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About the Role
As Senior Manager, Business Development – Japan, you will lead the Business Development organization responsible for creating, qualifying and accelerating pipeline across the Japan market, partnering closely with Sales, Marketing and Operations to create new opportunities and improve pipeline conversion and progression. This role requires a leader who combines strong people leadership with commercial and operational rigor. You will build a high-performing BDR team, establish clear standards for prospecting and qualification, and use data, account intelligence and AI-enabled tools to improve productivity and pipeline outcomes. Success in this role will be measured not only by pipeline creation, but by the quality of that pipeline, progression through the funnel, account penetration, team performance and the development of future sales talent.
Responsibilities
- Own the Business Development strategy and execution plan for Japan
- Drive consistent and predictable qualified pipeline creation across new logo and expansion opportunities.
- Establish clear expectations around pipeline quality, qualification, conversion and progression.
- Develop strategies that enable BDRs to engage higher and wider across target organizations, building relationships with multiple stakeholders and decision-makers.
- Develop prospecting strategies appropriate for complex Japanese enterprise buying cycles and relationship-driven sales environments.
- Ensure global and APAC programs are appropriately localized for Japanese audiences rather than simply replicated into market.
- Use account intelligence, intent signals, campaign engagement and sales insight to prioritize where the team focuses its time.
- Lead, coach and develop a high-performing Japan BDR organization with clear expectations around performance, behaviour and accountability.
- Develop capabilities across prospecting, discovery, objection handling, executive engagement, qualification, account planning and business acumen.
- Act as a strategic partner to Japan Sales leadership on pipeline strategy, account prioritization, market opportunities and conversion performance.
- Represent Japan within APAC Business Development forums and share market insights, best practices and emerging opportunities.
- Own Japan BDR forecasting and provide leadership with clear visibility into pipeline health, risks, opportunities and performance trends.
- Use performance data to identify coaching opportunities and systematically improve team effectiveness.
- Champion the adoption of AI-enabled prospecting, research and productivity tools where they can improve BDR effectiveness.
- Continually evaluate processes, workflows and technology to remove administrative friction and increase customer-facing time.
Requirements
- Business-level English, with the ability to collaborate effectively with APAC and global stakeholders.
- Bachelor's/Master's degree or equivalent
- 10 years of experience in SaaS, cloud technology, Business Development, Sales Development, Inside Sales or a related B2B revenue function.
- 3+ years of people leadership experience, ideally leading BDR, SDR or Inside Sales teams.
- Proven experience in leading and managing change, including driving adoption of new processes, tools, and ways of working across the team.
- Strong understanding of the Japan enterprise technology market and Japanese business environment.
- Proven ability to coach, develop and improve the performance of talent.
- Experience engaging and prospecting into large enterprise organizations with complex buying groups and lengthy sales cycles.
- Strong understanding of outbound prospecting, inbound qualification,
- Demonstrated ability to translate pipeline, conversion and activity data into business insights and actionable performance improvements.
- Experience partnering effectively with Sales and Marketing leadership on pipeline strategy and account priorities.
- Strong stakeholder-management skills with the ability to influence across local, regional and global organizations.
- Strong proficiency in Salesforce, Salesloft, Tableau, LinkedIn Sales Navigator, 6sense, or comparable revenue technology platforms, with the ability to leverage these tools for pipeline management, performance tracking, reporting, and data-driven decision-making across the team.
- To be eligible to apply for this role you must be legally permitted to work in Japan.
Skills
- AI-powered experience orchestration
- People leadership
- Commercial rigor
- Operational rigor
- Prospecting
- Qualification
- Account intelligence
- AI-enabled tools
- Pipeline creation
- Pipeline quality
- Pipeline progression
- Account penetration
- Team performance
- Talent development
- Salesforce
- Salesloft
- Tableau
- LinkedIn Sales Navigator
- 6sense
Location
- Japan
Work Type
- Hybrid
Experience Level
- Senior Manager
- 10 years of experience
- 3+ years of people leadership experience
Education Level
- Bachelor's/Master's degree or equivalent
Benefits
- Paid volunteer time
- August Free Fridays
- Well-being resources
- Regionally tailored programs for employees and their families
About the Company
- Genesys helps organizations create better customer experiences through AI-powered experience orchestration.
- Our platform connects people, systems, data and AI to help organizations deliver more personalized service, improve operational efficiency and build stronger customer relationships.
- AI at enterprise scale – Build, support and operate AI-powered technology used by more than 8,000 organizations worldwide. 150+ new AI features were released in the last fiscal year.
- A flexible-first culture – Join a global team of nearly 7,000 employees with flexible ways of working designed to help people do their best work.
- Growth in the AI era – Build future-ready skills through mentorship, learning programs, leadership development and education support.
- Recognized globally – Genesys is Great Place to Work® certified in 17 countries and 94% of employees are proud to tell others they work at Genesys.
- Genesys empowers more than 8,000 organizations worldwide to create the best customer and employee experiences.
- Genesys Cloud™ is the Agentic Orchestration Platform that securely connects people, systems, data and AI across the enterprise with built-in governance and control.
- As a result, organizations can drive customer loyalty, growth and retention while increasing operational efficiency and teamwork across human and AI workforces.
Equal Opportunity
- Genesys is an equal opportunity employer committed to fairness in the workplace. We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, marital status, domestic partner status, national origin, genetics, disability, military and veteran status, and other protected characteristics.