Global Key Account Manager, Japan

Automotive Global Key Account Manager, Japan 

Our Purpose

We have changed the ground rules in automation – and it is being noticed

As part of Universal Robots, you become part of a global success. Our robotic arms help our customers improve productivity, profitability and create a safer working environment. Our international offices in Singapore, Barcelona, Shanghai, New York, Tokyo, Seoul and Taipei. We have performance-orientated colleagues who all share a passion for building a globally recognized business. We see rapid development and our learning curve is steep. At Universal Robots, we have an ambitious growth strategy where we aim to fill the role of market leader in collaborative robots. Learn more about the groundbreaking products you will be working with: http://www.universal-robots.com/

Opportunity Overview

Role Purpose

Drive global strategic partnerships with top automotive OEMs and Tier 1 suppliers to increase the deployment of UR / MiR robot solutions across assembly, welding, painting, inspection, and logistics operations.

Key Responsibilities

Strategic Account Management

• Own and manage a portfolio of high-value, strategic global accounts across multiple regions.
• Develop and execute multi-year global account plans aligned with customer goals, industry trends, and company strategy.
• Identify global growth opportunities and expand account footprint through solution upsell, cross-sell, and new site deployments.

Customer Relationship Development

• Build and maintain strong, trust-based relationships with key global decision-makers, influencers, and technical stakeholders.
• Facilitate regular executive business reviews and strategic roadmap alignment meetings with accounts.
• Act as the global point of contact and customer advocate within the organization.

Sales Execution & Revenue Growth

• Achieve and exceed global account revenue targets, bookings, and adoption KPIs.
• Collaborate with regional sales managers to drive local execution of global strategy.
• Lead negotiations and secure framework agreements, master service agreements, and global pricing structures.

Solution development & Deployment

• Understand customer operations, automation roadmaps, and pain points to position cobot-based solutions.
• Work with application engineers, solution architects, and system integrators to scope and deliver scalable deployments.
• Influence product management with customer feedback and application insights.

Internal Collaboration & Governance

• Coordinate internal stakeholders including regional sales, marketing, product, legal, and service teams to support account success.
• Implement a structured governance model to manage account health, risk mitigation, and global alignment.
• Maintain accurate account records and pipeline forecasts in CRM (Salesforce).

Market & Competitive Intelligence

• Stay informed on automation trends, customer industry shifts, and competitive activity across geographies.
• Identify white space and early adoption opportunities in target industries (automotive, electronics, logistics, etc.).

Additional Responsibilities to Core Role

• Develop deep understanding of automotive production systems (e.g., body-in-white, final assembly, powertrain, logistics) to align cobot deployments with automation goals.
• Engage with global manufacturing engineering teams to support cobot-based automation programs, including process validation and launch readiness.
• Lead cross-site standardization efforts for approved applications (e.g., gluing, bolt tightening, inspection).
• Coordinate with system integrators specializing in automotive automation standards and safety compliance (e.g., ISO 3691, ISO 13849).
• Track and influence customer initiatives like electrification (EV), light-weighting, and flexible production systems that increase cobot relevance.

Key KPIs

• Global revenue growth and bookings from key account(s)

• Inclusion of UR and MiR robots in customer-approved equipment lists (AELs)
• Global platform adoption across OEM sites (North America, Europe, APAC and China)

• New site wins and solution expansions into new vehicle programs and model-year launches
• Strategic plan execution score (coverage, cadence, milestones)
• Contract/Framework agreements secured
• Cross-functional alignment and partner engagement effectiveness

All About You

Qualifications & Experience

• Bachelor’s degree in engineering, business, or related field (master’s preferred)
• 5–10+ years of experience in global/key account management, preferably in automation, robotics, or industrial technology
• Proven track record of managing Fortune 1000 accounts across multiple geographies
• Strong understanding of collaborative robotics applications, ROI justification, and deployment cycles
• Ability to influence cross-functionally and navigate complex buying centers
• Excellent communication, negotiation, and stakeholder management skills
• Proficiency in both Japanese & English are a minimum requirement, additional languages are an asset.
• Willingness to travel globally (40 - 50%)

Preferred Skills

• Experience working with or managing system integrators and OEMs
• Background in selling through hybrid models (direct, indirect, and partners)
• CRM proficiency (Salesforce or similar)
• Familiarity with strategic account planning tools (e.g., Miller Heiman, MEDDIC, or similar)

Benefits

Teradyne offers a variety of robust health and well-being benefit programs, including medical, Defined Contribution plans, life and disability insurance, paid vacation & holidays, tuition assistance programs, and more.

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