Japan Channel Sales Director

Autodesk is seeking a dynamic Channel Sales Director to develop and lead the Japan Channel sales team to consistently meet or exceed assigned quotas in the selling of the Company’s software subscriptions and services. We want someone with a proven track record in the management of partner based sales teams in a challenging and growth oriented environment. The ideal candidate will have experience selling enterprise wide licensing and SaaS services.

Responsibilities

• Direct the activities and manage the performance of Channel Sales Managers within a territory, setting expectations and providing guidance and direction as needed. May also be responsible for managing sales support and/or administrative personnel
• Determine proper channel coverage, compliance with policies, and reseller and/or distributor recruitment and on-boarding. Identify potential partners and negotiate partnerships. Ensure channel compliance with contract terms. Gain a thorough understanding of the area's business to ensure that high-value Channel partners are acquired and retained
• Maintain relationships with resellers and/or distributors. Responsible for maintaining the health of channel
• Provide regular pipeline forecasts and business health checks to senior management
• Act as a business consultant to help resellers and/or distributors set their business strategy. Collaborate with internal and external business partners to build, maintain and implement business plans to support the sales effort. Work with resellers to promote and evangelize Autodesk products
• Coordinate with sales teams on reseller quotas, certification requirements, programs and policies. Devise process for managing qualification and distribution of leads to Channel partners
• Plan road shows and other events to build channel business and create marketing events to generate sales leads. Participates in Channel initiatives as required
• Drive Channel Management best practices in assigned territory and share with peers worldwide

Requirements

• 12+ year’s Channel sales with a demonstrable track record of achieving or exceeding sales goals
• Demonstrated success in working with Marketing, Direct and with key internal stakeholders to achieve sales goals
• Superior communication and interpersonal skills; the ability to build relationships at multiple levels and to work cross-organizationally towards solutions
• Strong influencing skills and ability to deliver results in a global and matrixed organization
• Demonstrated ability to grasp the technical aspects of the business (i.e. fully understanding the products and services in order to achieve and maximize sales results)
• Proven team leadership abilities including: creative and proactive approach to conflict resolution and problem solving, mentoring, coaching, recognition and performance management
• Able to adapt and change with changing priorities and business initiatives
• A highly motivated, results-oriented, self-starter with strong analytical skills
• Bachelor's Degree or equivalent experience
• Position will require travel of more than 30% of time