Business Development and Account Manager – Japanese Army
At a glance
Manager-level Account Management role at Thales. Tokyo · full-time.
Pay not stated Account Manager salary
growthroles summary, based on the employer's posting.
What you'll do
- Build defense business in Japan by approaching prospective customers and partners, promoting Thales offerings and uncovering needs
- Turn customer requirements into proposed products, systems or services with the relevant global business units and business lines
- Set a multi-year plan for the Japanese Army account and align the sales approach with the country director and defense leaders
- Carry the agreed approach from presales through customer selection, while developing relationships with government, end users and industry
- Track Japanese defense procurement, budgets, capability gaps and local industry developments, then brief colleagues on procurement processes
What you bring
- You have strong experience negotiating in the defense sector
- You speak Japanese at native level and English at business-to-native level, equivalent to TOEIC 900 or higher
Who this fits
This manager-level role suits someone focused on Japanese Army defense accounts, business development and customer relationships. You need to be able to travel within Japan and internationally for customer meetings, demonstrations, business-line discussions and exhibitions.
From the employer
Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.
Present in Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.PURPOSE OF THE POSITION
Responsible for Developing Business in Japan
- Develop new business in the Defense domain
- Defense: Private (industry) and Ministry of Defense especially for Army
- Proactive contact to potential customers and partners to promote Thales portfolio, capture customer needs and requirements to locate new opportunities.
- Share the customer needs and requirements within Thales Group (Global Business Units – GBU’s and Business Lines – BL’s), define the best solution (product/system/service) during the upstream opportunity phase.
- Define the multi-year strategy for Army account
- Establish a winning strategy to sell the best solution together with Country Director and Head of Defense Account Sales Director, and direct Manager and obtain consensus from GBU’s and BL’s
- Implement the winning strategy with GBU’s and BL’s from pre-sales to final selection by the customer
RESPONSIBILITIES
KNOW THE MARKET
Ensure a basic knowledge of the Defense procurement market in Japan
- Current and future operational requirements, acquisition budgets and capability gaps
- Local industry capability, segmentation, aspirations,
- General trends with respect to go to market, technologies, export policy change, etc.
- Local networking to capture the latest market information
- Different procurement process of JMoD and Japanese Defense Industries - Educate these to TJKK colleagues and GBU/BLs
KNOW THE THALES PRODUCTS, AND THALES STANDARD
- Comprehensive, up to date knowledge of Thales product portfolio offerings to prospects and Government customers.
- Implement Chorus 2.0 process to Bid
DEVELOP THALES JAPAN NEW BUSINESSES
- Promotion of Thales products portfolio to Go-to-Markets (industry), Government customers and end-users.
- Understand customer missions, operational environments and priorities, broadens their understanding of Thales solutions in connection with their missions, and provides customer/market information to relevant GBU’s/BL’s.
- Convince customers in expressing their needs and operational concepts
- Support/contribute to localization of Thales activities including Defense Service Center
ESTABLISH A TRUSTED RELATIONSHIP GOVERNMENT CUSTOMERS, END-USERS and INDUSTRIAL PARTNERS
- Develop and maintain the customer & partner relations with the aim of increasing order intake and local activities
TEAM PLAYER
- Cooperate and support other members across Thales Japan, and target team objectives as a team player
GENERAL (Common)
- Comply with all relevant Company policies and procedures
- Fully adhere to Corporate & Social Responsibility (CSR) in force within Thales
REQUIREMENTS
- Strong business experience in negotiating in Defense sector
- Experience of working with international manufacturers serving Japanese market would be an asset
- Languages: Japanese/Native level, English/Business to Native level (Equivalent to TOEIC 900 and over)
- Capable to have business trip for both of domestic (meeting/demo at customer) and international (meeting with BLs, attend exhibition)
At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.
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