Position: Regional Sales Director
Location: Tokyo, Japan
Company Overview
A rapidly expanding global technology services company with over 200,000 employees across more than 60 countries provides industry-leading capabilities in Digital, Engineering, and Cloud services. The organization emphasizes innovation, diversity, and professional growth, fostering an inclusive environment where employees are encouraged to excel and develop their full potential.
Role Purpose
This position is part of the IT and Business Services (ITBS) sales organization, with a primary focus on securing and managing large, multi-year contracts such as Application Maintenance and Support (AMS) and Total IT Outsourcing engagements.
Based in Tokyo, this regional role requires travel across key markets. The successful candidate will engage with clients to understand complex business needs and collaborate with internal solution teams and strategic partners to deliver comprehensive, end-to-end value propositions.
The role involves close coordination with delivery teams and global Centers of Excellence to structure competitive and compelling large-deal proposals.
Key Responsibilities
Business Development and Revenue Growth
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Drive net-new business development and expand the sales pipeline within the Japan market.
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Generate profitable revenue from both new and existing accounts.
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Identify and create additional revenue streams within current customer portfolios.
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Pursue and close large-scale, multi-year contracts, including IT outsourcing and application management services.
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Achieve revenue and gross margin targets.
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Contribute to and execute strategic business plans to grow market share in Japan.
Client Engagement and Sales Execution
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Maintain strong customer engagement through regular in-person meetings and presentations.
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Prospect, qualify, and pursue new business opportunities.
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Develop deep relationships with clients, including C-level stakeholders.
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Build and maintain partnerships with OEMs, local partners, consultants, and vendors.
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Ensure timely invoicing and payment collection.
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Demonstrate comprehensive knowledge of the company’s service offerings.
Cross-Functional Collaboration
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Work closely with internal delivery teams and global Centers of Excellence to structure winning proposals.
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Leverage partner ecosystems to strengthen solution competitiveness.
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Develop sales strategies based on strong market and competitive intelligence.
Required Skills and Competencies
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In-depth understanding of large-deal structures and lifecycle management.
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Proven experience managing complex, multi-stream sales engagements.
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Strong relationship-building, negotiation, and influencing skills.
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Well-established network within the local IT ecosystem, including partners, vendors, and enterprise clients.
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Ability to identify high-potential customers, build a strong pipeline, and close profitable deals.
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Self-driven, proactive, and resilient mindset.
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Proficiency in Microsoft Office, CRM systems, account planning, cost estimation, and pricing methodologies.
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Native-level Japanese proficiency and business-level English required.
Qualifications and Experience
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Approximately 20+ years of enterprise sales experience within the IT services industry, with a track record of closing large deals (typically USD 8–10 million and above).
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MBA or Engineering degree from a reputable institution is preferred.
What the Company Offers
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Opportunity to work within one of the fastest-growing global technology organizations.
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A highly diverse workforce representing more than 160 nationalities.
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Global collaboration opportunities across multiple regions.
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Flexible, virtual-first work environment supporting work-life integration.
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Comprehensive employee benefits.
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Recognition as a top employer in multiple countries, with a culture that values respect, performance, and professional development.