Business Development Manager, Inkjet Printer Solutions

SATO America is seeking a strategic, commercially driven Business Development Manager, Inkjet Printer Solutions to lead the expansion of our inkjet label business across North America. Operating at the intersection of technology partnerships and channel development, this role is responsible for building and executing SATO's go-to-market strategy for inkjet label solutions - leveraging strategic partnerships with leading printer manufacturers (including Epson and Canon) to drive SATO’s inkjet business including inkjet printers, inkjet media products, such as inkjet labels and tags, inkjet consumables, such as ink cartridges, and services.

The ideal candidate brings deep inkjet industry knowledge, a proven record of building OEM or channel partnerships, and the strategic acumen to develop market entry plans and manage a rigorous sales outlook. This individual is a proactive, results-oriented business developer who can operate both strategically (defining the roadmap) and tactically, executing in the field to close new business.

• Develop and execute a comprehensive Inkjet Label business development strategy, including market segmentation, target vertical prioritization (food & beverage, healthcare/pharmaceutical, retail, logistics/warehousing), competitive positioning, and a 12-24 month go-to-market roadmap.
• Identify new market opportunities and assess addressable market size across target verticals; translate insights into actionable business development plans.
• Stay informed on industry trends, competitive landscape, and emerging technologies to continuously refine strategy and approach.

• Drive net-new business development, focusing on acquiring new customers and expanding into untapped markets and verticals.
• Develop and execute targeted prospecting strategies, including cold outreach, networking, and industry engagement.
• Identify and qualify high-potential opportunities, building a strong and sustainable new business pipeline.
• Lead the full sales cycle from initial outreach through closing, with a focus on shortening sales cycles and accelerating revenue.
• Act as a subject matter expert on inkjet label solutions, delivering consultative, solution-based selling.
• Conduct impactful presentations, product demonstrations, and value-based proposals tailored to customer needs.

• Build, manage, and expand strategic relationships with OEM printer manufacturer partners (e.g., Epson, Canon) to enable joint go-to-market programs, co-selling initiatives, and channel alignment that drive inkjet label media adoption.
• Identify and develop channel partnerships with label converters, distributors, and VARs to scale inkjet label solution deployment.
• Collaborate with OEM and channel partners on joint marketing activities, sales enablement, and market development programs.

• Partner with SATO's existing end-user customers and distribution/partner network to identify inkjet label solution expansion and technology conversion opportunities within the installed base.
• Work in close alignment with SATO's sales teams to jointly pursue inkjet opportunities within existing accounts - sharing pipeline intelligence, coordinating customer outreach, and ensuring unified messaging and account coverage.
• Serve as the internal subject matter expert on inkjet label solutions for the SATO sales organization, providing deal support, training, and sales enablement tools that equip field teams to identify and qualify inkjet opportunities.
• Establish and grow strategic relationships with key decision-makers and influencers within both target new accounts and existing SATO accounts.

• Develop and manage a structured monthly and quarterly sales outlook, including pipeline stage analysis, deal progression tracking, revenue projections, and variance-to-target commentary.
• Prepare and deliver regular business development reports to Sales and Marketing leaders, VP of Sales & Marketing and other related internal stakeholders…