Senior Manager, SMB & Channel Sales Japan

Senior Manager SMB & Channel Sales - Japan

Hybrid Tokyo

The Senior Manager SMB & Channel Sales Japan is responsible for leading and developing a high-performing team of SMB Account Executives to drive SAS software cloud and AI solutions growth across the Japanese market.

This role will define and execute the Japan SMB go-to-market strategy accelerate new logo acquisition expand existing customer relationships and maximize partner-led growth through distributors resellers systems integrators and cloud ecosystem partners.

The successful candidate will be a strong sales leader with a proven track record of building high-performance teams driving predictable revenue growth and developing strategic partner ecosystems. The role requires close collaboration with Marketing Channel & Alliance Management Customer Advisory Consulting Customer Success Sales Operations and Product organizations to accelerate pipeline generation customer acquisition and long-term revenue expansion across Japans SMB segment.

Key Responsibilities

Business Leadership & Revenue Growth

• Own and deliver Japan SMB software hosting and education revenue targets.
• Drive new customer acquisition while expanding wallet share within the existing installed base.
• Develop and execute annual and quarterly business plans aligned with SAS Channels growth objectives.
• Establish a repeatable and scalable sales motion that delivers predictable pipeline and revenue outcomes.
• Ensure forecast accuracy and operational discipline through rigorous pipeline management and deal inspection.

Sales Leadership & Team Development

• Lead coach and develop a team of SMB Account Executives and Inside Sales professionals.
• Engage with customers jointly with our career-level SMB Account Executives
• Build a high-performance accountability-driven culture focused on winning new business and customer success.
• Conduct regular pipeline opportunity and forecast reviews.
• Recruit develop and retain top sales talent.
• Create clear performance expectations career development plans and succession strategies.

Partner & Ecosystem Growth

• Develop joint business plans with distributors resellers and systems integrators
• Expand partner-led pipeline and partner-sourced revenue contribution.
• Drive market coverage and customer reach through the indirect sales ecosystem.
• Work closely with the Partner management team to enable partners to effectively position SAS Data and AI analytics and cloud solutions within the SMB market.

Go-to-Market Execution

• Partner with Marketing and Partners/Distributor to execute demand generation digital marketing and field engagement programs.
• Collaborate with Customer Advisory to drive customer value realization and successful sales outcomes.
• Leverage data-driven insights to improve sales productivity conversion rates and territory performance.
• Provide regular business reviews market insights and executive updates to SAS APJ leadership.

Cross-Functional Collaboration

• Partner with Sales Operations on segmentation territory planning account assignments and quota setting.
• Collaborate with Distributor and Customer Success to improve adoption retention and expansion opportunities.
• Act as a voice of the Japanese SMB market providing feedback to APJ Channels teams on market trends and customer requirements.

Required Experience & Qualifications

• Bachelors degree in Business Technology Economics Marketing or a related discipline.
• 10 years of enterprise software SaaS cloud AI analytics or technology sales experience.
• 5 years of successful sales leadership experience managing quota-carrying teams.
• Strong track record of consistently exceeding revenue targets and delivering sustainable business growth.
• Experience managing both direct sales and especially partner-led sales motions.
• Demonstrated success building territory plans pipeline generation programs and forecast discipline.
• Experience selling data analytics AI cloud or digital transformation solutions is highly desirable.
• Strong understanding of the Japanese SMB and mid-market business landscape.
• Native-level Japanese and strong business English communication skills.

Preferred Experience

• Experience working with distributors and multi-tier partner ecosystems in Japan.
• Experience selling AI analytics data management cloud platforms or enterprise software solutions.
• Familiarity with life sciences manufacturing financial services retail healthcare public sector or technology industries.
• Experience operating within a matrixed global organization.

Key Competencies

• Strategic Sales Leadership
• New Logo Acquisition
• Pipeline & Demand Generation
• Forecasting & Revenue Management
• Partner & Channel Ecosystem Development
• Executive Customer Engagement
• Business & Territory Planning
• Change Management
• Operational Excellence
• Results Orientation

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