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Open nowPosted 129 days ago

Sr. Business Development Manager

Bear Robotics45 open roles

Where
Tokyo, Japan
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Your applicationOpen nowSr. Business Development ManagerBear Robotics · Tokyo, Japan

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The clock on this job

Early applications get read.

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Share of postings closed within
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  2. 3.5%3 days
  3. 7.8%7 days
  4. 14.6%14 days
  5. 34.0%30 days
This job: posted 129 days ago

The posting

Position : Sr. Business Development Manager

Department : Sales / Business Development Department

Job Level : L5~6

Location : Tokyo, Japan

Employment Type: Full-Time Employee

主な業務

・AMR/サービスロボットの新規顧客開拓：課題整理→提案→交渉→契約

・AMR市場（環境・製品・サービス）の理解を基に、事業開発の方向性/戦略を策定し、新規顧客開拓と導入事例（Reference）の構築を推進

・導入事例（Reference）の創出：Pilot/PoC→本展開の推進

・既存顧客の拡大：追加導入・運用拡張の提案と実行

・既存パートナーとの関係強化、および新規パートナーシップの構築を通じたアカウント拡大

・営業戦略・価格戦略を含むビジネスモデルの見直しと最適化

・社内連携：Product/Engineering/Operations/Finance等と連携し導入をやり切る

・KPI設計・モニタリング、短期および長期ロードマップの策定・報告

・パイプライン/KPI管理：進捗の可視化と簡潔なレポーティング

必須スキル

・ロボティクス/Tech/IT/SaaS領域でのBD経験：5年以上

・グローバル企業での就業経験：2年以上

・日本語・英語：Fluent（読み書き・会話）

歓迎スキル

・エンタープライズ向け提案・交渉経験

・パートナー/チャネル協業の経験

・PoC推進、現場要件の整理〜社内展開の経験

・ハードウェア×ソフトウェアのビジネス経験

・チーム/人のマネジメント経験（採用・育成・評価・目標管理など）

求める人物像

・戦略だけでなく、手を動かして案件を前に進められる

・不確実な状況でも、仮説→検証でやり切れる

・社内外の関係者と信頼関係を築き、調整を粘り強く進められる

・数字と事実をもとに、優先順位をつけて行動できる

勤務条件

・雇用形態：正社員（Full-Time）

・勤務地：東京（Tokyo, Japan）

・Job Level：L5~6

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

・New customer acquisition for AMR/service robots: discovery → proposal → negotiation → close

・Set BD direction/strategy based on strong understanding of the AMR market (environment, products, services); drive new customer wins and build reference deployments

・Create reference deployments: pilot/PoC → full rollout execution

・Expand existing accounts through additional deployments and operational scaling

・Strengthen existing partner relationships and build new partnerships to grow accounts

・Review and optimize the business model, including sales strategy and pricing strategy

・Drive successful deployments through cross-functional collaboration with Product/Engineering/Operations/Finance and other teams

・Design and monitor KPIs; build and report short-term and long-term roadmaps

・Manage pipeline and KPIs; visualize progress and report clearly and concisely

Must-have Skills

・5+ years of BD experience in robotics / tech / IT / SaaS

・2+ years of experience working in a global company environment

・Fluent Japanese & English (spoken and written)

Nice to Have

・Enterprise sales experience and strong negotiation skills

・Partner/channel collaboration experience

・Experience driving PoCs and translating field requirements into internal execution

・Experience across hardware + software businesses

・People management experience (hiring, coaching, performance management, goal setting)

Ideal Candidate

・Hands-on and execution-driven—moves deals forward, not just strategy

・Comfortable with ambiguity; works through hypothesis → validation → delivery

・Strong stakeholder management and trust-building across internal/external teams

・Data-driven; prioritizes effectively based on facts and numbers

Interview Process

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

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