Job Title
Sales Director, Japan
Job Description
Overview
Looking for a new start? Think bigger. Think Axis!
We believe in building long-term relationships.
We will support you to flourish in your role in a truly global company.
The Sales Director, Japan is responsible for the overall development, strategic decision-making, and implementation of the regional sales strategy that improves Axis’ competitive position in the Japanese market, fully aligned with Axis corporate goals and values.
In this pivotal leadership role, you will have functional management and absolute ownership of the entire end-to-end sales planning lifecycle, from strategy development and execution to performance monitoring and corrective action across Japan. You will directly lead and mentor three Sales Managers (KAM, AM, and Inside Sales), overseeing the entire domestic sales force.
A critical mission of this role is serving as the strategic bridge between the local market and global leadership. You will articulate and translate Japan's unique business practices, market dynamics, and partner ecosystems to the Regional Director and global stakeholders to secure alignment and corporate backing. As a core member of the Japan Leadership team, you are expected to act as a role model and drive a collaborative, high-performance organization.
Reports to: Regional Director (Non-Japanese / Foreign National)
Direct Reports: Sales Manager, KAM, Japan
Sales Manager, Account Management, Japan
Sales Manager, Inside Sales, Japan
Location: Tokyo, Japan
Travel: Extensive domestic travel and regular international travel, including APAC regions and Axis HQ in Sweden.
Responsibilities (Key Accountabilities)
Global-Local Bridging & Strategic Stakeholder Management
Act as the primary strategic voice of the Japanese market.
Provide the Regional Director and global/APAC leadership with data-driven insights regarding Japanese market trends, competitor movements, and partner networks.
Localize and execute global strategic directives and corporate guidelines to fit the Japanese business environment.
Sales Strategy & Multi-Channel Governance
Drive strategic and tactical business planning.
Establish annual and quarterly sales objectives to maximize market share and sustainable growth.
Align and optimize the performance of three sales pillars: Executive/Enterprise High-Touch (KAM)
Territory/Portfolio Commercial Sales (AM)
Digital-First Scalable Nurturing (Inside Sales)
Evaluate trade shows, exhibitions, and marketing activities and ensure rigorous follow-up for ROI optimization.
Operational Excellence & Pipeline Governance
Oversee the national project pipeline and lead queues.
Drive accurate long-range sales forecasting.
Govern complex pricing structures and make decisions regarding major deal approvals.
People Leadership & Organizational Transformation
Manage, coach, and evaluate the three Sales Managers.
Conduct annual reviews and develop future leaders.
Champion Axis' Core Values and Sales Methodology.
Foster a highly motivated, agile, and collaborative environment.
Profile (Qualifications)
Experience & Track Record
15+ years of professional sales experience in the IT, Network, or Security/CCTV industry.
Deep understanding of the Japanese market and commercial practices.
7-10+ years of senior sales leadership experience.
Proven success managing managers and senior-level sales professionals.
Experience working within a matrixed global corporate environment.
Experience reporting to and collaborating with foreign senior executives.
Specific Skills & Competencies
Executive Presence (C-Suite Engagement)
Strong interpersonal, negotiation, and presentation skills.
Ability to build long-term relationships with C-level executives and key partners.
High Integrity & Conflict Resolution
Strong integrity and confidence.
Ability to handle customer escalations and organizational conflicts.
Data-Driven Leadership
Proficiency with CRM/Salesforce analytics.
Ability to improve sales velocity, optimize…