VP, Sales

Position Overview:

As Sales Leader, Japan you are responsible for driving Inseego's revenue and market share growth across Japan's carrier ecosystem, with a primary focus on Fixed Wireless Access (FWA) CPE and mobile broadband devices. You own the end-to-end commercial relationship with Japan's Tier 1 carriers, including NTT Docomo, SoftBank, KDDI, and Rakuten Mobile, and are accountable for account strategy, revenue targets, and long-term partnership health.

This role requires a proven carrier sales leader who combines deep account management discipline with strong executive relationships, commercial negotiation skill, and the ability to align internal product, engineering, and delivery teams around customer priorities. You will represent Inseego at the senior level with carrier partners and act as the primary escalation point for commercial matters in Japan.

Responsibilities:

Carrier Account Leadership

• Own and grow strategic relationships with NTT Docomo, SoftBank, KDDI, and Rakuten Mobile, serving as the senior Inseego point of contact for each account.
• Build multi-threaded relationships across procurement, network engineering, product, and marketing functions within each carrier.
• Develop and execute account plans that define revenue targets, product positioning, and share-of-wallet growth for each carrier.
• Represent Inseego in executive business reviews, roadmap discussions, and senior-level negotiations.

Sales Execution and Revenue Growth

• Identify and develop new business opportunities across FWA gateways, mobile hotspots, and adjacent product lines.
• Own the Japan sales forecast and pipeline, and deliver against quarterly and annual revenue targets.
• Lead commercial negotiations on pricing, volume commitments, and contract terms in coordination with Finance and Legal.
• Manage the RFP and tender process for Japan carriers, coordinating with product management and pre-sales engineering to build competitive, well-positioned responses.
• Track competitive activity and pricing in the Japan market and adjust account strategy accordingly.

Cross-Functional Coordination

• Act as the voice of the Japan carriers internally, translating customer requirements into clear input for product management and engineering.
• Coordinate with supply chain and delivery teams to ensure forecast accuracy and on-time fulfillment for carrier launches.
• Partner with marketing to align product launches and joint go-to-market activity with carrier timelines.
• Support contract renewals, certification cycles, and carrier-specific compliance requirements.

Market and Relationship Development

• Maintain a current view of each carrier's 5G and FWA strategy, device roadmap, and competitive landscape.
• Build and maintain a network of relationships across the Japan telecom ecosystem, including distributors, system integrators, and industry bodies.
• Represent Inseego at relevant industry events and carrier-hosted forums in Japan.

Required Qualifications:

• 10+ years of sales or account management experience in the telecom, networking, or device industry, with direct experience selling to Japanese mobile carriers.
• Demonstrated track record of existing relationships with one or more of NTT Docomo, SoftBank, KDDI, or Rakuten Mobile.
• Proven history of carrying and exceeding a revenue target in a carrier-facing sales role.
• Strong commercial and negotiation skills, with experience structuring multi-year carrier agreements.
• Working knowledge of FWA, mobile broadband, or CPE device categories; familiarity with 3GPP standards and carrier device certification processes is an advantage.
• Native or business-fluent Japanese and professional working proficiency in English.
• Willingness to travel within Japan and periodically to APAC regional and global offices.

Education:

• Bachelor's degree required; MBA or equivalent business qualification preferred.

What Success Looks Like

• Executive-level relationships are established and active across at least two of the four major carriers within the first year.
• Inseego is positioned as a preferred, trusted supplier in carrier roadmap and RFP discussions.
• Forecast accuracy and internal cross-functional alignment support reliable delivery to carrier commitments.

Location: Tokyo, Japan - Remote