The Strategic Account Manager (Japan) will own a small set of high‑value, multi‑site enterprise customers and orchestrate long‑term, outcome‑based relationships. You will lead full‑cycle strategic selling—from executive alignment and multi‑year account planning to opportunity development, commercial negotiation, value realization, and expansion—collaborating with partners and cross‑functional teams to deliver sustained impact across complex organizations.
Key Responsibilities

Multi‑Year Account Strategy

Build and execute 2–3‑year account plans with clear revenue, adoption, and relationship milestones across HQ, plants, R&D, and regional sites.
Establish joint success metrics (OEE, yield, energy, downtime, quality) and govern progress through executive QBRs.

Executive Alignment & Stakeholder Orchestration

Map and engage executive sponsors and buying groups across operations, engineering, digital transformation, IT/OT, procurement, and finance.
Create consensus and momentum in complex, multi‑layer approval environments typical in Japan.

Opportunity Leadership & Commercials

Originate and progress strategic initiatives; design outcome‑based proposals and executive business cases (ROI/TCO).
Lead commercial structuring (enterprise agreements, multi‑site rollouts, co‑term renewals) and negotiate terms to closure.

Value Realization & Expansion

Partner with Services and Customer Success to ensure deployment success and KPI attainment; document impact for references.
Drive renewals, expansions, and cross‑portfolio adoption across additional sites, business units, and use cases.

Ecosystem Collaboration

Coordinate with channel partners, system integrators, hyperscalers, and ISVs for joint solutions and co‑selling motions.
Represent the company at industry events and executive forums to strengthen thought leadership and relationships.

Operational Excellence

Maintain disciplined pipeline management, forecast accuracy, and deal risk mitigation; uphold high CRM hygiene and governance.

Qualifications & Experience

8–12+ years in enterprise/strategic account management within industrial software, automation, or OT/IT solutions.
Proven success managing Japanese global enterprises (multi‑stakeholder, multi‑site deals) and consistently achieving quota.
Fluency in solution areas such as MES, SCADA/Historian, industrial data platforms, analytics, asset performance/operations control, or adjacent (ERP, PLM, supply chain, cloud/IIoT).
Strong executive communication and value‑selling capability—able to quantify impact and build compelling business cases.
Experience orchestrating ecosystem partnerships to deliver integrated solutions.
Language: Native‑level Japanese required; business‑level English preferred for internal/global coordination.
Comfortable with precise documentation, long decision cycles, and consensus‑driven governance common in Japan.

Competencies

Executive presence: Builds trust and credibility with C‑suite and senior leaders.
Strategic thinking: Frames multi‑year roadmaps tied to measurable outcomes and investment milestones.
Commercial rigor: Accurate forecasting, risk management, and disciplined deal execution.
Stakeholder orchestration: Navigates complex buying groups; aligns technical and business agendas.
Data‑driven storytelling: Converts operational KPIs into ROI/TCO narratives that resonate with Japanese buyers.
Collaboration: Works seamlessly with solutions consultants, services, marketing, and partners.