Japan Sales Manager — Channel & Strategic Accounts

Description 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. Requirements Education & Experience: BS in Life Sciences or a related field with a minimum of 10 years of direct sales experience in companies that develop, market, and sell life science tools to biotechnology, pharmaceutical, and research markets. Experience: 8+ years of commercial experience in life science tools, biotech, pharma, or related markets (capital equipment and/or consumables and services). Capital Equipment Sales Expertise: Extensive experience selling capital equipment (>$100K) into pharmaceutical and biotechnology accounts, with a proven track record of consistently achieving targets. Demonstrated success navigating complex buying committees and managing long, multi‑stakeholder sales cycles. Demonstrated success operating within a dealer / sub‑dealer channel model - (partner enablement, performance management, coverage design, and deal execution through indirect sales). Proven ability to build and manage distributor relationships and drive accountability against targets and activity KPIs. Strong business planning, forecasting, and KPI‑driven execution; disciplined CRM usage and pipeline hygiene. Excellent communication, negotiation, and influence skills with the ability to sell at multiple levels of customer organizations, from technical end‑users to C‑suite executives. Strong technical fluency to support solution‑based selling in relevant life science workflows. Scientific & Technical Expertise: Strong knowledge of Cell and Gene therapy, cell line development and manufacturing, immunology, and cell‑based assays, with an understanding of transfection techniques and technologies. Language: Native/Fluent Japanese and business‑level English. Existing Industry Network in Japan & Technical Acumen: Established relationships within the fields of 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: Proven ability to thrive in an entrepreneurial, high‑growth environment, demonstrating strategic thinking, problem‑solving, and self‑motivation. Customer‑Centric Leadership: Builds and maintains strong customer relationships, demonstrating passion for the company’s mission and solutions. Travel: Ability to travel ~50% across Japan (and occasional APAC travel as needed). #J-18808-Ljbffr MaxCyte, Inc.