Lead Channel Sales Executive

• Develop and implement channel sales strategies to achieve sales targets, budget, goals and business objectives.

• Build and maintain executive-level relationships with assigned partners
• Identify, recruit, and onboard new channel partners.
• Manage and nurture relationships with existing channel partners to maximize growth.
• Provide training and support to channel partners to ensure they are equipped to sell our products/services effectively.
• Monitor and analyze partner performance, providing feedback and support.
• Collaborate with internal teams (e.g., marketing, product development) to ensure alignment and support for channel partners.
• Prepare and present regular reports on channel sales performance and market trends.
• Stay up-to-date with industry trends and competitive landscape to identify new opportunities for growth.
• Conduct regular business reviews, including monthly, quarterly and yearly reviews, with channel partners to assess performance and identify areas for improvement.
• Develop and manage channel marketing programs and initiatives to drive partner engagement and sales.
• Resolve any conflicts or issues that arise with channel partners in a timely and effective manner.
• Participate in industry events and trade shows to promote the company and its channel program.
• Work closely with the finance team to manage channel partner incentives.
• Develop and maintain a deep understanding of the company’s products/services and their competitive advantages.
• Own the largest, global, and most strategic partners with multi-country responsibility and multi-million-dollar influence.
• Define multi-year channel growth strategies and segmentation frameworks; guide partner economics and profitability models.
• Lead executive engagements with partner C-suite and UL senior leadership; negotiate strategic agreements and frameworks.
• Design and orchestrate major co-sell/co-deliver programs and solution plays across geographies and business lines.
• Act as the primary partner-facing leader and, where appropriate based on partner strategy, business maturity, and organizational needs, support, coordinate, or lead partner-generated opportunities throughout the customer lifecycle. Influence PLM and Portfolio strategy based on partner/market signal; champion requirements into roadmaps.
• Set investment hypotheses for rebates, incentives, and MDF at strategic-partner level; evaluate ROI and adjust levers.
• Serve as the channel voice in global planning, forecasting, and geographic expansion; provide competitive market outlook.
• Act as senior SME and culture carrier for channel best practices (no people management). Bachelor’s degree required; Master’s (e.g., MBA) preferred. 10+ years channel/alliances experience with a strong record of scaling global or strategic partners. Proven ability to define and execute multi-year strategies and influence executive stakeholders internally and externally. Deep expertise in partner economics, incentive design (rebates/MDF), and market modeling. Exceptional executive communication, negotiation, and strategic analysis skills. Business-level proficiency in both Japanese and English is required.