Senior RUCKUS Channel Manager (Shinagawa, Tokyo)

Innovation Starts With You

Propel your career at Belden, where innovation creates possibilities—for our people, our customers, and the communities we serve. We connect people, information, and ideas to solve the world’s most complex connectivity challenges, turning curiosity into meaningful impact. Here, you’ll take on work that challenges you, supports your growth, and empowers you to shape what’s next. You’ll collaborate with global teams, gain diverse perspectives, and contribute to solutions that extend beyond our business—creating value in the world around us.

Together, we are shaping the future of digitization and paving the way for the next generation of innovation.

RUCKUS Networks, a Belden Company, is a global leader in AI-driven wired and wireless networking solutions. We empower enterprises, educational institutions, government organizations, healthcare providers, and hospitality businesses with industry-leading Wi-Fi, L2,3 switching, cloud, and network management technologies that deliver exceptional user experiences.

We are seeking a highly motivated and results-oriented Channel Account Manager (CAM) to drive the growth of our channel business across Japan. This role will be responsible for developing and expanding strategic relationships with distributors, system integrators, value-added resellers (VARs), and other channel partners to accelerate revenue growth, market share, and partner engagement.

The successful candidate will play a key role in channel recruitment, partner enablement, business planning, pipeline development, and execution of go-to-market strategies, while collaborating closely with sales, marketing, technical, and executive leadership teams.

Key Responsibilities

Distributor Recruitment & Expansion

• Identify, recruit, onboard, and develop strategic distributors to expand RUCKUS market coverage across Japan.
• Evaluate and execute distribution strategies that maximize market penetration and business growth.
• Drive distributor investment in partner recruitment, enablement, technical resources, and business development.
• Establish new distribution channels aligned with company growth objectives.

Distributor Development & Enablement

• Develop and execute joint business plans with strategic distributors to accelerate revenue growth and market share expansion.
• Build strong executive-level relationships with distributor leadership teams.
• Conduct regular business reviews and performance assessments.
• Provide sales, technical, competitive positioning, and channel program training.
• Drive distributor adoption of RUCKUS certifications, specializations, and partner programs.
• Improve forecasting accuracy, pipeline generation, and operational excellence.
• Ensure distributors are fully equipped to position, sell, deploy, and support RUCKUS solutions.

Partner Recruitment

• Analyze market coverage gaps and identify strategic partner acquisition opportunities.
• Recruit and develop high-potential channel partners, including:
• System Integrators (SIs)
• Value-Added Resellers (VARs)
• Managed Service Providers (MSPs)
• Hospitality-focused partners
• Education-focused partners
• Technology alliance partners
• Build a diverse and high-performing partner ecosystem that strengthens market presence and drives sustainable business growth.

Partner Enablement

• Design and execute partner onboarding and enablement programs.
• Deliver sales, technical, certification, and solution workshops.
• Strengthen partners' capabilities in selling, designing, deploying, and supporting RUCKUS solutions.
• Support partner participation in customer engagements, demonstrations, and Proof of Concept (PoC) activities.
• Develop trusted relationships with partner sales leaders, technical teams, and executive stakeholders.

Joint Business Planning

• Develop and execute annual business plans with strategic distributors and partners.
• Establish shared objectives that include:
• Revenue targets
• Pipeline development goals
• Growth initiatives
• Training and certification plans
• Marketing programs
• Partner specialization objectives
• Conduct quarterly business reviews (QBRs) to measure progress and drive accountability.
• Align partner investments and resources with agreed business priorities.

Channel Program Execution

• Drive adoption and successful execution of RUCKUS channel programs and strategic initiatives.
• Communicate pricing strategies, promotional programs, and business incentives.
• Manage communications related to product lifecycle programs, including End of Sale (EOS) and End of Life (EOL) announcements.
• Act as the primary channel communication point for product updates and business initiatives.
• Promote participation in specializations, certifications, deal registration programs, and incentive programs.
• Collaborate with APAC and global channel teams to ensure successful program execution across Japan.

Joint Sales & Marketing Activities

• Develop and execute joint sales and marketing plans with distributors and partners, including MDF-funded activities.
• Plan and support:
• Customer seminars
• Webinars
• Roadshows
• Executive briefings
• Industry events
• Demand generation campaigns
• Collaborate with partners to identify, develop, and close new business opportunities.
• Increase partner-led and partner-assisted revenue and pipeline contributions.

Business Management & Forecasting

• Maintain accurate opportunity management, forecasting, and reporting through Salesforce CRM.
• Conduct regular pipeline and forecast reviews with distributors and partners.
• Develop and manage quarterly and annual business plans.
• Provide timely updates on market trends, competitive activities, and business performance.
• Maintain a high degree of forecast accuracy while driving predictable business growth.

Required Qualifications

• 5+ years of experience in channel sales, partner management, distribution management, or enterprise technology sales.
• Proven experience managing distributors, resellers, system integrators, or service providers.
• Demonstrated success in recruiting, enabling, and growing channel partners.
• Strong track record of driving revenue growth through indirect sales models.
• Deep understanding of channel business planning and partner ecosystem development.
• Experience with Salesforce CRM or equivalent sales management platforms.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to work effectively across cross-functional and multinational teams.

Preferred Qualifications

• Business-level English proficiency.
• Knowledge of enterprise networking solutions, including:
• Wi-Fi
• LAN/WLAN
• Layer 2/Layer 3 Switching
• Cloud Networking
• AI
• Network Security
• Experience serving enterprise, education, hospitality, manufacturing, healthcare, public sector, or government customers.
• Prior experience with networking vendors, technology manufacturers, distributors, or system integrators.
• Established network of channel partners within the Japanese IT industry.

Let’s Create Possibilities Together.

Join a global community shaping the future of intelligent connectivity. At Belden, you’ll help push the boundaries of technology and write the next chapter of innovation, creating possibilities for your career, your future, and the world around you.

These statements are intended to describe the general nature and level of work involved for this job. It is not an exhaustive list of all responsibilities, duties and skills required of this job.