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About the Role
This role is responsible for developing and executing the AMR channel strategy in Japan, identifying and onboarding target partners, and co-leading go-to-market initiatives with partners. The position involves defining and operating partner KPIs, enabling partners through training and resources, tracking market trends, and designing channel governance.
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
Requirements
- 3+ years of AMR-focused channel sales experience (distributor/reseller)
- Strong network with Japan-based SIs
- Business-level Japanese & English (spoken and written)
Skills
- 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
Location
- Tokyo, Japan
Work Type
- Full-Time Employee
Experience Level
- L5