Account Manager

Axis Communications · Tokyo

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Job Description

Job Description: Account Manager

Role Overview

As the Account Manager, you will be a key driver of growth, dedicated to cultivating and expanding business within a strategic portfolio of 15–25 established, high-performing partners in your assigned territory. Operating primarily in the field (with less than 40% office presence), you serve as the principal point of contact and a trusted advisor, delivering Axis’ comprehensive value to ensure our customers’ long-term success.

In this highly engagement-focused role, you own the development of deep-rooted partnerships through consistent in-person meetings, joint sales calls, and collaborative business planning. Your mission is to uncover new business opportunities while supporting local market strategies and providing expert project design support. By acting as a professional interface between your accounts and Axis, you foster a culture of mutual growth, drive channel enablement through the Axis Academy, and ensure our collective success in every project.

• Position base: Tokyo (or Osaka) with responsibility for key accounts in Japan region.
• Reports to: Sales Manager, Account Management
• Travel: The role will have a requirement to travel domestically with some international travel.

Responsibilities (Key Accountabilities)

Strategic Partnership & Market Development

• Point of Contact: Point of contact with our valued partners to support their ongoing current and future needs.
• Account Development: Develop new accounts with strong commitment to Axis for long-term business success.
• Ecosystem Building: By influencing accounts and providing appropriate information, information exchange and training, we will build an ecosystem of companies around Axis, thereby increasing market traction and promoting early involvement in new projects.
• Strategic Engagement: Project engagement, actively approaching the selected Authorized Partner (AP), identifying needs and providing sales support on timely manner.
• Key Account Maintenance: Maintain the potential Key Account (KA) and update them bi-annually.

Channel Enablement & Lead Generation

• Axis Academy Advocacy: Invite accounts to participate in Axis Communications Academy to make channel enablement and regularly join and participate to meet our partners.
• Engagement Events: Regularly join and participate at Business Seminar, Partner Forum, Academy Fundamental to get in touch with customers, to deliver Axis value to AP, or potential AP.
• Lead Generation: Organize solution seminars/workshops in collaboration with partners to promote end-users, provide training opportunities, and generate project pipelines.
• End-user Experience: Together with partners, we provide end-users with the opportunity to experience Axis solutions and drive the generation of project pipelines.
• Pipeline Building: Qualify and build a pipeline of leads for the wider Sales Team.

Operational Excellence & Execution

• Project Leadership: Work closely with partners to develop project pipelines and close projects.
• Forecasting & Data Integrity: Manage accurate forecast (FCST) information and import and manage daily sales activities, FCST information, and business update information into tools (mainly SFDC) and share with related parties.
• Solution Validation: Confirm that the partner has the capabilities (portfolio, channels, support structure, etc.) or potential capabilities to sell a total network video solution (including software, cabling, networking, and storage).
• Partner Enablement: Drive partner enablement to strengthen the sales structure.
• Business Reviews: Execution of Quarterly Business Reviews (QBR) with selected partners.
• Resource Management: Control and handle the demo pool within the region and manage the communication of the pricelist to the internal team.

Organizational Collaboration & Reporting

• Cross-functional Leadership: Lead cross-functional teams to deliver the best results at every point of the sales cycle.
• Reporting: Create sales reports regularly showing status and progress of key accounts and major deals.
• Continuous Improvement: Proactively seek new ways to improve our efficiency and how we can find the best solutions for our partners.

Profile (Qualifications for this job)

Experience & Education

• Professional Background: Over 3 years of experience in sales within the IT industry or a related company.
• Education: Certification or bachelor’s degree in business or related discipline or relevant experience.
• Valued Experience: Exposure to, or some experience in, a customer-focused sales role or similar will be valued.

Knowledge, Abilities & Skills

• Sales Competence: Enterprise selling skills.
• Communication: Excellent communication, negotiation and interpersonal skills.
• Organization: Good organizational skills.
• Problem Solving: Strong problem-solving skills and the ability to present and share points of view confidently.
• IT Literacy: Proficient in MS Office (Word, Excel, PowerPoint, Teams, and Outlook).

Language & Mindset

• Japanese: Native level or JLPT N1 certification required.
• English: TOEIC score of 600 or above is preferred (Strongly desired for communication with global teams).
• Mindset: Driven, proactive, and self-motivated team player with a positive "can-do" attitude.
• Culture: Being a bearer of company culture; flexible and collaborative by nature.

Benefits

• Opportunities for travel abroad.
• Hybrid working: 3 days in office, 2 days WFH available, with flexibility regarding start and finish times.
• Comprehensive Support: Access to Mental Health and Employee Assistance Program (EAP) benefit.
• Work-Life Balance: Company prefers to work efficiently and effectively, minimizing overtime. Employees here can enjoy a good sense of work-life-balance.
• Great Place to Work: Company was awarded the "Great Place to Work" certification.
• Market Leadership: Axis is a fast-growing international company, operating worldwide with offices in more than 40 countries. We are the global market leader in network video.
• Corporate Stability: Company is part of the Canon Group, however Axis runs completely independently. Great financial backing and ability to leverage Canon’s influence and network.
• Innovative Solutions: Company also has integrated software which can provide marketing analytics of customers for marketing purposes through their security cameras.

Type of Employment

Posting End Date

Certain roles at Axis require background checks, which means applicable verifications will be done in these recruitments. Notice will be provided before we take any action.

About Axis Communications

We enable a smarter, safer world by creating innovative solutions for improving security and business performance. As a network technology company and industry leader, we offer solutions in video surveillance, access control, intercom, and audio systems, enhanced by intelligent analytics applications.

With around 6000 committed employees in over 50 countries, we collaborate with partners worldwide. Together, we thrive in our friendly, open, and collaborative culture and inspire each other to think beyond the expected. United by our commitment to inclusion, diversity, and sustainability, we consistently seek to develop our skills and way of working.

Let´s create a smarter, safer world

For more information about Axis, please visit our website www.axis.com.

Listen to Get To Know Axis – Podcast

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