Key Accounts Director, Japan

POSITION SUMMARY

As the key point of contact for CIQ Japan, this role is responsible for building a robust revenue and channel pipeline within the first year by leveraging relationships with major Japanese companies and expanding connections with existing customers. 

Responsibilities include managing both channel partners and direct customer accounts, driving new business opportunities, and ensuring the smooth delivery of CIQ's solutions, including Rocky Linux, Warewulf, and Fuzzball. Additional responsibilities include but are not limited to:

• Develop and nurture relationships with key decision-makers at major Japanese companies, maintain a deep understanding of their business objectives and challenges to effectively position CIQ’s offerings
• Identify and pursue new collaboration, growth, and revenue opportunities in the Japanese market, expanding the adoption of CIQ’s solutions, such as Rocky Linux.
• Work closely with CIQ’s technical, product, and sales teams to align with the goals of Japanese entities, manage joint projects, and support key customer accounts and channel partnerships
• Develop and execute account strategies that align with CIQ’s broader business objectives, formalizing account plans.
• Ensure Japanese customers receive top-tier support, addressing technical and operational challenges, and ensure a smooth delivery of solutions like Rocky Linux and Fuzzball
• Track and report on account performance, pipeline growth, project milestones, and customer satisfaction, using data-driven insights to inform strategy and decision-making

NEEDED TO SUCCEED

Successful candidates will have:

• Extensive knowledge of infrastructure - both on-prem, hybrid, and multi-cloud with familiarity with Open-Source, HPC, enterprise performance computing, AI/ML, and NLP infrastructure
• Deep understanding of the enterprise software ecosystem, particularly with Linux distributions like Rocky Linux, and experience in complex regulatory and compliance environments
• Exceptional account management and business development skills, with a track record of closing complex, high-value deals in Japan’s business landscape
• Expertise in navigating corporate structures and partnerships, particularly within the networks of various corporate families
• Familiarity with Japan’s corporate and legal frameworks, especially regarding establishing local entities and employment structures
• Strong executive presence with exceptional sales and presentation skills. Ability to confidently engage and influence executives, delivering compelling narratives that drive decision-making and close high-value deals
• Great organizational skills and the ability to manage multiple projects while driving strategic growth for CIQ Japan
• Fluency in both Japanese and English, with a deep cultural understanding of how to effectively manage business relationships in Japan 
• Excellent communication, negotiation, and relationship-building skills focused on closing deals and maximizing revenue
• Strong leadership capabilities and the ability to effectively lead and mentor a team in a fast-paced environment 
• Ability to think strategically and execute effectively to drive revenue growth, supported by a background in enterprise transformation and compliance

EDUCATION AND EXPERIENCE

• Bachelor's degree in business administration or a related field
• Proven experience managing high-value relationships and driving revenue growth with major Japanese conglomerates
• Experience in partner and sales business development with a strong focus on cloud ecosystems, strategic partnerships, and technology scaling
• Demonstrated success in meeting or exceeding sales targets, particularly with high-value and complex deals