost subscription is sold through IT channels and underwritten on our own insurance paper. IR-1 puts a real response solution in the hands of mid-market and small companies who have never been able to afford traditional cyber cover - paid up front, before the breach, with our team on the other end of every activation.\nTraditional cyber insurance.Full-stack policies for the mature, board-level buyer, with our response practice on the inside of every claim. Not a panel. Not a vendor. Our own people.\nAs a Lloyd's coverholder, the revenue arrives before the breach, not after it. Where traditional insurers park that float in markets, we pour ours straight back into the team - into people, training, tooling, and hours on the keyboard against real adversaries. Our gross margins run roughly two times those of traditional IR firms, and every point of that advantage compounds inside the unit.\nThe Cyber In-Extremis Force.At the centre of everything is the CIF.\nBorrowed the term from the special operations world and you'll understand what we mean by it. In extremis describes the moment a situation has moved beyond the tolerance of conventional units. When the building is already burning. When there is no time, no margin, no second chance. In-extremis forces are the no-fail option - who you call when calling anyone else means accepting the loss.\nBlackpanda was founded by three former operators of the Commander's In-Extremis Force, one of five CIF teams the United States military positioned around the world, theirs based out of Okinawa. They built this firm because they had served inside the original - and they know what right looks like. How the best are selected. How the best are trained. How the best stand ready when the call comes. They are building the cyber equivalent the only way they know how: same standards, same discipline, same refusal to compromise on who gets to wear the patch.\nWe set a hard floor under who is allowed in the room. Every responder on the CIF roster holds - or is actively earning - multiple SANS Institute certifications, the most rigorous DFIR qualifications in the field. Network forensics, enterprise cloud, Linux, Windows, adversary tradecraft. The company pays for the coursework. The company pays for the certifications. The bar is not negotiable.\nBy the end of 2026, Blackpanda expects to field 25 full-time incident responders - by a wide margin the largest pure-IR team in Asia-Pacific and Japan. You want to run with the best? You have to be trained by the best. We do this so that one day there is no question - inside the firm or outside it - about who is the best.\nOur Core Values\nSincerity - If we say we'll do it, it's as good as done. In combat, you have to know your right flank will be there at 0200 when they said they would. The work is the same.\nUnity - Debate fiercely, then commit fully. We all row in the same direction.\nEfficiency - Timing beats speed, precision beats power, leverage beats strength.\nHumility - Humility forms the basis of honor. We listen, then we act, then we listen again.\nGrit - We don't sugarcoat setbacks or bad news. We face challenges head-on and we don't quit when it gets hard.\nOur story:\nBlackpanda is Asia's leading cyber incident response company, delivering digital emergency response across three integrated channels: IR consulting, IR-1 assurance subscriptions, and Lloyd's of London-underwritten cyber insurance. Each is purpose-built for a different buyer, whether enterprise, mass market, or sophisticated risk-transfer clients, and each stands alone as full incident response. Together, these channels reach the entire commercial market, because our mission is to provide digital emergency response for everyone. Buy all three and they combine into the complete post-attack recovery solution: preparation in advance, response the moment you're hit, and financial recovery paid for by insurance. One local team to help you get ready, respond, and recover.\nOur Mission:To provide digital emergency response to everyone.\nOur Vision:Accessing cyber incident response is as universally accessible as dialing 9-1-1.\nWhat we are looking for:\nThis role sits at the core of our commercial operations, responsible not only for developing and managing strategic partner ecosystems but also for co-creating the foundational processes that enable seamless service delivery. Beyond driving channel growth, you will work hand-in-hand with partners to establish scalable operational models for order management, fulfilment, and customer engagement-areas that are still being built within our organization.\nAs a quota-carrying, growth-oriented role, you will blend relationship management, business development, and operational creativity, ensuring both direct clients and partners experience proactive, high-value engagement. You will be instrumental in shaping a partner ecosystem that goes beyond sales, fostering collaboration to design sustainable business structures that accelerate long-term growth in cybersecurity services.\nResponsibilities and Duties:\nBuild and evolve a scalable partner ecosystem, including recruiting, onboarding, tiering, and engagement strategies\nDevelop and manage strategic relationships with channel partners, resellers, and system integrators.\nDesign and lead structured partner programs (incentives, enablement, performance metrics)\nDrive partner activation and revenue through joint go-to-market planning and co-selling\nCollaborate with partners to develop and implement operational models for seamless service delivery to clients\nLead partner-driven campaigns to accelerate pipeline growth and account expansion\nWork cross-functionally with internal teams (sales, marketing, services) to align partner efforts.\nMaintain accurate forecasting and reporting within the CRM.\nQualifications and Experience:\nMust-Have\n5+ years of experience in partner/channel sales, business development, or alliances\nProven experience in high-touch sales environments involving deal management\nStrong understanding of partner ecosystem strategy and program management\nStrong commercial instincts with a proven track record of consistently meeting or exceeding quotas\nExperience in enabling and managing relationships with strategic partners, including service providers, resellers, or technology vendors\nFamiliarity with cybersecurity services and ecosystem\nExcellent communication, negotiation, and stakeholder management skills\nOutstanding documentation skills for program materials, enablement kits, and operational processes\nAbility to operate autonomously and thrive in a fast-paced, cross-functional team\nBilingual proficiency (Japanese and English)\nNice-to-Have\nExperience building or scaling a partner program or channel GTM strategy\nKnowledge of Japan regional market dynamics and partner networks\nFamiliarity with CRM and partner management platforms\nSuccess Metrics\nRevenue growth generated through partners (direct and influenced)\nNumber of new partners recruited, onboarded, and activated\nPartner activation rate and engagement depth\nGrowth in the co-sell pipeline and opportunity conversion rates\nPartner engagement and satisfaction (via surveys or qualitative feedback)\nProgram adoption and effectiveness across strategic partners\nQuality and consistency of partner-enabled service delivery\nPartner-driven market expansion and brand visibility\nWhat we offer:\n40 days paid leave per year inclusive of public holidays, which may be taken at the discretion of the employee subject to compliance with our Leave Policy and the approval of their manager.\nLimited Work From Anywhere policy allotment, allowing for work from alternate locations contingent upon coverage provided by teammates and approved by manager for 5 days per quarter.\nEnrolment in the company's comprehensive corporate health plan that includes a large direct billing network for medical and dental coverage.\nOpportunities for inter-office travel, including a required annual week-long Tribe Onsite meet-up and quarterly week-long leadership Offsites.\n$5000 USD/year for professional training budget contingent on approval from manager with 12-month retention requirement\nCompetitive base salary with performance-based variable compensation tied to market results, plus equity participation in Blackpanda's growth.\nDeclamation:\nCandidates who successfully pass the Interview stage may be required to complete a Case Study, used to evaluate their technical knowledge and application of their skills in practical scenarios relevant to the role.\nBlackpanda is committed to building a culturally diverse company, and we value a broad set of opinions in our team. As we grow, we are looking to build a team with a range of viewpoints at its core, and we encourage applications from minority candidates and all genders however you identify (X/F/M).\nBlackpanda does not accept unsolicited resumes from recruitment agencies. We will not be responsible for any fees related to unsolicited candidates submitted by recruiters with whom we have not established explicit, written agreements for our job vacancies. By submitting any candidate information, recruiters agree to forfeit any claim to fees should their candidate be hired without an established agreement with Blackpanda.","description_format":"text","description_chars":10584,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"Japanese","level":"All levels","optional":false}]},"benefits":["Equity"],"hiring_locations":[{"name":"Japan","iso":"JP","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","Incident Response","Civil Defense"],"lifecycle":[{"event":"open","at":"2026-10-02T18:50:00Z"}],"visa":[],"liveness":{"score":56,"band":"ok","label":"Likely open","p_open":1,"p_active":0.746,"p_room":0.75,"age_days":25,"expected_fill_days":28,"reasons":["conf:0","win:late"],"computed_at":"2026-10-28T05:59:10Z"},"pay":null,"html_url":"https://alion.io/job/blackpanda-partner-sales-manager-japan","json_url":"https://alion.io/job/blackpanda-partner-sales-manager-japan.json","meta":{"generated_at":"2026-10-28T09:37:55Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":12676,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-29T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":50232},"rest":"https://alion.io/mcp/rest/get_company?id=50232"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fblackpanda-partner-sales-manager-japan"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fblackpanda-partner-sales-manager-japan"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fblackpanda-partner-sales-manager-japan"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/blackpanda-partner-sales-manager-japan\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fblackpanda-partner-sales-manager-japan"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":1716673}},{"tool":"search_jobs","arguments":{"company":"blackpanda.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":1716673},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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