IoT Sales Manager Japan
Seeking to hire IoT Platform Sales Engagement Sales Manager for Japan.
IoT is an Acceleration Operating unit within Business Area Technologies and New Businesses and serves as an incubation zone within which potentially disruptive technologies are developed with the ambition of becoming a transformative and profitable future business.
Reporting to the Head of IoT Platform Sales Engagement for Market Area North East Asia, IoT Platform Sales Engagement Sales Manager is responsible, in collaboration with the Market Area, for driving new sales towards carefully selected CSPs, enabling the CSPs to sell based on our IoT platform (IoT Accelerator, IoTA) and to growing the business by influencing enterprise engagements toward our platforms. Since the business of the enterprises is more and more global, supporting the cooperation among CSPs located in various Market Areas becomes crucial to capture the full business potential for the CSPs.
KEY RESPONSIBILITIES AND DELIVERABLES:
—Account Manager like role scouting for potential CSP Recruitment candidates and driving qualification securing that new CSPs has the right fit & capabilities to re-sell IoT platform service to enterprises
—Support Customer Units (CU) during the sales process and provide secondary approval as delegate from Business Area Technology and Emerging Business
—Establish relation to key IoT stakeholders (unexplored territory)
—Prepare engagement plan, in agreement with CU and manage engagement until finalized contract negotiations
—Establish a true business partnership with appropriate CSP departments and establish a win-win culture
—Own and drive the IoT Account Plan considering commercial, technical and operational needs of the CSP defining key engagement activities to remedy gaps and drive growth.
—Business planning & follow-up with stakeholders at CSP together with CUs
—Proactively identify and upsell additional services from the IoTA Platform, to further drive growth for the CSP
—Establish a true business partnership with appropriate CSP departments and establish a win-win culture
—Own and drive the IoT Account Plan considering commercial, technical and operational needs of the CSP defining key
engagement activities to remedy gaps and drive growth.
—Business planning & follow-up with stakeholders at CSP together with CUs
—Proactively identify and upsell additional services from the IoTA Platform, to further drive growth for the CSP
—Review operator sales pipeline and align timing of additional services setups
—Provide business and sales support for selected enterprise deals
—Work actively to support leads brought to the CSP and ensure timely closure of deals by the CSP
—Introduction to other CSPs to facilitate the cooperation and creation of global enterprise offerings
CRITICAL EXPERIENCES AND SKILLS
Proven track record in relationship sales roles, commercial management and business development at scale in Japan
Proven skills in building and maintaining customer and partner relationship
Proven experience in indirect sales methods and strategies
Solid understanding of critical industry pain points and key emerging technologies
Domain experience from IoT Platform business and operating models
Understanding of IoT portfolio, market positioning, and competitor profiles
Outstanding teamwork, networking and collaboration skills
Language:
Fluency in written and spoken English. Knowledge of Japanese language is a plus.