Distribution Partner Manager (Tokyo, Japan)

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. 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. 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. 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. We are looking to hire our first partner resource in Japan to specifically support local agencies, systems integrators, consultancies, and commercial partners (resellers). 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. 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. What you'll do at Figma: - 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 - Partner with Figma’s GTM teams to source, scope, and progress partner-influenced sales opportunities - 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 - Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with the partner enablement team - 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 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) - Built partner tactics, programs, and / or strategies from scratch - Managed relationships with multiple strategic partners at once to drive new business - 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 - Spent time in the design and / or digital product development industry - Experience selling to technical audiences - Experience with UX/UI design principles and collaboration tools - Proven experience using a sales methodology, ideally Command of the Message or MEDDICC 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. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to [email protected]. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: - Holding interviews in an accessible location - Enabli