As Alliance Sales Manager, you will own discovery of alliance partners and design of collaboration models that drive Xinobi AI's growth.
Working closely with executives and the product organization, you will lead end‑to‑end from model design to KPI management, advancing a partnership strategy that brings the Personal AI into real‑world production.
【Responsibilities】Alliance Strategy
Prioritize targets, define selection criteria, and design co‑sell models
Integrate with the company roadmap in collaboration with executives and engineering
Partner Sourcing and Relationship Building
Drive negotiations with key partners, NDA execution, and partnership contracts
Build relationships at executive levels
Build Xinobi's Alliance Patterns
Establish standard implementation processes and team structures
Revenue Model and Contract Management
Conclude referral/reseller agreements. Design incentives and rebate schemes
Monitor KPIs and run quarterly reviews of deal performance
Team Building and Management
Develop the alliance team. Design org structure and share knowledge
Orchestrate cross‑functional execution across internal and external stakeholders
【Required Qualifications (MUST)】
5+ years of experience in partner sales or business development in B2B
End‑to‑end experience from alliance strategy design through execution and monitoring
Proven collaboration with partners in cloud/SaaS/tech domains
Ability to independently build and run proposals, contract schemes, and execution plans
Excellent communication skills across diverse internal and external stakeholders
English:
business level, including negotiations with overseas vendors and global partners
Experience leading cross‑org projects as a manager
Startup or venture experience, or strong bias for speed in project execution
【Preferred Qualifications (WANT)】
Negotiation experience with cloud vendors such as AWS, GCP, Azure, or Salesforce
Knowledge and network across SIers, consulting firms, and resellers
Experience selling or implementing AI/LLM or data products
Understanding of SaaS revenue structures such as OEM, resell, and referral agreements
0‑to‑1 new business launch experience
Track record of launching and scaling global partnerships
Facilitation skills that bridge executive and engineering perspectives to drive decisions
【ポジション概要】
アライアンスセールスマネージャーは、Xinobi AIの事業成長を牽引するアライアンスパートナーの発掘とそこにおける協業モデル構築の責任者です。
経営陣や開発チームと密に連携し、協業モデルの設計からKPIマネジメントまでを一貫して担うことで、「パーソナルAIを社会実装するパートナーシップ戦略」を推進します。
【主な業務内容】
アライアンス戦略の立案・推進提携先の優先順位付け、選定方針、共販モデルの設計
経営層・開発チームと連携した事業ロードマップへの統合
パートナー発掘・関係構築主要パートナーとの折衝・NDA締結・提携契約の推進
役員・経営層レベルでのリレーション構築
Xinobi社におけるアライアンスパターンの構築標準導入プロセス、体制の整備
収益モデル・契約管理紹介/再販契約の締結、インセンティブ・リベート制度設計
取引実績のKPIモニタリングと四半期レビュー運用
チームビルディング/マネジメントアライアンスチームの育成・体制設計・ナレッジ共有
社内外関係者を巻き込んだ実行力強化
【必須要件(MUST)】
B2B領域でのパートナーセールス/事業開発経験(5年以上)
アライアンス戦略の立案~実行・モニタリングまでの一連の経験
クラウド/SaaS/テック領域におけるパートナー企業との協業実績
提案資料・契約スキーム・実行計画を自ら構築・運用できる力
社内外の多様なステークホルダーと協働する高いコミュニケーションスキル
英語:
ビジネスレベル(海外ベンダーや外資パートナーとの交渉を想定)
マネージャーとしてチーム/組織横断のプロジェクトをリードした経験
スタートアップ、ベンチャー経験のある方。もしくはスピード感を持ったPJ、業務推進に抵抗のない方。
【歓迎要件(WANT)】
クラウドベンダー(AWS / GCP / Azure / Salesforce 等)との折衝経験
SIer・コンサル・代理店ネットワークに関する知見・人脈
AI/LLM・データプロダクトの販売・導入支援経験
*SaaS事業の収益構造(OEM/再販/紹介契約)**の理解
0→1フェーズの新規事業立ち上げ経験
グローバルパートナーシップの立ち上げ・拡大実績
経営陣・開発チーム双方の言語を理解し、意思決定を促すファシリテーション力
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