Sales Director - JAPAN

UnaBiz is a young and fast growing Internet of Things (IoT) technology company.
Our team is united and motivated by a common goal: to enable the IoT to change the world, to create a better world for everyone. We believe that society as we know it will never be the same again and we want to drive this transformation.
Openness is part of our DNA. UnaBiz stands for gender equality and encourages diversity in its team.
The team is made up of different nationalities working in our offices in France, Spain, Portugal, the Netherlands, Singapore, Taiwan and Japan. We believe that the diversity of cultures and experiences has brought UnaBiz to where it is today.
If you value growth and want to help companies embark on their digital transformation, join us now !

The Japan Sales Director leads our Japanese Sales & Marketing engagements to achieve our regional customer acquisition and revenue growth objectives. Sales director 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. Sales director 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.

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 & 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 & 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 & 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 & 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 & 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 & bespoke solution specialists.
• Drive the writing of bespoke, in-house or packaged end2end customer proposals/RFT response, directly or indirectly via channel partners

What will make you successful?

• Be self-motivated, autonomous, and hands-on
•   Capable to take initiatives to problem solve in complex enterprise environment
• Excellent ability to communicate (verbally and in writing) to articulate problem resolutions or value propositions - in English and in Japanese
•  Quick to adapt to new situations and flexible
• Have integrity, likability, and respect for others
•  Passion for Massive IoT as a technology that will contribute to digitalisation
•   Willingness to expand as a global company
•   Capability to leverage the Group’s resources, whilst being independent on the ground

What skills will be necessary?
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 & end-platforms)
 Strong problem-solving skills and willingness to roll up one's sleeves to get the job done
●       Proven ability to articulate the distinct aspects of products and services and ability to position products/solutions against competitors
●       Excellent interpersonal and communication skills, both written and spoken; including ability and experience in engaging and managing multi-cultural stakeholders across all levels of seniority internally and externally
●       Excellent written and verbal communication skills - Japanese and English
●       Excellent listening, negotiation and presentation skills
●       Organizational skills for keeping track of various budgets, employees, and schedules simultaneously
●       Belief that teams succeed more when they work together and mutual respect with your coworkers
●       Strong video conference presence and experience engaging in a number of online meetings per day
 
Desirable Experience and Skills 

•  Work experience as a sales manager or director or sales & marketing director in technology sector in Japan
•  8 to 10 years work experience in FM, Supply Chain or Utilities market as Account/Sales Director, incl.
•  3 years+ successfully selling industrial IoT solutions in these verticals
• MS/BS degree in Marketing, Sales, Engineering or equivalent preferred