Japan Sales Manager — Channel & Strategic Accounts

Japan Sales Manager — Channel & Strategic Accounts is responsible for delivering revenue growth and market expansion through effective management of local dealers and sub-dealers, while also building strategic end-customer demand for MaxCyte solutions. This role owns the Japan business plan and execution cadence—partnering with channel partners to drive pipeline creation, forecasting accuracy, customer engagement, and consistent value-based selling. The ideal candidate has a proven track record in a dealer / sub-dealer business model, strong distributor enablement and accountability skills, and deep familiarity with life science tools markets.

Territory: Japan

Preferred Locations: Field-based / Remote in Japan (preferably near a major international airport)

Channel Strategy, Enablement & Accountability (Dealers / Sub-Dealers)

• Develop and execute the Japan channel strategy and annual business plan, aligned to regional priorities and growth targets.
• Recruit, onboard, and optimize dealer and sub-dealer coverage as needed to expand reach and increase market penetration.
• Establish clear expectations with channel partners (revenue targets, pipeline targets, activity plans, coverage, and compliance).
• Implement structured partner management: regular pipeline reviews, quarterly business reviews (QBRs), training plans, and co-marketing initiatives to improve performance and consistency.
• Ensure channel partners are fully enabled to position MaxCyte value propositions, execute demos, and progress opportunities through complex sales cycles

Strategic Account Management & Partnership Development

• Own and scale strategic partner relationships within the cell and gene therapy ecosystem as their trusted platform advisor, ensuring their long-term R&D and commercial success with MaxCyte’s ExPERT platform.
• Co-create and execute tailored Joint Business Plans, aligning MaxCyte’s flow electroporation technology and solutions with partners’ pipeline timelines and therapy development goals to accelerate co-innovation and shared market success.
• Lead strategic negotiations for platform licensing and long-term collaboration agreements, securing frameworks that enable sustainable partnership growth and advance the development of transformative cell therapies.

Demand Generation & Market Development (End Customers)

• Build and maintain relationships with key end-customer stakeholders (research leaders, translational teams, manufacturing leadership, procurement) to create demand and pull-through via channel partners.
• Identify, qualify, and advance new opportunities across biotech, pharma, CDMOs, and leading academic centers—translating market intelligence into targeted account plans.
• Maintain strong market awareness (competitive offerings, pricing dynamics, funding/therapeutic trends) and provide actionable insights to internal stakeholders and channel partners.

Sales Execution, Forecasting & CRM Discipline

• Own pipeline management and forecasting for Japan: maintain accurate opportunity hygiene, ensure timely updates, and drive deal progression with clear next steps and close plans.
• Lead high-impact product presentations and demonstrations (directly or via dealer teams), coordinating with applications/technical resources as needed.
• Coordinate internal alignment across Sales, Field Applications, Marketing, Operations, and Finance to ensure excellent customer experience and smooth order fulfillment.
• Compliance & Professional Standards
• Ensure channel activities meet company policies and local requirements, including ethical business practices and relevant compliance standards.
• Represent the company professionally at industry meetings, customer visits, and partner events, reinforcing credibility and long-term partnerships.