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Head of Channel Sales

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Uber

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Location:
Japan , Tokyo

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Category:
Sales

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Contract Type:
Not provided

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Salary:

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Job Description:

We are seeking a high-performing, entrepreneurial Channel Sales Partner (CSP) Lead to drive and scale our largest indirect sales channel in Japan. This is a critical leadership role responsible for managing a team of three, owning our most strategic CSP relationships, and doubling the impact of this channel over the next 12 to 18 months. In a country where relationships, trust, and hyper-local expertise matter, our CSPs are force multipliers, and extend our reach where we cannot go directly. Your role will be to accelerate this growth engine by optimising partner performance, strengthening internal processes, and ensuring we win in the market through local excellence.

Job Responsibility:

  • Drive acquisition targets | Own and exceed acquisition targets by developing data-driven sales strategies and ensuring consistent execution across teams
  • Develop and execute the CSP growth strategy | To double the channel’s contribution to merchant acquisition, activation, and revenue in Japan
  • Lead strategic partner relationships | This will include joint business planning, performance reviews, and the co-creation of incentive programmes
  • Manage and grow a high-performing team of three | Fostering a culture of ownership, operational excellence, and continuous improvement
  • Design and implement scalable partner processes | This includes onboarding, support models, and enablement tools to improve partner productivity and retention
  • Collaborate cross-functionally | With Sales Operations, Legal, Marketing, Finance, and regional stakeholders to optimise systems and remove operational friction
  • Represent the voice of CSPs within Uber | Advocating for market-specific needs with product and central teams to ensure our model remains competitive and effective

Requirements:

  • Five to eight years of experience in sales, partnerships, channel strategy, or business development, ideally in a high-growth or operationally complex environment
  • Proven track record of managing a team and delivering business outcomes end to end
  • Strong analytical and strategic thinking skills, with experience using data to drive decision-making
  • Excellent communication and influencing skills, with the ability to align diverse stakeholders in a matrixed organisation
  • Deep understanding of Japanese business culture and regional market dynamics
  • Professional proficiency in both Japanese and English

Nice to have:

  • Experience leading or scaling channel sales programmes or partner ecosystems
  • Prior exposure to working with start-up or SME partners in fragmented or relationship-led markets
  • Familiarity with performance-based incentive design and partner enablement tooling
  • Experience working cross-functionally with product, legal, finance, or operations teams in an international context
  • Prior experience in the food delivery, logistics, or tech platform space

Additional Information:

Job Posted:
March 01, 2026

Employment Type:
Fulltime
Work Type:
On-site work
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