VP, Commercial Partnerships - Japan

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you’ll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We’re big enough to give you all the resources you need, and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work.

We are seeking a visionary commercial leader to drive Dolby’s partnerships and growth in Japan. This role is pivotal in shaping strategic alliances with top-tier OEMs and content partners, while serving as the cultural and business bridge between Japan and global headquarters.

The successful candidate will be a highly strategic, growth-oriented, and seasoned Japan Sales executive leader, responsible for multiple functional areas and leading a team of approximately 30 professionals in the Japan office.

Responsibilities:

Revenue & business development:

• Define long-term regional strategy for the team in Japan to support the company’s growth objectives. Personally manage top executive relationships at key accounts.
• Accountable for leading regional sales organization to consistently exceed quarterly and annual revenue targets. Responsible for fostering a robust content ecosystem, developing and implementing local content strategies, and executing these plans through the sales team and field engineers.
• Strengthen and create new Dolby partnerships and customer relationships across content producers and distributors, broadcasters, streaming providers, and consumer electronics manufacturers.
• Regularly interact with industry experts, key customers, and internal/external peers on matters of significance.
• Represent Dolby publicly with a level of influence, presence and professionalism analogous with the company's reputation and prestige.
• Serve as a critical spokesperson for the function and the company both internally and externally.

Team Leadership & operations: 

• Make the necessary connections and align with leaders in HQ’s functional areas (Product Management, Engineering and Strategic Partnership) to ensure the Japanese point of view and that of its customers are adequately represented when making decisions.
• Translate corporate culture, business practices, and expectations from OEMs and international partners into actionable insights for Dolby. Navigate seamlessly between Japan and American business environments.
• Establish, articulate, and enable a compelling vision and direction for Commercial Partnership (CP) Japan.
• Build and actively lead world-class sales (and related customer support) capabilities within the sales team to license Dolby technologies to key OEMs.

Leadership Attributes:

• Cultural Intelligence - Strong cross-cultural communication skills with ability to navigate diverse corporate cultures; capacity to adapt and succeed in both Japan and American working environments.
• Executive Presence– Represent Dolby at board and C-level discussions with major consumer electronics and automotive companies.
• Strategic Communicator - Communicate with authenticity and clarity, translating complex cultural insights into actionable business terms.
• Change Leader - Actively promotes change, and is brave, courageous enough to actively lean into it. Takes calculated risks to propel the organization forward. Creates the WIFM (what’s in it for me”) for stakeholders and brings others along.
• Strategic Prioritization - Demonstrates disciplined focus by aligning resources to high-impact initiatives. Makes tough trade-offs to maximize strategic and revenue outcomes, ensuring the team executes what matters most.
• Boundaryless - form strong relations with peers, comfortable collaborating with people on other teams to deliver results.
• Mobilization Excellence - Builds and leads high-performing teams with collaboration and alignment.

Desired Sales Experience:

• Fluent in Japanese and English (Written and Spoken) derived from previous experience in multinational companies with English as the preferred communication language.
• 20+ years in strategic partnerships, business development, or sales leadership in Japan, with at least 10 years in technology or automotive sectors.
• Proven success in influencing C-suite executives and navigating complex decision-making environments.
• Proven track record of building and maintaining C-suite level relationships; executive relationships with key individuals at key OEM customers in Japan.
• B.A or B.S. in Engineering or equivalent related experience; MBA or Advanced degree(s) in business or technical disciplines a plus.

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