Country Manager

Role Overview

• Develop and articulate a comprehensive growth vision and strategy for Sonar in Japan, aiming to double market share within three years
• Build, lead, and inspire a high-performing sales and operations team, focusing on attracting and retaining top talent in a competitive market
• Spearhead Sonar's market expansion strategies, identifying key opportunities and overcoming challenges unique to the Japanese market
• Conduct in-depth analysis of market trends, competitive landscape, and customer needs to inform strategic decision-making
• Lead high-level negotiations with major Japanese conglomerates and strategic partners to secure multi-million dollar deals
• Collaborate with global leadership to align Sonar's overall business strategy with local market needs and opportunities
• Foster a resilient, adaptable team culture that can thrive in a fast-paced, evolving environment while maintaining high standards of execution excellence
• Oversee the development and implementation of advanced sales methodologies and processes tailored to the Japanese market
• Actively network and build relationships with industry leaders to establish Sonar's presence in the Japanese tech ecosystem
• Represent Sonar at industry conferences, speaking engagements, and high-profile customer meetings
• Provide regular performance updates to the global leadership team, including detailed forecasts and strategic recommendations
• Drive product localization initiatives, ensuring Sonar's offerings meet the specific needs and preferences of Japanese customers

Requirements

• Minimum 20 years of progressive experience in technology sales and leadership, with at least 10 years in executive roles managing large teams and driving significant revenue growth in Japan
• Proven track record of successfully scaling sales organizations and operations in the Japanese market
• Exceptional ability to attract, recruit, and retain top talent with growth mindsets and can-do attitudes
• Demonstrated resilience and tenacity in overcoming obstacles and achieving results in high-pressure, ambiguous environments
• Strong entrepreneurial spirit with the ability to set the pace and raise the bar for performance excellence
• Deep understanding of enterprise sales cycles, solution selling, and value-based selling methodologies in the Japanese context
• Excellent communication and interpersonal skills, with the ability to influence and negotiate at the C-suite level in both Japanese and global business contexts
• Strong analytical skills with the ability to translate complex data into actionable insights and strategic plans
• Advanced knowledge of CRM systems and modern sales technologies
• Bachelor's degree required; MBA or relevant advanced degree preferred
• Gravitas and executive presence, able to articulate complex strategies and inspire confidence in diverse stakeholders
• Humble yet confident leadership style, able to inspire and motivate teams while remaining open to feedback and continuous learning
• Extensive experience working with partners, IT-enabled Services (ITES), Commercial, and Enterprise segments in the Japanese market
• Proven track record as a builder with a growth mindset, capable of scaling operations and adapting strategies in a rapidly evolving market.

Benefits

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!)
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.