Lead Channel Sales Executive

• Bachelor’s degree required; Master’s (e.g., MBA) preferred.
• 10+ years channel/alliances experience with a strong record of scaling global or strategic partners.
• Proven ability to define and execute multi-year strategies and influence executive stakeholders internally and externally.
• Deep expertise in partner economics, incentive design (rebates/MDF), and market modeling.
• Exceptional executive communication, negotiation, and strategic analysis skills.
• Business-level proficiency in both Japanese and English is required.

•    Develop and implement channel sales strategies to achieve sales targets, budget, goals and business objectives.
•    Build and maintain executive-level relationships with assigned partners
•    Identify, recruit, and onboard new channel partners.
•    Manage and nurture relationships with existing channel partners to maximize growth.
•    Provide training and support to channel partners to ensure they are equipped to sell our products/services effectively.
•    Monitor and analyze partner performance, providing feedback and support.
•    Collaborate with internal teams (e.g., marketing, product development) to ensure alignment and support for channel partners.
•    Prepare and present regular reports on channel sales performance and market trends.
•    Stay up-to-date with industry trends and competitive landscape to identify new opportunities for growth.
•    Conduct regular business reviews, including monthly, quarterly and yearly reviews, with channel partners to assess performance and identify areas for improvement.
•    Develop and manage channel marketing programs and initiatives to drive partner engagement and sales.
•    Resolve any conflicts or issues that arise with channel partners in a timely and effective manner.
•    Participate in industry events and trade shows to promote the company and its channel program.
•    Work closely with the finance team to manage channel partner incentives.
•    Develop and maintain a deep understanding of the company’s products/services and their competitive advantages.
•    Own the largest, global, and most strategic partners with multi-country responsibility and multi-million-dollar influence.
•    Define multi-year channel growth strategies and segmentation frameworks; guide partner economics and profitability models.
•    Lead executive engagements with partner C-suite and UL senior leadership; negotiate strategic agreements and frameworks.
•    Design and orchestrate major co-sell/co-deliver programs and solution plays across geographies and business lines.
•    Act as the primary partner-facing leader and, where appropriate based on partner strategy, business maturity, and organizational needs, support, coordinate, or lead partner-generated opportunities throughout the customer lifecycle. Influence PLM and Portfolio strategy based on partner/market signal; champion requirements into roadmaps.
•    Set investment hypotheses for rebates, incentives, and MDF at strategic-partner level; evaluate ROI and adjust levers.
•    Serve as the channel voice in global planning, forecasting, and geographic expansion; provide competitive market outlook.
•    Act as senior SME and culture carrier for channel best practices (no people management).