Director of Channel Sales AMR
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Job Location:
Monthly Salary:
Posted on:
2 days ago
Vacancies:
1 Vacancy
Job Summary
Position : Director of Channel Sales AMR
Department : Sales / Business Development Department
Job Level : L6
Location : Tokyo Japan
Employment Type: Full-Time Employee
主な業務
日本市場におけるAMRチャネルセールス戦略を統括し事業目標に沿って推進代理店/リセラー/SI
主要パートナーエコシステムの構築拡大SI/代理店/リセラーの選定開拓オンボーディング育成
パートナーと連携したGTMをスケールユースケース戦略提案価値設計競合整理し再現性のある協業モデルを確立
チャネル目標と運用設計KPIフォーキャストQBRパイプラインガバナンス改善プランをリード
重要パートナーとの条件交渉を主導し商流制度設計ティアインセンティブルール整備を推進
社内Product/Engineering/Operations/Finance/Marketingと連携し販売導入成果創出までを統括
AMR市場/競合動向の把握とチャネル優先順位投資判断への反映
必要に応じてチャネル組織の強化採用育成評価目標管理および経営向けレポート
必須スキル
AMR領域におけるチャネルセールス経験5年以上代理店/リセラー
日本国内のSIネットワークに強みがある方
日本語英語ビジネスレベル読み書き会話
歓迎スキル
チャネルプログラム/商流設計ティアインセンティブMDFイネーブルメントの経験
物流/製造業などオペレーション型エンタープライズへの提案実績
グローバルチームを跨いだステークホルダーマネジメント/リーダーシップ経験
スタートアップ/スケールアップ環境での実務経験
求める人物像
戦略と実行の両方でリードし仕組み化しながら成果を出せる
パートナーとWin-Winの関係を築き再現性のある成長モデルを作れる
数字と事実に基づき優先順位と意思決定ができる
部門横断で信頼を得て強いアラインメントを作れる
選考プロセス
書類選考面接複数回最終面接オファー面接回数や内容は変更となる場合があります
Key Responsibilities
Own and lead the AMR channel sales strategy in Japan aligned with overall business goals (distributors/resellers/SIs)
Build and scale the core partner ecosystem: identify recruit onboard and develop key SIs distributors and resellers
Scale partner-led GTM motions (use-case strategy value proposition design competitive positioning) and establish repeatable collaboration models
Lead channel targets and operating cadence (KPIs forecasting QBRs pipeline governance performance improvement plans)
Lead commercial negotiations with key partners and drive channel framework design (tiers incentives rules of engagement)
Partner cross-functionally with Product/Engineering/Operations/Finance/Marketing to oversee sales deployment outcome delivery
Own AMR market and competitive intelligence and translate insights into channel priorities and investment decisions
Strengthen the channel organization as needed (hiring coaching performance management goal setting) and report to leadership
Must-have Skills
5 years of AMR-focused channel sales experience (distributor/reseller)
Strong network with Japan-based SIs
Business-level Japanese & English (spoken and written)
Nice to Have
Experience with channel program and commercial model design (tiers incentives MDF enablement)
Proven success selling into operations-heavy enterprise environments (logistics manufacturing etc.)
Leadership and stakeholder management experience across global teams
Experience working in a startup or scale-up environment
Ideal Candidate
Leads both strategy and execution builds systems and consistently delivers results
Creates win-win partner relationships and scales repeatable growth models
Data-driven decision maker who prioritizes effectively based on facts and numbers
Trusted cross-functional leader who drives strong alignment across teams
Interview Process
Resume screening interviews (multiple rounds) final interview offer (process may change depending on hiring needs)
Required Experience:
Director
Key Skills
- Crisis Management
- Marketing
- Public Relations
- Fundraising
- Media Relations
- Constant Contact
- Strategic Planning
- Social Media Management
- Team Management
- Public Speaking
- Wordpress
- Writing Skills
About Company
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