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Open nowPosted 85 days ago

Sales Manager

Bear Robotics45 open roles

Where
Tokyo, Japan
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Your applicationOpen nowSales ManagerBear Robotics · Tokyo, Japan

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  3. 25 readersRecruiter, hiring manager, skeptic. Round after round.

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The clock on this job

Early applications get read.

7.8% of postings close within 7 days. Measured by our own scanner across the market.

Share of postings closed within
  1. 1.7%1 day
  2. 3.5%3 days
  3. 7.8%7 days
  4. 14.6%14 days
  5. 34.0%30 days
This job: posted 85 days ago

The posting

Position : Sales Manager

Department : Sales / Business Development Department

Job Level : L4

Location : Tokyo, Japan

Employment Type: Full-Time Employee

主な業務

・ホスピタリティ領域におけるチャネル戦略の策定・実行（代理店/リセラー中心）

・ターゲットパートナー（SI/代理店/リセラー）の選定、開拓、オンボーディング推進

・既存パートナーの関係強化と、共同提案（Co-sell）による案件創出・受注拡大

・パートナーの売上目標/KPI設計、パイプライン管理、課題抽出と改善アクションの実行

・パートナーイネーブルメント（製品トレーニング、提案資料、営業支援ツールの提供）

・市場/競合動向の把握と、チャネル施策への反映（ホスピタリティ中心）

・社内連携：Marketing/Product/Engineering/Operations等と連携し、販売〜導入までを推進

・定期レポート作成：実績、パイプライン、課題、次アクションの報告

必須スキル

・ホスピタリティ領域におけるチャネルセールス経験：3年以上（代理店/リセラー）

・日本国内のSIネットワークに強みがある方

・日本語・英語：ビジネスレベル（読み書き・会話）

歓迎スキル

・外食/ホテル/施設運営などオペレーション型業界への提案経験

・ハードウェア/SaaS/ロボティクス製品の販売経験

・パートナー契約/条件交渉、販売制度設計の経験

・データに基づく売上管理、フォーキャスト、KPI運用の経験

求める人物像

・関係構築に強く、パートナーとWin-Winの型を作れる

・数字と事実をもとに優先順位をつけ、やり切れる

・社内外を巻き込み、スピード感を持って案件を前に進められる

・現場課題を理解し、分かりやすい提案に落とし込める

選考プロセス

・書類選考→面接（複数回）→最終面接→オファー（※面接回数や内容は変更となる場合があります）

Key Responsibilities

・Develop and execute the channel sales strategy for the hospitality sector (distributors/resellers)

・Identify, recruit, and onboard target partners (SIs, distributors, resellers) in Japan

・Grow revenue with existing partners through co-selling and joint pipeline generation

・Define partner KPIs and manage pipeline performance; identify gaps and drive improvement actions

・Enable partners with training, sales materials, and selling tools to accelerate deals

・Track market and competitor trends in hospitality and reflect insights in channel initiatives

・Collaborate cross-functionally with Marketing/Product/Engineering/Operations to drive sales through deployment success

・Provide regular reporting on performance, pipeline, risks, and next actions

Must-have Skills

・3+ years of channel sales experience in hospitality (distributor/reseller focus)

・Strong network with Japan-based SIs

・Business-level Japanese & English (spoken and written)

Nice to Have

・Experience selling into operations-heavy industries (restaurants, hotels, facilities)

・Experience with hardware/SaaS/robotics products

・Experience with partner agreements, commercial negotiations, or program design

・Experience managing forecasts, KPIs, and data-driven performance reviews

Ideal Candidate

・Strong relationship builder who can create win-win partner motions

・Data-driven and execution-focused; prioritizes and delivers results

・Able to move deals forward quickly by aligning internal and external stakeholders

・Understands on-site operations and converts needs into clear proposals

Interview Process

・Resume screening → interviews (multiple rounds) → final interview → offer (process may change depending on hiring needs)

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    The review screen in CV Rocket: how each CV was read, round by round.

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