Senior Manager, SMB & Channel Sales - Japan
Hybrid | Tokyo
The Senior Manager, SMB & Channel Sales Japan is responsible for leading and developing a high-performing team of SMB Account Executives to drive SAS software, cloud, and AI solutions growth across the Japanese market.
This role will define and execute the Japan SMB go-to-market strategy, accelerate new logo acquisition, expand existing customer relationships, and maximize partner-led growth through distributors, resellers, systems integrators, and cloud ecosystem partners.
The successful candidate will be a strong sales leader with a proven track record of building high-performance teams, driving predictable revenue growth, and developing strategic partner ecosystems. The role requires close collaboration with Marketing, Channel & Alliance Management, Customer Advisory, Consulting, Customer Success, Sales Operations, and Product organizations to accelerate pipeline generation, customer acquisition, and long-term revenue expansion across Japan's SMB segment.
Key Responsibilities
Business Leadership & Revenue Growth
- 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.
Sales Leadership & Team Development
- 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.
Partner & Ecosystem Growth
- 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.
Go-to-Market Execution
- 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.
Cross-Functional Collaboration
- 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.
Required Experience & Qualifications
- 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.
Preferred Experience
- Experience working with distributors and multi-tier partner ecosystems in Japan.
- Experience selling AI, analytics, data management, cloud platforms, or enterprise software solutions.
- Familiarity with life sciences, manufacturing, financial services, retail, healthcare, public sector, or technology industries.
- Experience operating within a matrixed global organization.
Key Competencies
- 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
You are welcome here.
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.
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