National Account Manager

The National Account Manager - Japan is responsible for driving revenue growth across Japan by developing and executing sales strategies within top channel partners and their key end customers. This role focuses on building strong relationships with channel partners and their high-value sales representatives, and positioning StarTech.com’s value propositions and product portfolio to maximize customer engagement and revenue generation.

You will be reporting to the Country Manager - Japan and you will play a critical role in strengthening our channel ecosystem, unlocking new business opportunities, and positioning StarTech.com as a preferred partner for IT connectivity solutions.

What you will be responsible for:

Channel Partner Acquisition & Onboarding

• Identify, prospect, and onboard new channel partners, owning the full acquisition lifecycle.
• Develop and execute structured onboarding and enablement plans for strategic partners.
• Lead partner launch activities including training, product positioning, and go-to-market alignment.
• Drive early-stage pipeline development and first revenue generation from new partners.

Sales Execution & Business Development

• Execute outbound sales strategies to expand market reach and acquire new business.
• Build strong engagement with priority channel partners through consistent, multi-channel outreach.
• Identify and develop new end-customer opportunities through partner networks and direct prospecting.
• Deliver compelling value propositions across StarTech.com’s product portfolio to drive conversion.

Strategic Account Growth & Relationship Management

• Build deep relationships with key stakeholders within distribution and partner organizations.
• Collaborate with partner sales teams to access and grow strategic end-customer accounts.
• Identify revenue gaps and growth opportunities across assigned partners and accounts.
• Strengthen StarTech.com’s position as a trusted advisor within the channel ecosystem.

Pipeline & Opportunity Management

• Build and maintain a strong, qualified sales pipeline across transactional and project-based opportunities.
• Track performance, manage opportunities, and improve conversion rates using CRM tools.
• Maintain accurate forecasting and contribute to strategic sales planning.

Customer Success & Market Feedback

• Partner with Customer Success teams to ensure strong customer adoption and long-term retention
• Gather and share market insights, customer feedback, and competitive intelligence to support business strategy.
  
  

Essential Qualifications:

• Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience).
• 10+ years of experience in B2B sales, account management, or business development, ideally within IT, technology, or hardware sales.
• Proven success driving revenue growth through channel partners and direct customer engagement in Japan.
• Hunter mentality with strong outbound sales, prospecting, and new business development skills.
• Demonstrated ability to build and manage strategic relationships with partners and customers.
• Experience managing a structured sales pipeline using CRM tools (e.g., Salesforce, Microsoft Dynamics 365) to track opportunities, measure performance and optimize conversion rates.
• Skilled in identifying and securing new accounts through cold calling, multi-channel outreach, and strategic networking efforts.
• Excellent negotiation, communication, and influencing skills.
  
  

What to expect from the Hiring Process:

We respect your time and value transparency. Here’s a general idea of what to expect:

• Intro call with our Talent Acquisition Team: 30-45 minutes
• Interview with Country Manager - Japan (Hiring Manager): 60 minutes
• Interview with Director, Market Access & Global Distribution: ~60 minutes
• Assessment & Simulation
• Offer & onboarding
  
  

About us

We are in the business of human-centered experiences starting with yours. We believe delivering on our promise of "hard-to-find, made easy" begins with an employee experience founded in opportunity, teamwork, empowerment, and curious minds always asking what if. Not only does our commitment to the exceptional deepen relationships with our partners and customers, it also ignites connection within our team.

StarTech.com is a global leader in tech connectivity solutions, manufacturing a wide range of accessories designed to meet the demanding performance standards of IT professionals and businesses. Since 1985, the company has expanded into 28 markets across five continents, with products trusted by more than 90% of Fortune 500 companies. StarTech.com has been recognized as one of Canada’s Best Managed Companies by Deloitte for 16 consecutive years and is ranked in the top 5% of companies worldwide for sustainability by EcoVadis.

We are committed to fostering an inclusive and diverse workplace and are proud to be an equal opportunity employer. All qualified applicants will receive consideration in accordance with applicable local employment and privacy laws.

StarTech.com uses AI tools only for administrative support, such as transcribing interview notes and organizing candidate details into standardized prescreening and interview templates. These tools do not screen, rank, or assess candidates. All hiring decisions are made by our Talent Acquisition team and Hiring Managers. Candidate information is collected and used solely for recruitment purposes in compliance with applicable privacy laws.