Strategic Partnerships Manager

About this role

Based in Tokyo, Japan, the Strategic Partnerships Manager will drive merchant coverage and Gross Merchandise Value (GMV) growth for YouTube Shopping, a two-sided social commerce marketplace connected to YouTube’s creator and viewer ecosystem.

The role manages and scales commercial relationships with global and local marketplaces, brands, retailers, sub-affiliate networks, and store-builders. Responsibilities include acquiring and onboarding new commerce partners, expanding Stock Keeping Unit (SKU) availability, managing a portfolio of strategic and marquee merchants, and aligning account resources with global account-load guidelines.

The manager will lead business planning cycles, commercial negotiations, contract renewals, and legal alignments. The role also involves setting growth goals, expanding product catalog integrations, securing exclusive promotions and product drops, negotiating attractive commission rates, and supporting creator-led commerce campaigns. Additional duties include coordinating major regional sales events, resolving merchant and technical catalog escalations, and consolidating partner feedback to improve YouTube Shopping product features and infrastructure.

Minimum qualifications include a bachelor’s degree or equivalent practical experience and four years of experience in partnership management, business development, or a related field in e-commerce, retail, marketplaces, or technology platforms, with a different book of business. The role requires fluent communication in English and Japanese with local and regional partners, customers, and stakeholders.

Preferred qualifications include experience interpreting complex commerce legal agreements, negotiating agreement structures, and working with legal teams to draft and execute contracts. Candidates should be able to identify business opportunities, assess financial and business benefits, structure agreements, and discuss terms with strategic partners. The posting also names product feeds, API catalog integrations, merchant center setups, financial models, and product features as concepts the manager should be able to learn quickly. Experience building and managing commercial relationships with marketplaces, brands, or sub-affiliate networks is preferred, as is the ability to operate in a fast-paced, fluid environment and navigate ambiguity.