StarTech.com

• The National Account Manager - Japan is responsible for driving revenue growth across Japan by developing and executing sales strategies within top channel partners and their key end customers. • Focus on building strong relationships with channel partners and their high-value sales representatives, positioning StarTech.com’s value propositions and product portfolio to maximize customer engagement and revenue generation. • Report to the Country Manager - Japan and play a critical role in strengthening channel ecosystem, unlocking new business opportunities, and positioning StarTech.com as a preferred partner for IT connectivity solutions. • Identify, prospect, and onboard new channel partners, owning the full acquisition lifecycle. • Develop and execute structured onboarding and enablement plans for strategic partners. • Lead partner launch activities including training, product positioning, and go-to-market alignment. • Drive early-stage pipeline development and first revenue generation from new partners. • Execute outbound sales strategies to expand market reach and acquire new business. • Build strong engagement with priority channel partners through consistent, multi-channel outreach. • Identify and develop new end-customer opportunities through partner networks and direct prospecting. • Deliver compelling value propositions across StarTech.com’s product portfolio to drive conversion. • Build deep relationships with key stakeholders within distribution and partner organizations. • Collaborate with partner sales teams to access and grow strategic end-customer accounts. • Identify revenue gaps and growth opportunities across assigned partners and accounts. • Strengthen StarTech.com’s position as a trusted advisor within the channel ecosystem. • Build and maintain a strong, qualified sales pipeline across transactional and project-based opportunities. • Track performance, manage opportunities, and improve conversion rates using CRM tools. • Maintain accurate forecasting and contribute to strategic sales planning. • Partner with Customer Success teams to ensure strong customer adoption and long-term retention. • Gather and share market insights, customer feedback, and competitive intelligence to support business strategy.

• Act as the first point-of-contact for customers • Provide best-in-class support for all active and discontinued products, resolving issues with installation, troubleshooting, configuration, interoperability and compatibility • Provide remote assistance support via LogMeIn Rescue to login, troubleshoot and resolve an issue on a customer’s behalf • Assess customer needs using probing questions and recommend appropriate StarTech.com products • Offer innovative solutions tailored to meet unique customer requirements • Identify sales opportunities and escalate to the appropriate internal teams • Provide internal support to Customer Advisors and other departments across the organization with both pre-sales and technical support of products • Gather and document each interaction with a customer in the Customer Relationship Management platform • Regularly follow up and attempt to resolve any outstanding customer issues

• Build and nurture relationships with Technology professionals at high opportunity end customers. • Identify and deliver new value propositions that strengthen customer loyalty. • Systematically capture pertinent data regarding contacts, companies, and their content and product/category preferences. • Facilitate seamless cross-functional collaboration within the broader organizational matrix.

• Leading, mentoring, and developing a highly engaged team of software developers and team leads. • Managing multiple software development projects through the full Software Development Lifecycle (SDLC), from planning through production release. • Partnering with business stakeholders, IT leadership, and cross-functional teams to deliver scalable business solutions. • Driving Agile and Scrum best practices, development processes, release planning, and continuous improvement initiatives. • Providing leadership and oversight for enterprise application architecture, design decisions, and technical direction. • Evaluating technical trade-offs and ensuring solutions align with business objectives, scalability requirements, and long-term technology strategy. • Supporting application modernization initiatives and cloud-based solutions leveraging Microsoft Azure. • Managing development workflows, planning activities, and delivery metrics using Jira and the Atlassian platform. • Identifying opportunities to improve team effectiveness, documentation, governance, and operational processes. • Contributing to strategic initiatives including AI adoption, international expansion projects, and enterprise technology transformation efforts.

• Develop and execute pricing strategies that maximize profitability by aligning prices with customer-perceived value • Lead competitive pricing analysis and market intelligence efforts to strengthen StarTech.com's market position • Develop a deep understanding of IT buyer behavior and partner with Product and Marketing teams to create pricing structures • Own omni-channel pricing strategy and governance across distribution, reseller, Amazon, and direct channels • Establish pricing performance metrics, leverage pricing tools and technologies, and implement governance frameworks

• Define and own the end-to-end system architecture across hardware, firmware, host software, and cloud platforms. • Architect a scalable, multi-tenant device management platform enabling remote updates, monitoring, and analytics. • Lead hardware architecture for USB-C, Thunderbolt (TB4/TB5), USB4, and power delivery systems. • Define firmware architecture including secure boot, remote firmware updates / OTA updates, device monitoring, telemetry, and diagnostics. • Establish and own security architecture across device and cloud ecosystems. • Translate product strategy into technical roadmaps, reference architectures, and scalable solutions. • Direct and manage external development partners (ODMs, firmware vendors, cloud teams). • Conduct architecture and design reviews; act as the final technical decision-maker. • Partner cross-functionally with Product Management, Customer & Partner Success, Marketing and Customer Support teams. • Act as a technical evangelist supporting StarTech.com’s connected device vision internally & externally. • Define the host-side software architecture, including Windows applications, firmware update utilities, and device management tooling, while establishing clear boundaries and interfaces between firmware, host software, and cloud services. • Establish enterprise deployment patterns using SCCM and Intune, including silent execution, detection methods, and logging/diagnostics, while evaluating and selecting suitable technology stacks for host applications (e.g., native Windows frameworks vs. web-based UI).

• The Senior Strategic Partner Manager is accountable for driving net-new partner growth by identifying, opening, developing, and scaling high-potential reseller and non-traditional partner relationships across North America • Own the pursuit and development of a curated list of high-potential reseller and non-traditional partners • Research target partners and develop a clear account pursuit strategy • Identify relevant entry points and build outreach plans for each partner • Engage decision-makers across executive, commercial, merchandising, vendor management, purchasing, sales, and operations teams • Create commercial interest by connecting StarTech.com capabilities to the partner's business model, customer base, category gaps, and growth priorities • Move partners from unknown or underdeveloped status into active business development conversations • Develop clear partner growth plans that define where StarTech.com can win within each target partner and how the opportunity can scale beyond initial engagement • Influence teams the role does not directly manage by providing clarity, context, urgency, and commercial rationale • Drive Executive Visibility and Commercial Accountability by providing regular updates to leadership on partner pursuit progress, commercial traction, obstacles, revenue potential, and support requirements. • Act as the internal quarterback across Product Management, Merchandising, Marketing, Content, Data & Analytics, Operations, Finance, Supply Chain, and Sales.

• Act as the first point-of-contact for customers. • Provide best-in-class support for all active and discontinued products, resolving issues with installation, troubleshooting, configuration, interoperability and compatibility. • Provide remote assistance support via LogMeIn Rescue to login, troubleshoot and resolve an issue on a customer’s behalf. • Assess customer needs using probing questions and recommend appropriate StarTech.com products. • Offer innovative solutions tailored to meet unique customer requirements. • Identify sales opportunities and escalate to the appropriate internal teams. • Provide internal support to Customer Advisors and other departments across the organization with both pre-sales and technical support of products. • Gather and document each interaction with a customer in the Customer Relationship Management platform. • Regularly follow up and attempt to resolve any outstanding customer issues.

• Elicit, analyze, and document business and functional requirements through stakeholder interviews/workshops. • Translate needs into user and technical stories, process flows, and acceptance criteria. • Play a key role in helping stakeholders make informed decisions by assessing and articulating the business value. • Contribute to backlog refinement activities with business owners, developers, and QA. • Partner with QA and UAT by clarifying requirements, validating outcomes against acceptance criteria.

• Define and own the end-to-end system architecture across hardware, firmware, host software, and cloud platforms. • Architect a scalable, multi-tenant device management platform enabling remote updates, monitoring, and analytics. • Lead hardware architecture for USB-C, Thunderbolt (TB4/TB5), USB4, and power delivery systems. • Define firmware architecture including secure boot, remote firmware updates / OTA updates, device monitoring, telemetry, and diagnostics. • Establish and own security architecture across device and cloud ecosystems. • Translate product strategy into technical roadmaps, reference architectures, and scalable solutions. • Direct and manage external development partners (ODMs, firmware vendors, cloud teams). • Conduct architecture and design reviews; act as the final technical decision-maker. • Partner cross-functionally with Product Management, Customer & Partner Success, Marketing and Customer Support teams. • Act as a technical evangelist supporting StarTech.com’s connected device vision internally & externally.