Business Development and Account Manager – Japanese Army

Location: Tokyo, Japan

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Present in Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.

PURPOSE OF THE POSITION

Responsible for Developing Business in Japan

• Develop new business in the Defense domain
• Defense: Private (industry) and Ministry of Defense especially for Army
• Proactive contact to potential customers and partners to promote Thales portfolio, capture customer needs and requirements to locate new opportunities.
• Share the customer needs and requirements within Thales Group (Global Business Units – GBU’s and Business Lines – BL’s), define the best solution (product/system/service) during the upstream opportunity phase.
• Define the multi-year strategy for Army account
• Establish a winning strategy to sell the best solution together with Country Director and Head of Defense Account Sales Director, and direct Manager and obtain consensus from GBU’s and BL’s
• Implement the winning strategy with GBU’s and BL’s from pre-sales to final selection by the customer

RESPONSIBILITIES

KNOW THE MARKET

Ensure a basic knowledge of the Defense procurement market in Japan

• Current and future operational requirements, acquisition budgets and capability gaps
• Local industry capability, segmentation, aspirations,
• General trends with respect to go to market, technologies, export policy change, etc.
• Local networking to capture the latest market information
• Different procurement process of JMoD and Japanese Defense Industries - Educate these to TJKK colleagues and GBU/BLs

KNOW THE THALES PRODUCTS, AND THALES STANDARD

• Comprehensive, up to date knowledge of Thales product portfolio offerings to prospects and Government customers.
• Implement Chorus 2.0 process to Bid

DEVELOP THALES JAPAN NEW BUSINESSES

• Promotion of Thales products portfolio to Go-to-Markets (industry), Government customers and end-users.
• Understand customer missions, operational environments and priorities, broadens their understanding of Thales solutions in connection with their missions, and provides customer/market information to relevant GBU’s/BL’s.
• Convince customers in expressing their needs and operational concepts
• Support/contribute to localization of Thales activities including Defense Service Center

ESTABLISH A TRUSTED RELATIONSHIP GOVERNMENT CUSTOMERS, END-USERS and INDUSTRIAL PARTNERS

• Develop and maintain the customer & partner relations with the aim of increasing order intake and local activities

TEAM PLAYER

• Cooperate and support other members across Thales Japan, and target team objectives as a team player

GENERAL (Common)

• Comply with all relevant Company policies and procedures
• Fully adhere to Corporate & Social Responsibility (CSR) in force within Thales

REQUIREMENTS

• Strong business experience in negotiating in Defense sector
• Experience of working with international manufacturers serving Japanese market would be an asset
• Languages: Japanese/Native level, English/Business to Native level (Equivalent to TOEIC 900 and over)
• Capable to have business trip for both of domestic (meeting/demo at customer) and international (meeting with BLs, attend exhibition)

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.