Business Development Director (Professional Services Sales)
We are seeking a dynamic and results-driven Japanese-speaking Professional Services Sales specialist to join our Professional Services team as an individual contributor.
This pivotal role will drive services opportunities and strengthen our professional services portfolio across the Japan region and other APAC opportunities.
You will partner closely with Sales, Customer Success, and our partner ecosystem to develop, position, and sell services that deliver measurable customer outcomes.
This role requires a strong grasp of customer needs, solution scoping, and implementation strategies. You will be responsible for defining project requirements, shaping proposals and contracts, and ensuring successful delivery. As an experienced Technology Services consultant, you will work in close collaboration with the Japan Professional Services Leader, the Global Services Business Development Leader, Sales and Customer Success leadership, and the services delivery team to advance our growth strategy.
Your Impact
Own the Service Sales Process
Lead the end-to-end sales process for Professional Services in Japan and other assigned markets
Define and execute the go-to-market strategy to drive services bookings
Partner with account executives and solution sales teams to identify, position, and close services opportunities
Accurately forecast and maintain pipeline health
Customer Value & Services Selling
Lead discovery sessions to understand customer objectives and align tailored services proposals
Position the value of Professional Services in delivering outcomes
Translate technology capabilities into solution roadmaps and measurable business value
Develop high-quality proposals and Statements of Work (SOWs)
Support negotiations to secure services revenue and margin
Portfolio Development & Expansion
Collaborate with Services, Product, and Sales teams to evolve and package service offerings
Identify gaps and create new offerings to drive incremental revenue
Enable Sales teams to confidently articulate the value of Professional Services in new and expansion opportunities
Key Success Metrics
Services Revenue and Margin Impact: Bookings, attach rate, expansions, margin
Net New ACV Impact: Growth in NNACV
Sales Effectiveness: Win rates, deal velocity, pipeline coverage
Your Qualifications
Fluency in both Japanese and English is essential
Strong background in Technology Services and consulting
Proven success in selling services within large, complex enterprise environments
Excellent client-facing and relationship management skills
Experience selling into multiple business functions, industries, and use cases
Deep understanding of software implementation lifecycles, including architecture, requirements, data integration, and process optimisation
Knowledge of services methodologies and experience leading successful engagements that delivered measurable business value
Familiarity with Anaplan or other EPM technologies (desirable)