Solution Provider Rep

POS-29415

Who are we?

HubSpot is a leading customer relationship management (CRM) platform for scaling companies. Tens of thousands of customers all over the world use our marketing, sales, and customer success software to grow their businesses. It's our mission to not just help them grow, but to help them grow better.

At HubSpot, we believe that our values live in our hearts, not our hallways. We want to build a company where people feel empowered to do their best work, wherever they are. Our Japan office is located in Tokyo, however this role is open to remote / hybrid / office workers.

HubSpot's Provider Partner Program is in its 8th successful year, and we're looking for a new team member in Japan to help us accelerate growth in 2025. 2023 and 2024 have been very high growth for us so far –we grew revenue and our provider community substantially and launched operations in Japan in addition to our existing teams in (LATAM, NAM, EMEA) – but we're still in the early innings and are looking for a team member to build the program further in Japan.

In this role, you'll be part of a team transforming HubSpot's downmarket partnership strategies. This is the first step in moving towards a truly digital-first program. We will target businesses that have an appetite for recommending and building services around HubSpot's professional+ products but need more time to make the leap to the full partnership.

A part of this role will be highly transactional, requiring you to manage a high volume of applications, leads, and opportunities - nice "problem" to have! Your business background will be instrumental in developing the consultative aspect of your portfolio, leading to the closure of larger, more complex deals. To manage hundreds of providers and close up to 50+ deals per month, we're looking for a highly organised, focused, innovative, and fast-paced individual.

Candidates should also know that we rely heavily on a touchless acquisition, activation, and reselling model. Therefore, providers accepted into the program often need immediate coaching to build a lead list and sell to their client and prospect base (within the first 1 to 2 weeks). This program operates in an Overlay Model, meaning we do not directly retire quota. Everything our providers close is retired by the appropriate territory direct rep, and we get paid on influenced MRR. Our job is to aid in that closed business with the provider and facilitate collaboration with the sales org. The ideal candidate for this role will also be capable of consulting partners on how to grow their business through selling HubSpot and their services, and have experience coaching prospects and customers on HubSpot tools.

In this role, you'll get to:

• Evaluate all incoming applications while being a trusted partnership coach to your top providers and nurturing the rest of your book (~750) through one-to-many strategies
• Position the value in developing services around professional+ HS products
• Build business development plans with providers (100+)
• Work with providers to source and close channel deals through an overlay sales model
• Collaborate closely with the global Provider PDM team
• Develop relationships cross-functionally
• Identify providers who should upgrade to the full partnership
• Work in a fast-paced, high-volume environment
• Create your own playbooks and strategies

We are looking for people who:

• Previous experience in SaaS Sales and/or a partner mgmt role
• Have the desire and commitment to do what it takes to be successful in partner sales
• Have an entrepreneurial spirit and are comfortable building out a new program and operating without a playbook
• Have a positive outlook and a growth mindset
• Motivated by a team quota
• Have a sharp focus on their goals and a strong ability to take responsibility for their successes and failures
• Superior communication skills, both written and verbal, including a strong attention to detail
• Strong time management skills

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