Director of Channel Sales - AMR (Remote)

About the Role

We are seeking a Director of Channel Sales - AMR (Remote) to lead our sales strategy in the Japanese market. This role will focus on building and scaling our channel sales efforts, ensuring alignment with our business goals. As a Director of Channel Sales, you will play a crucial role in expanding our partner ecosystem and driving revenue growth.

What You'll Do

• Own and lead the AMR channel sales strategy in Japan, aligned with overall business goals (distributors/resellers/SIs).
• Build and scale the core partner ecosystem: identify, recruit, onboard, and develop key SIs, distributors, and resellers.
• Scale partner-led GTM motions (use-case strategy, value proposition design, competitive positioning) and establish repeatable collaboration models.
• Lead channel targets and operating cadence (KPIs, forecasting, QBRs, pipeline governance, performance improvement plans).
• Lead commercial negotiations with key partners and drive channel framework design (tiers, incentives, rules of engagement).
• Partner cross-functionally with Product/Engineering/Operations/Finance/Marketing to oversee sales → deployment → outcome delivery.
• Own AMR market and competitive intelligence and translate insights into channel priorities and investment decisions.
• Strengthen the channel organization as needed (hiring, coaching, performance management, goal setting) and report to leadership.

Requirements

• 5+ years of AMR-focused channel sales experience (distributor/reseller).
• Strong network with Japan-based SIs.
• Business-level Japanese & English (spoken and written).

Nice to Have

• Experience with channel program and commercial model design (tiers, incentives, MDF, enablement).
• Proven success selling into operations-heavy enterprise environments (logistics, manufacturing, etc.).
• Leadership and stakeholder management experience across global teams.
• Experience working in a startup or scale-up environment.

What We Offer

• Competitive salary and performance bonuses.
• Remote work flexibility with a focus on results.
• Opportunities for professional growth and development.
• Collaborative and innovative work environment.
• Comprehensive health and wellness benefits.