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About the Role
Lead and develop a high-performing team of SMB Account Executives to drive SAS software, cloud, and AI solutions growth across the Japanese market. Define and execute the Japan SMB go-to-market strategy, accelerate new logo acquisition, expand existing customer relationships, and maximize partner-led growth.
Responsibilities
- Own and deliver Japan SMB software, hosting and education revenue targets.
- Drive new customer acquisition while expanding wallet share within the existing installed base.
- Develop and execute annual and quarterly business plans aligned with SAS Channels growth objectives.
- Establish a repeatable and scalable sales motion that delivers predictable pipeline and revenue outcomes.
- Ensure forecast accuracy and operational discipline through rigorous pipeline management and deal inspection.
- Lead, coach, and develop a team of SMB Account Executives and Inside Sales professionals.
- Engage with customers jointly with our career-level SMB Account Executives.
- Build a high-performance, accountability-driven culture focused on winning new business and customer success.
- Conduct regular pipeline, opportunity, and forecast reviews.
- Recruit, develop, and retain top sales talent.
- Create clear performance expectations, career development plans, and succession strategies.
- Develop joint business plans with distributors, resellers, and systems integrators.
- Expand partner-led pipeline and partner-sourced revenue contribution.
- Drive market coverage and customer reach through the indirect sales ecosystem.
- Work closely with the Partner management team to enable partners to effectively position SAS Data and AI, analytics, and cloud solutions within the SMB market.
- Partner with Marketing and Partners/Distributor to execute demand generation, digital marketing, and field engagement programs.
- Collaborate with Customer Advisory to drive customer value realization and successful sales outcomes.
- Leverage data-driven insights to improve sales productivity, conversion rates, and territory performance.
- Provide regular business reviews, market insights, and executive updates to SAS APJ leadership.
- Partner with Sales Operations on segmentation, territory planning, account assignments, and quota setting.
- Collaborate with Distributor and Customer Success to improve adoption, retention, and expansion opportunities.
- Act as a voice of the Japanese SMB market, providing feedback to APJ Channels teams on market trends and customer requirements.
Requirements
- Bachelor's degree in Business, Technology, Economics, Marketing, or a related discipline.
- 10+ years of enterprise software, SaaS, cloud, AI, analytics, or technology sales experience.
- 5+ years of successful sales leadership experience managing quota-carrying teams.
- Strong track record of consistently exceeding revenue targets and delivering sustainable business growth.
- Experience managing both direct sales and especially partner-led sales motions.
- Demonstrated success building territory plans, pipeline generation programs, and forecast discipline.
- Experience selling data, analytics, AI, cloud, or digital transformation solutions is highly desirable.
- Strong understanding of the Japanese SMB and mid-market business landscape.
- Native-level Japanese and strong business English communication skills.
Skills
- Strategic Sales Leadership
- New Logo Acquisition
- Pipeline & Demand Generation
- Forecasting & Revenue Management
- Partner & Channel Ecosystem Development
- Executive Customer Engagement
- Business & Territory Planning
- Change Management
- Operational Excellence
- Results Orientation
Location
- Tokyo
Work Type
- Hybrid
Experience Level
- Senior Manager
- 10+ years of enterprise software, SaaS, cloud, AI, analytics, or technology sales experience
- 5+ years of successful sales leadership experience managing quota-carrying teams
Education Level
- Bachelor's degree in Business, Technology, Economics, Marketing, or a related discipline
About the Company
- At SAS, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our inclusive workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers.
Equal Opportunity
- You are welcome here.