Senior Sales Manager – Telecommunications & Retail, Japan

Our Company

At Teradata, we believe that people thrive when empowered with trusted data and AI. Teradata's cloud analytics and AI platform enables organizations to make better decisions, deliver exceptional customer experiences, and unlock business value at enterprise scale.

We partner with leading telecommunications operators, retailers, e-commerce organizations, and consumer businesses worldwide to accelerate digital transformation, optimize operations, improve customer engagement, and drive AI-powered innovation. 

Position Summary

Teradata Japan is seeking an experienced and results-driven Senior Sales Manager, Telecommunications & Retail, to lead and expand our business across Japan's telecommunications, retail, e-commerce, and consumer services sectors.

This leadership role is responsible for driving revenue growth, managing strategic customer relationships, and leading a team of Account Executives serving some of Japan's largest telecommunications providers, retailers, and digital commerce organizations. The successful candidate will help customers leverage data, analytics, cloud, and AI technologies to enhance customer experiences, improve operational efficiency, optimize revenue streams, and accelerate growth.

The ideal candidate combines strong enterprise sales leadership experience with deep knowledge of the Telecom and Retail industries and a passion for helping customers transform their businesses through data-driven innovation.

What You Will Do

Sales Leadership

• Lead, coach, and develop a high-performing sales team focused on Telecommunications and Retail accounts across Japan.
• Create a culture of accountability, collaboration, and customer success.
• Support talent development, succession planning, and sales excellence initiatives.
• Drive consistent execution of account planning, pipeline management, and forecasting best practices.

Business Growth Strategy

• Develop and execute strategic growth plans for Teradata's Telecommunications and Retail business in Japan.
• Drive expansion within existing strategic customers while acquiring new enterprise accounts.
• Identify opportunities related to customer experience transformation, AI adoption, digital commerce, data modernization, and operational optimization.
• Build and maintain a strong pipeline of qualified opportunities.

Executive Customer Engagement

• Establish trusted relationships with senior business and technology leaders, including CIOs, Chief Digital Officers, Chief Data Officers, Marketing Executives, Customer Experience Leaders, and Operations Executives.
• Act as an executive sponsor for strategic customer relationships.
• Lead executive briefings, business reviews, and transformational discussions.
• Help customers align analytics and AI investments with measurable business outcomes.

Sales Execution

• Lead complex enterprise sales cycles from opportunity identification through contract closure.
• Drive accurate forecasting and disciplined pipeline inspection.
• Support strategic negotiations and executive-level deal reviews.
• Ensure achievement of quarterly and annual revenue objectives.

Cross-Functional Collaboration

• Partner closely with Solution Engineering, AI Strategists, Customer Success, Professional Services, Product Management, and Marketing teams.
• Align internal resources to support customer success and growth initiatives.
• Collaborate with JAPAC and global industry leaders to develop strategic account plans.

Ecosystem & Partner Engagement

• Build strong relationships with cloud providers, consulting firms, system integrators, and industry partners.
• Develop joint go-to-market initiatives and co-sell opportunities.
• Leverage the partner ecosystem to expand Teradata's market reach and customer engagement.

Who You Will Work With

• Japan Country Leadership Team
• Telecommunications & Retail Sales Team
• Solution Architects and AI Strategists
• Customer Success and Professional Services Teams
• Strategic Partners including AWS, Microsoft Azure, and Google Cloud
• JAPAC Sales Leadership
• Global Telecommunications and Retail Industry Practice Leaders
• Product Management and Marketing Teams

Minimum Requirements

• Bachelor's degree or equivalent experience.
• 10+ years of enterprise software, cloud, analytics, AI, or data platform sales experience.
• 5+ years of sales leadership and people management experience.
• Proven success managing strategic enterprise customers in Telecommunications, Retail, E-commerce, Consumer Services, or related industries.
• Strong understanding of the Japanese Telecommunications and Retail market.
• Demonstrated ability to lead complex enterprise sales engagements involving multiple stakeholders.
• Consistent track record of achieving and exceeding sales targets.
• Excellent executive communication, negotiation, and leadership skills.
• Business-level Japanese and professional English proficiency.

Preferred Qualifications

• Experience working with major telecommunications service providers, retailers, e-commerce platforms, consumer brands, or digital commerce organizations in Japan.
• Understanding of customer analytics, customer experience transformation, loyalty programs, digital commerce, network analytics, AI, and data modernization initiatives.
• Experience leading teams responsible for large enterprise digital transformation programs.
• Existing executive relationships within key telecommunications and retail organizations.
• Knowledge of consultative and value-selling methodologies.
• MBA or advanced degree preferred.

Success Profile

The ideal candidate:

• Is an inspirational leader who develops successful sales teams.
• Builds trusted executive relationships with customers and partners.
• Understands the challenges and opportunities facing telecommunications and retail organizations.
• Thinks strategically while maintaining operational discipline.
• Thrives in complex enterprise environments.
• Is passionate about helping customers innovate through AI, analytics, and trusted data.
• Demonstrates strong business acumen and customer-centric leadership.

Key Performance Indicators

• Annual Revenue Achievement
• Team Quota Attainment
• Strategic Account Growth
• New Business Development
• Pipeline Coverage and Conversion
• Forecast Accuracy
• Executive Customer Engagement
• Employee Development and Retention
• Partner-Sourced Revenue
• Customer Satisfaction and Expansion

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