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Channel Sales Manager - Japan

180000KR Requisition #
Channel Sales Manager – Japan                                                                   Req # 180000KR
Entrust Datacard Japan (hereafter: EDCJ) is building on a 35-year heritage of innovation and customer success.  Our portfolio of solutions, backed by expert service and support, enable card and secure Access Control / DI (Distributed Issuance) Printer programs for financial, government and other markets nationwide in Japan. With an unmatched commitment to customer satisfaction, Entrust Datacard remains the industry’s leading brand of secure ID and card personalization solutions.
Position Overview:  The Channel Sales Manager is the key to expand EDCJ Access Control / DI printer business.  This role is expected to improve our channel business on which EDCJ could count growing revenues, including not only DI printers but also Secure Supplies and other solutions every year such by:


  • Improving the performance of existing channel partners (i.e. distributors, resellers, SI companies)
    • Building annual business plan with channel partners and holding quarterly business review to help each partner to achieve own target
    • Proposing deals on Business Development and holding demand creation seminars
    • Planning and delivering partner trainings to contribute to assure the quality of partners
    • Regularly evaluate partners on fair and appropriate measurements
    • Managing contracts and incentives to precisely track revenues from partners
  • Developing and cultivating new business opportunities including an acquisition of new partners such as SI related companies, which is for seeking and acquiring any proper business opportunities in every industry.


  • Reporting to and consulting with the manager in a proactive way
  • Managing and coaching two (2) direct reports
  • Collaborating with Marketing teams in both Japan & US and Sales teams across Japan to make the deals
Specific responsibilities include the following:
Channel partners management (70%)
  • Build the annual business plan with the partners and review it with each partner quarterly to ensure to achieve the target, resulting in expansion and growth of our business.
  • Ensure ongoing aspects of the partnership, including (but not limited to) partner training, programs, product portfolio, seminars, sales tools, etc. improve sales channel effectiveness and deliver significant incremental revenue to the business
  • Face key persons, mostly the seniors, of partner companies to establish and maintain efficient / effective channel structure
  • Manage partners based on measurements to terminate, hire, develop, and reward them
  • Establish Partner Program with referring Entrust Datacard Global Partner Program to improve efficiency (productivity) and effectiveness (quality)
  • Implement Business Development and Demand Creation Activities
  • Through the activities above, bring continuously growing revenues to EDCJ
Operational Improvements (15%)
  • Manage contracts and deals to ensure revenues
  • Plan and report accurate numbers with rationalized cost estimates
Team Management (15%)
  • Manage his/her own team
  • Support his/her managers and peers based upon the requests
Basic Qualifications
  • A minimum of 10 years-experience in Channel Sales
  • A minimum of 5 years-experience in team management
Personal Skills
  • Goal oriented … 1st prioritized. Requires the person who commits the result.
  • Strong Initiative
  • Aggressive
  • Well-organized
  • Honest
Preferred Qualifications
  • University degree or more advanced
  • Working experience at US capital company

Native level proficiency in Japanese language and communication skill in English



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