Who we are looking for Charles River Development (CRD), part of State Street's Alpha business, delivers leading investment management technology solutions that help institutional investors streamline front-, middle-, and back-office operations. Through the State Street Alpha platform, CRD provides integrated capabilities across portfolio management, trading, compliance, investment operations, data management, performance, and analytics.
As we continue to expand our presence in Japan, we are seeking a highly motivated and experienced sales professional to drive new business growth across the Japanese investment management market. Why this role is important to us This is a strategic growth role, joining an existing team, and focused on originating, managing, and closing new business opportunities within an assigned territory in Japan.
The successful candidate will be responsible for developing senior-level relationships with asset managers, asset owners, insurance companies, wealth managers, trust banks, and other institutional investors, while positioning Charles River and State Street Alpha as strategic transformation partners. The role requires a consultative sales approach, strong knowledge of investment management workflows, and the ability to navigate complex enterprise sales cycles involving multiple business and technology stakeholders.
The position will be based in Tokyo and report directly to the Director of Sales, APAC. What you will be responsible for Territory and Business Development (30%) Develop and execute a territory plan to generate sustainable pipeline growth across Japan. Identify, qualify, and pursue new business opportunities within institutional asset management, insurance, wealth management, pension, and asset owner segments.
Build relationships with key decision-makers including CIOs, Heads of Investment Operations, Heads of Trading, COOs, CTOs, and Transformation leaders. Leverage industry contacts, referral networks, consultants, partners, and State Street relationships to drive market coverage and opportunity creation. Enterprise Sales Execution (35%) Lead complex software and SaaS sales cycles from initial engagement through contract signature.
Conduct executive-level discovery discussions to understand client business priorities, operating models, and technology strategies. Coordinate resources across product management, solution consulting, professional services, client management, and executive leadership teams. Lead presentations, demonstrations, proof-of-concepts, workshops, and business value discussions. Develop compelling business cases that articulate strategic and operational benefits to prospective clients.
Deal Strategy and Commercial Negotiation (20%) Build and execute deal strategies designed to win highly competitive opportunities. Manage proposals, RFPs, commercial negotiations, pricing discussions, procurement processes, and contractual negotiations. Forecast accurately and maintain disciplined pipeline management within CRM systems. Consistently meet or exceed annual sales targets. Market Representation and Relationship Management (10%) Represent Charles River Development and State Street Alpha at industry conferences, client events, and industry forums.
Develop trusted relationships with industry consultants, strategic partners, and influencers. Act as a market advocate, providing feedback on competitive dynamics, customer requirements, and market trends. Client and Partner Engagement (5%) Support executive relationship development with existing clients to identify expansion opportunities. Partner closely with Customer Success, Professional Services, and Account Management teams to maximize long-term client value.
What we value Experience Minimum 8 years of experience in enterprise software, financial technology, capital markets, or investment management sales. Demonstrated success selling complex enterprise solutions to financial institutions. Proven track record of achievin