Japan Sales Manager — Channel & Strategic Accounts

About This Role

This role is responsible for driving revenue growth and market expansion in Japan by managing local dealers and sub-dealers, and building strategic end-customer demand for MaxCyte solutions. The manager will own the Japan business plan and execution, partnering with channels to optimize pipeline creation, forecasting, customer engagement, and value-based selling.

Responsibilities

• 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 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 including regular pipeline reviews, quarterly business reviews (QBRs), and training plans
• Ensure channel partners are fully enabled to position MaxCyte value propositions and execute demos
• Own and scale strategic partner relationships within the cell and gene therapy ecosystem as a trusted platform advisor
• Co-create and execute tailored Joint Business Plans with partners, aligning MaxCyte technology with their therapy development goals
• Lead strategic negotiations for platform licensing and long-term collaboration agreements
• Build and maintain relationships with key end-customer stakeholders to create demand and pull-through via channel partners
• Own pipeline management and forecasting for Japan, maintaining accurate opportunity hygiene and driving deal progression

Requirements

• 10 years of direct sales experience in life science tools, biotechnology, pharmaceutical, and research markets
• 8+ years of commercial experience in life science tools, biotech, pharma, or related markets
• Extensive experience selling capital equipment (>$100K) into pharmaceutical and biotechnology accounts
• Proven track record of consistently achieving sales targets and navigating complex buying committees
• Demonstrated success operating within a dealer / sub-dealer channel model (partner enablement, performance management, coverage design, and deal execution)
• Proven ability to build and manage distributor relationships and drive accountability against targets and KPIs
• Strong business planning, forecasting, and KPI-driven execution; disciplined CRM usage
• Excellent communication, negotiation, and influence skills to sell at multiple customer levels (technical end-users to C-suite)
• Strong technical fluency to support solution-based selling in relevant life science workflows
• Strong knowledge of Cell and Gene therapy, cell line development and manufacturing, immunology, and cell-based assays
• Understanding of transfection techniques and technologies
• Native/Fluent Japanese and business-level English
• Established industry network in Japan within protein production, cell therapy, immunology, cell biology, high-throughput screening, and high-content screening
• Track record of launching or scaling new channel partners or new product lines in Japan
• Entrepreneurial mindset to thrive in a high-growth environment
• Customer-centric leadership, able to build strong customer relationships

Qualifications

• BS in Life Sciences or a related field
• Minimum of 10 years of direct sales experience in companies that develop, market, and sell life science tools to biotechnology, pharmaceutical, and research markets, with 8+ years of commercial experience in life science tools, biotech, pharma, or related markets.

Skills

* Required skills