Distribution Partner Manager (Tokyo, Japan)

Tokyo, JapanHybrid

Responsibilities

Identify, evaluate, and onboard new prospects for our official distribution partner program
Manage existing service partners to drive revenue for Figma while serving the needs of our Japanese customers
Manage stakeholder relationships with both official and unofficial distribution partners - including identifying new co-marketing and co-selling opportunities
Foster long-term relationships with partners by creating mutual success plans - including documenting wins and monitoring defined KPIs
Evaluate opportunities to mature and streamline our relationships with resellers in context of Figma's existing sales model
Develop and nurture internal relationships with sales, marketing, customer experience, and product teams; understand their needs, advocate for our partners, and find new areas of collaboration We’d love to hear from you if you have: 7+ years of total
Built partner tactics, programs, and / or strategies from scratch

Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI.
From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world.
This includes accelerating go-to-market (GTM) efforts, serving the needs of our customers, and bringing Figma’s platform to new organizations around the world.
This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy.
Partner with Figma’s GTM teams to source, scope, and progress partner-influenced sales opportunities
Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with the partner enablement team
experience in equivalent or relevant fields 3+ years of
experience in a GTM organization working with external professional services partners (SIs, agencies, consulting firms) and / or commercial partners (channel resellers, marketplaces, referral partners)
Native-level Japanese and full English fluency While it’s not required, it’s an added plus if you also have:
Worked at a service organization or channel partner in a direct GTM role
Experience with UX/UI design principles and collaboration tools Proven
experience using a sales methodology, ideally Command of the Message or MEDDICC
Additionally, if hired you will be required to attend in person onboarding.

If you require accommodation, please reach out to accommodations-ext@figma.com .

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all.
If you're excited to shape the future of design and collaboration, join us!
Figma’s distribution partnerships team is focused on unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances.
We are looking to hire our first partner resource in Japan to specifically support local agencies, systems integrators, consultancies, and commercial partners (resellers).
You will build new partner programs from scratch and scale our existing motions to new customers and partners across Japan.
This is a full time role in our Tokyo office within a hybrid environment.
Managed relationships with multiple strategic partners at once to drive new business
Spent time in the design and / or digital product development industry •
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past
experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.