Sales Director, Japan

Axis Communications · Tokyo

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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 pipelines, and deliver market intelligence.

Personal Attributes

• Inquisitive and self-confident.
• Thrives in fast-paced, changing environments.
• Able to synthesize multiple inputs into practical solutions.

Language Requirements

Japanese

• Native-level fluency or JLPT N1.
• Deep understanding of Japanese corporate etiquette, relationship-based sales models, and partner ecosystems.

English

• TOEIC L&R score of 800+ or equivalent.
• Able to independently lead high-level business discussions, presentations, and negotiations with Sweden HQ and APAC teams.

Benefits

Career Development & Leadership Growth

• Opportunity to transition into executive leadership roles such as General Manager or Country Director.
• Pathway to regional (APAC) and global executive opportunities.
• Significant influence on Axis Japan's culture, business model development, and long-term growth.

General Benefits

• Strong work-life balance with minimal overtime.
• Hybrid work model: 3 days office / 2 days work from home.
• Mental Health and Employee Assistance Program (EAP) support.
• Opportunity to work for a global market leader in network video technology with Canon Group backing.
• Certified Great Place to Work company.

Corporate Video: https://www.youtube.com/watch?v=FnQasRVqI34

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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