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Sales Executive/ Channel Sales - Japan

19000050 Requisition #
Sales Executive /Channel Sales – Japan                                                        Req # 19000050

Entrust Datacard Japan (hereafter: EDCJ) is building on a 37-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 Executive 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:


Specific responsibilities include the following:


Customer Facing and Client/partner Management (50%)

Key Actions/Activities

  • Establish and maintain client relationships and customer satisfaction strategies to achieve revenue objectives
  • Responsible for securing and renewing orders; coordinating and managing all aspects of the sale, including but not limited to: pre sales support, pricing, contracts, payment, delivery, warranty claims, escalated technical support issues as they relate to customer satisfaction
  • Act as main contact for channel partners assisting with inquiries, requests, and issues
  • Coordinate any training needs or events as well as provide marketing information such as product announcements and promotions for channel partner
  • Work with channel partner to define business plan/strategy and review quarterly (at minimum)
  • Monitor aging of customers’ equipment and recommend replacements as necessary
  • Monitor customers’ satisfaction with existing products and services
  • Responsible for Account conflict resolution
  • Establish Partner Program with referring Entrust Datacard Global Partner Program to improve efficiency (productivity) and effectiveness (quality) as appropriate
  • Recruit and onboard new channel partners as necessary, as well as improve the performance of existing partners

Business Development and Strategy (30%)

Key Actions/Activities

  • Serve as the single-point internal resource, responsible for championing/executing our sales and service strategy
  • Business development and execution; sale of products and/or services which will include calls on prospective customers
  • Responsible for the creation of annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives
  • Work with Sales Director to develop project specific sales strategies and target new account and business development efforts within existing accounts to encourage new and repeat business opportunities
  • Provide competitive market intelligence to product marketing and management
  • Drive the company’s participation in industry trade and channel events in support of Entrust Datacard technologies/offerings
  • Implement Business Development and Leads Generation Activities to create lead and prospect with partners (co-hosted events, seminars, use of the Web, sending of DM, etc.) to acquire necessary pipeline to achieve the target revenue working with marketing

Product, Service, Market and Customer Account Knowledge (10%)

Key Actions

  • Knowledge of Entrust Datacard product and service applications and capabilities
  • Up-to-date knowledge of specific Entrust Datacard products & services
  • Knowledge of assigned customers’ organization, procedure, process and systems
  • Provide competitive account and market intelligence to product marketing and management
  • Actively participate with Marketing to create awareness of products and services within account

Operations (10%)

Key Actions/Activities

  • Maintain sales and service expense/cost ratios in accordance with corporate guidelines
  • Provide timely and accurate revenue forecasts including pipeline (SFDC)  
  • Sales absolutes and pipeline development
  • Collaborating with other departments such as Presales, Marketing, Support and Back Office to achieve the revenue target
Basic Qualifications
  • A minimum of 7 years-experience in Sales
  • A minimum of 3 years-experience in Channel Sales
  • Proficient with MS products: Word, Excel, PowerPoint, Outlook
  • Goal oriented, persistent, skilled collaborator with exceptional communication and interpersonal skills
  • Demonstrated ability to communicate effectively, both verbally and written
  • Demonstrated creative, analytical and critical thinking abilities
  • Technical competence and ability to utilize various software and hardware platforms (Oracle, Business Intelligence, CRM and
Preferred Qualifications
  • University degree or more advanced
  • Working experience at Global/US capital company
  • Native level proficiency in Japanese language and communication skill in English
  • Experience driving growth through channel partners
  • Experience in different aspects of channel management, including recruitment, enablement, demand generation, business planning, conflict management and performance management
  • Experience in selling hardware, software and service products through channels
  • Proven ability to create brand mind share within a network of channel partners
Travel Requirements : Up to 25%

Entrust Datacard Corporation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.




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