Head of Channel Sales Japan

A global technology company is seeking a Head of Channel Sales Japan to lead the development of its reseller channel. The successful candidate will define the channel strategy, identify market opportunities, develop strategic partnerships, and drive scalable growth through cross-functional collaboration.

Responsibilities:

• Set the strategy for growing the reseller channel, including target customer segments, partner types, and market opportunities
• Translate strategy into focused initiatives with clear goals, ownership, and success measures
• Assess market potential and performance to guide investment decisions and identify opportunities for growth
• Design the commercial approach, including partner propositions, incentives, sales models, and performance measures
• Lead cross-functional initiatives across sales, product, marketing, and operations to remove barriers to growth
• Build processes and capabilities to establish a scalable reseller channel
• Report progress, risks, and recommendations to senior stakeholders
• Build and lead a team as the channel develops
• Drive the development and execution of a comprehensive reseller strategy to support new seller acquisition
• Oversee Partner Managers in end-to-end partnership execution, including business development, negotiations, launches, and ongoing management
• Prioritise partner benefits, incentives, and co-marketing and sales opportunities to secure high-value deals
• Represent reseller interests while balancing commercial objectives and the product roadmap

Requirements:

• More than 15 years of experience in commercial or go-to-market strategy development and delivering measurable growth
• Experience in fintech, payments, POS, or SaaS
• Proven ability to lead complex initiatives and bring teams together to drive change
• Strong analytical and commercial judgement, with the ability to assess opportunities, make trade-offs, and adjust strategies based on results
• Ability to work effectively in ambiguous environments without a fully defined playbook
• Ability to balance strategic planning with practical execution
• Strong analytical skills, including interpreting performance data and modelling channel economics
• Fluent level Japanese and English

Preferred requirements:

• Experience in reseller channels, partnerships, or commercial sales
• Experience in the fintech, payments, POS, or SaaS industry

About the Company:

A global technology company providing financial services and digital payment solutions to businesses of all sizes. The company develops tools for payment processing, point-of-sale systems and business management to help businesses simplify operations and grow.

Keywords:

チャネル セールス, 販売代理店 戦略, パートナーシップ 開発, 営業戦略, 事業開発, 決済サービス, フィンテック, SaaS, POS システム, 市場分析, チーム マネジメント, 求人, 外資系

Job Ref: HD2U5U