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BlackLine Logo BlackLine · IT - Software Development

Alliance Manager

Japan, Tokyo · Job Posted May 29, 2026
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Job Description

Get to Know Us: It's fun to work in a company where people truly believe in what they're doing! At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications. Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance. Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers. Work, Play and Grow at BlackLine!

Job Responsibility

  • Developing business with a selected group of strategic alliance partners (SAP, Deloitte, EY, etc.) within an assigned Geo(s) in the NA region
  • Responsible for BlackLine's strategic partnership with SAP relative to the assigned Geo(s) in the region
  • Building pipeline with SAP, driving incremental ACV, supporting sales related activities and Go-To-Market (GTM) planning
  • Account Planning & Targeting for Sales Regional Plays, Alliance Strategy & Planning, Program Management / Delivery, Executive Alignment, Stakeholder Management and Alliance Marketing
  • For each Strategic Consulting & BPO partner, responsibilities include Go-To-Market (GTM) planning and execution, pipeline generation, driving incremental ACV, partner enablement, and internal alignment across various departments
  • Responsible for the development of key relationships between regional sales team and Partner organization sales teams and leadership
  • Maintain accurate pipeline & results that communicate to key stakeholders the effectiveness of the alliance program & investments
  • Within assigned Geo(s), drive and 'quarterback' pipeline alignment and joint deal execution, working across BlackLine's sales team and the assigned partner teams, towards target revenue numbers for the Geo(s)
  • Actively promote alliance value proposition within BlackLine, SAP and Alliance Partner organizations
  • Maximize regional SAP field relationships and champions
  • Proactively generate regional SolEx pipeline
  • Attain/exceed SolEx ACV quota for assigned Geo(s)
  • Orchestrate Power of 3 (BlackLine + Global Consulting Alliances + SAP) in all SolEx deals
  • Execute Global Strategic Alliances business plans at local level
  • Regionalize plan as appropriate
  • Proactively drive regional GCA demand generation and pipeline
  • Originate and drive GCA committed accounts process
  • Extend regional GCA practices creation (Audit, F&A, SAP)
  • Significantly expand and track local Partner Network of BL Champions
  • Single point of contact for all Global Strategic Alliances' teams in Geo(s)
  • Drive holistic ecosystem alignment to assigned Geo(s) sales team across all partner types/tiers
  • Manage regional partners to support lower/mid Enterprise (if appropriate)
  • Regional partner development, simplified business plans & execution
  • Proactively generate Partner driven pipeline for the region
  • Joint account mapping & targeting with all partners
  • Partner matching to accounts with sales
  • Partner deal engagement, deal closure, etc.

Requirements

  • Years of Experience in Related Field: 3+
  • Education: Bachelor's degree, Masters preferred
  • Experience in Partner / Alliance Management managing SI partners including experience with a variety of partner types preferred (e.g. ISVs like SAP, Big 4, Global SI's, boutiques and Regional SI's)
  • 3+ years' experience in finance/accounting related business experience preferred
  • Understanding of service offering creation, marketing, lead generation processes and key performance indicators/value drivers for large professional services / SI organizations
  • Practical experience in supporting definition and delivery of solutions with partner leads/P&L owners
  • Track record of delivering measurable results, regularly meeting or exceeding targets
  • Superior ability to build and maintain positive working relationships
  • Exceptional analytical, organizational, and project management skills
  • Ability to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program ROI and effectiveness
  • Strong tolerance for ambiguity
  • ability to focus and execute in a rapidly changing environment, take charge and make things happen
  • Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act
  • Willingness to travel on as-needed basis, regionally and occasionally globally
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