Motorola · Tokyo
Other
At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.
We are seeking a Strategic Territory Director reporting to the Senior Director of International Sales and Business Development and working closely with the International Sales and Business Development team.
The Strategic Territory Director will lead and execute the sales strategy in Japan and Korea, holding critical direct responsibility for territory development and revenue generation. This dynamic role is a blend of business development, customer engagement, mentoring, and cross-functional leadership.
The successful candidate will demonstrate a strong combination of strategic thinking, technical acumen, and operational execution. This role is ideal for a driven, collaborative, and customer-oriented professional looking to elevate their career in international business development within the defense and security technology sector. This position is eligible for 100% remote work depending on location.
The following is a list of at least some of the current essential job functions of the position. Management may assign or reassign duties and responsibilities at any time at its discretion.
ROLE AND RESPONSIBILITIES
Sales Leadership and Execution
Lead Regional Strategy: Lead and execute comprehensive sales strategy, planning, and execution for Japan and Korea.
Full Sales Lifecycle Ownership: Oversee the entire sales lifecycle, including lead generation, qualification, proposal development, negotiation, and closing of complex deals.
Customer Relationship Management: Cultivate and maintain strong, long-term relationships with key customers, resellers, and strategic stakeholders across the territory.
New Business Development: Proactively identify and pursue new business opportunities that are strategically aligned with the company's technology and long-term growth goals.
Metrics and Reporting: Track, analyze, and report on key performance metrics for the territory. Maintain comprehensive and accurate CRM data for effective forecasting and pipeline management.
Market Strategy and Intelligence
Competitive Positioning: Conduct comprehensive market analysis and maintain current knowledge of local market conditions, geopolitical events, and economic trends to strategically position the company to develop opportunities and influence customer project requirements.
Regional Insight: Proactively monitor regional trends, threats, and competitor activity, consolidating and sharing critical insights with leadership to inform broader corporate strategy.
Demand Forecasting: Continuously monitor and analyze local procurement cycles and budget allocation timelines to accurately forecast and anticipate future demand.
Partner and Channel Management
Channel Partner Management: Effectively manage the network of sales partners, classifying them as strategic, tactical, or opportunistic. Prioritize and focus efforts on partners with direct access to core customer bases (e.g., MoD, SOF, Police).
Partner Recruitment and Vetting: Identify and qualify new potential channel partner candidates, conducting initial due diligence to assess alignment and capabilities.
Partner Enablement: Ensure all key local partners maintain a high level of product knowledge and that their demonstration kits are current and fully functional.
Cross-Functional Collaboration and Representation
Internal Collaboration: Collaborate cross-functionally with engineering, product, marketing, support, and operations teams to ensure successful customer engagement, project fulfillment, and high satisfaction.
Product Feedback Loop: Gather, analyze, and synthesize end-user requirements and advisory input, rolling up this information to inform and influence future product development roadmaps. Advise regarding local production needs and feasibility.
Representation and Support: Represent the company at trade shows, demonstrations, and strategic meetings. This includes planning and executing local marketing activities (trade shows, conference participation, speaking engagements).
Local Coordination: Serve as the primary local point of contact, coordinating and supporting visits from company management and engineering teams into the territory. Facilitate liaison and coordination with local company offices and key partners.
•Demonstrated experience navigating complex defense regulatory environments, military procurement processes, or government contracting will be strongly preferred.
• Completion of secondary school (or equivalent qualification) plus a minimum of 5 years of experience in relevant sales, business development, or account management role
• Proven success in selling MANET, wireless communications, or tactical radio technologies.
• Strong track record in military, defense, or public safety sales environments.
• Excellent communication, negotiation, and presentation skills.
• Demonstrated leadership experience, including mentoring or team management.
• We welcome applications from professionals with a Military Service background
PREFERRED KNOWLEDGE, SKILLS AND ABILITIES
• Post-secondary education or Bachelor’s in business, engineering, communications, or related field.
• Understanding of MANET ecosystems, competitive landscape, and customer mission needs.
• Strong technical aptitude in tactical communications and RF networking.
• Previous program management in high-performance sales environments
WORKING CONDITIONS and PHYSICAL REQUIREMENTS
• Remote-based with travel (up to 50% with Occasional heavier periods) to customer engagements, corporate events, trade shows, and demonstrations.
• Work may be performed in office settings, field demos, and trade show venues.
• Outdoor environment for demos.
• While performing the duties of this job, the employee is required to do the following:
- Lift equipment up to 20 lbs. for the set-up of demonstrations and testing.
- Occasional exposure to heat, cold, and allergens while performing field tests or demonstrations.
EEO Statement
Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic.
We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.