Japan Sales Director
UnaBiz, Japan

UnaBiz is looking for a Japan Sales Director to lead our Sales amp; Marketing engagements and achieve our regional customer acquisition and revenue growth objectives. The Sales Directors’ responsibilities include developing key growth sales strategies, tactics and action plans, in line with the Group’s global strategy but adapted to the Japanese market. Successful execution of these strategies is required to achieve your financial targets.

Your duties will include hitting annual targets, supporting hiring and management of a high performing pre-sales, account and customer success team, building and maintaining customer and partner relationships as well as understanding customer trends. You will be reporting directly to the Group Chief Commercial Officer.

If you are resourceful, enterprising and looking for challenges to build a connected world, join us!

Requirements

Sales

• Own and hit/exceed annual sales targets within assigned territory and accounts
• Develop and execute strategic sales plan to achieve sales targets and expand our Japanese client amp; solution partner portfolio with our offering of bespoke, in-house and packaged end2end solutions
• Specifically, define a customer/partner acquisition plan aligned with the group’s strategic focus and local market specificities, and after validation by the business, execute

Customer Relationships amp; Strategic Account Management

• Build and maintain strong, long-lasting customer relationships
• Listen to understand customers’ business needs and objectives, capture and document them back to the business
• Effectively communicate the UnaBiz value proposition through proposals and presentations
• Understand category-specific landscapes and trends
• Reporting on forces that shift tactical budgets and strategic direction of accounts

Multi-Channel Management

• Build and maintain strong, long-lasting vertical-specific partnerships, in line with the group’s strategy
• Co-create solutions and joint GTM strategy with such channels in your territory
• In addition, leverage the Japanese 0G Operator channel whenever possible to win ‘sell through’ business
• When relevant, sell directly to selected strategic end customers (SME or Enterprise) and provide the end2end system integration service
• Prevent channel conflicts with clear rules of engagement and manage these (if any)

Strategic Business Development

• Identify key business development initiatives to enter new markets or expand into existing markets, and, after validation by the business, either pursue or support
• Identify and, after validation by the business, pursue selected ‘whale’ opportunities with Japanese-based decision makers

In-Country Marketing amp; Communication

• Be the ‘face of the company’ in your local market
• Manage liaison with local press, industry groups as relevant to support business growth
• Work with Global Marketing to co-define a local marketing plan including products amp; solutions fit for your market and to localise content and campaigns that will raise awareness for UnaBiz locally and will generate leads in targeted verticals
• Work with Global Comms team to co-define local communication plan and support its execution

Team Leadership amp; Cross-company Collaboration

• Lead the UnaBiz Japan team - from hiring, career management and day2day management
• Establish and maintain key relationships with internal group stakeholders to obtain necessary support to design and deliver key solutions and offers to market
• Collaborate and share experience with pre-sales amp; bespoke solution specialists.
• Drive the writing of bespoke, in-house or packaged end2end customer proposals/RFT response, directly or indirectly via channel partners

• Proven work experience in strategic sales and account management in Japan, meeting or exceeding targets
• Demonstrable experience as strategic sales lead in the tech sector, developing client-focused, differentiated and achievable solutions
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Proven track record of managing all aspects of the sales cycle and driving sales from acquisition, discovery, RFT response to closing - in the field of massive IoT and/or in our focus verticals (Supply Chain, FM, Utility, Security)
• Experience working remotely in a multicultural environment
• Solid technical background with understanding and/or hands-on experience in IoT ecosystem (devices, protocols, middleware amp; end-platforms)
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Job Rewards and Benefits