Head of Channel Sales Japan

About the role

We are building our reseller channel in Japan from the ground up and need a strategic leader to shape the market approach, turn opportunities into actionable plans, and drive execution. You will work across sales, product, marketing and operations to create a scalable channel that fuels growth.

Key responsibilities

• Define and implement the strategy for growing the reseller channel, prioritising customer segments, partner types and market opportunities.
• Translate strategy into focused initiatives with clear goals, owners and success metrics.
• Assess market potential, decide where to invest and when to scale.
• Design the commercial approach, including partner proposition, incentives, sales model and performance measures.
• Lead cross‑functional teams to remove barriers and build repeatable processes.
• Oversee Partner Managers in partnership execution from business development to ongoing management.

Required profile

• 15+ years of experience developing commercial or go‑to‑market strategy with measurable growth.
• Proven record of leading complex initiatives and aligning cross‑functional teams.
• Strong analytical and commercial judgment to size opportunities and make trade‑offs.

Required skills

• Fluent in Japanese and English.
• Strong analytical mindset with ability to interpret performance data and model channel economics.