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About the Role

IDC is seeking a Senior Custom Solutions Sales Specialist for its Japan team. This quota-bearing, hunter-oriented role focuses on selling custom research and consulting solutions to technology companies in Japan, generating new revenue by identifying, pursuing, and closing high-value engagements. The ideal candidate thrives on building relationships, opening new accounts, and navigating large organizations.

Responsibilities

Own and exceed a quarterly revenue quota for custom solutions in Japan
Hunt and develop new business across technology vendors, global IT companies, and enterprise accounts in Japan
Sell IDC's custom research, advisory, and consulting engagements
Build and maintain a robust pipeline, managing the full sales cycle from prospecting to close
Collaborate with IDC's Japan research analysts, solution consultants, and project managers to design and scope winning proposals
Partner with the generalist sales team to identify cross-sell and upsell opportunities within existing accounts
Represent IDC at industry events, client meetings, and briefings across Japan

Requirements

Exceeding quota
Fully bilingual in Japanese and English
Excellent written and verbal communication in both languages
True hunter mentality
Highly self-directed
Strong consultative selling skills
Comfortable navigating ambiguity and working in a matrix environment
Bachelor's degree required, in Business, Marketing, Economics, Technology, or a related field
Master's degree preferred (MBA or equivalent postgraduate qualification)
<10% travel
100% On-site

Skills

Pitching in Japanese and English
Negotiating in Japanese and English
Building relationships in Japanese and English
Adapting communication style to executive and technical audiences
Prospecting
Handling objections
Closing deals
Taking initiative
Translating complex offerings into clear client value
Navigating matrix environments

Location

Japan

Work Type

On-site
Full-time

Experience Level

Senior

Education Level

Bachelor's degree
Master's degree preferred

Benefits

Individualized Culture
Hybrid Working (Depends on Team)
Time-off and holidays
Statutory holiday allowance
Public holidays
Company-wide closures on 19 August (Unplug Day)
Company-wide closures from 24 December – 1 January inclusive (Global Shutdown)
Volunteering day

About the Company

IDC helps shape how the world understands technology and its future.
Collaborate with high-caliber colleagues who value rigor, integrity, and shared success.
IDC is the premier global provider of trusted technology intelligence.
IDC equips business and technology leaders with the evidence needed to make confident decisions.
IDC insights inform strategy, investment, and innovation across industries and regions.
Recognized by IIAR as Analyst Firm of the Year for five consecutive years.
IDC sets the standard for credibility and impact.
With over 1,000 analysts worldwide and a global perspective, IDC combines deep expertise with practical relevance.
A culture that supports growth, collaboration, and long-term career development with a globally respected brand.

Equal Opportunity

IDC is committed to providing equal employment opportunities for all qualified persons.
Employment eligibility verification required.
We participate in E-Verify.