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)
Required Experience:
Director
Experience: years
Vacancy: 1
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