主な業務
・日本市場におけるAMRチャネル戦略の策定・実行代理店/リセラー/SI
・ターゲットパートナーSI/代理店/リセラーの選定、開拓、オンボーディング推進
・AMRのGTM推進ユースケース定義、提案価値設計、競合整理をパートナーと共同でリード
・パートナーKPI設計と運用パイプライン、受注率、導入数、拡張および定例レビューの実施
・パートナーイネーブルメントAMR製品トレーニング、提案資料、営業プレイブックの整備・提供
・AMR市場/競合動向の把握と、チャネル施策・優先順位への反映
・必要に応じたチャネルガバナンス設計パートナー分類、協業モデル、ルール整備と経営向けレポート
必須スキル
・AMR領域におけるチャネルセールス経験3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
・ロボット/自動化、物流、製造業などオペレーション型業界への提案経験
・パートナープログラム設計ティア、インセンティブ、販売制度や条件交渉の経験
・売上予測、KPI運用、データに基づくパートナー改善の経験
・タイムマネジメント能力、問題解決力
・スタートアップ環境での実務経験
求める人物像
・戦略と実行の両方を担い、現場でやり切れる
・社内外を巻き込み、スピード感を持って案件を前に進められる
・数字と事実をもとに優先順位をつけ、成果にこだわれる
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
・Develop and execute the AMR channel strategy in Japan (distributors/resellers/SIs)
・Identify, recruit, and onboard target partners (SIs, distributors, resellers)
・Co-lead AMR go-to-market with partners (use-case definition, value proposition design, competitive positioning)
・Define and operate partner KPIs (pipeline, win rate, deployments, expansion) and run regular business reviews
・Enable partners with AMR training, sales materials, and playbooks
・Track AMR market and competitor trends and reflect insights in channel initiatives and priorities
・Design channel governance as needed (partner segmentation, engagement model, rules of engagement) and report to leadership
Must-have Skills
・3+ 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
・Sales experience in operations-heavy industries such as robotics/automation, logistics, or manufacturing
・Experience with partner program design (tiers, incentives, sales programs) and commercial negotiations
・Experience in forecasting, KPI operations, and data-driven partner performance improvement
・Strong time management and problem-solving skills
・Experience working in a startup environment
Ideal Candidate
・Owns both strategy and execution, and consistently delivers outcomes on the ground
・Moves deals forward quickly by aligning internal and external stakeholders
・Prioritizes effectively based on facts and numbers, with a strong focus on results
Interview Process
・Resume screening → interviews (multiple rounds) → final interview → offer (process may change depending on hiring needs)
Channel Sales Director • Tokyo, Japan
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