CEO Insights Magazine

In a business, a country manager serves as the linchpin between corporate strategy and local execution. They are responsible for overseeing all aspects of a company's operations within a specific geographic region, ensuring alignment with broader organizational goals while also addressing unique market dynamics and cultural nuances. Country Manager for Skydio in Japan, Hidekazu Kakishima is a seasoned professional whose career trajectory exemplifies resilience, adaptability, and a relentless pursuit of excellence. With a background spanning various technology companies, Hidekazu has honed his skills through hands-on experience and a commitment to continuous learning.

During his tenure at EMC, Hidekazu gained invaluable insights into sales frameworks like MEDDIC, which he successfully implemented within a high-performing sales organization. His prowess in sales was further underscored by winning the prestigious top sales award in Japan for two consecutive years (2013 and 2014) during his time at AWS.

Elevating his career trajectory, Hidekazu was entrusted with the role of People Manager for a newly established strategic sales team in 2015, where his leadership and strategic acumen yielded significant results. Moreover, his experience in navigating the startup landscape both with the Japanese firm, SORACOM, and the American firm, Skydio, has equipped him with a comprehensive understanding of the entrepreneurial ecosystem.

Now, as the Country Manager for Skydio in Japan, Hidekazu brings a wealth of experience and a proven track record of success to the table. His ability to navigate complex market dynamics, foster cross-cultural collaboration, and drive organizational growth makes him an indispensable asset in steering Skydio towards its objectives in the Japanese market. Hidekazu's journey epitomizes the quintessential traits of a successful country manager—vision, adaptability, and unwavering dedication to driving business success. Let’s hear more.

As the Country Manager, what strategies do you employ to attract new customers to the market and cultivate lasting relationships with them? 

Attracting new customers entails employing a multifaceted strategy. Primarily, our focus lies in delivering innovative solutions tailored to address specific market demands. For instance, we leverage insights from successful cases in the U.S. to identify industries and use cases with potential resonance in Japan. Alternatively, as more use cases emerge within Japan, we capitalize on them to expand our offerings further.

Furthermore, nurturing long-term connections hinges on fostering trust through transparent communication and consistently surpassing expectations. Regular interaction, bespoke solutions, and robust after-sales support are pivotal in fostering customer loyalty.

To illustrate, I spearheaded a series of collaborative workshops and demonstrations with key clients, fostering a deeper understanding of their evolving requirements. This initiative not only reinforced our rapport with existing clients but also paved the way for co-creation opportunities, wherein clients actively participated in shaping the evolution of our products.

What steps do you take to develop a brand strategy that fosters both brand awareness and brand equity among customers?

In Japan, our emphasis is on adopting a partnercentric approach to bolster brand awareness and equity. This entails a strategic outlook that extends beyond mere customer interactions. Our brand strategy is centered on nurturing robust partnerships, empowering our partners to serve as influential advocates for our brand. This encompasses not only establishing a formidable online presence and executing targeted marketing initiatives but also cultivating a supportive company culture.

By aligning our brand values with the expectations of our customers, we forge an emotional bond that transcends the realm of products or services, thereby solidifying our brand's position in the market.

What methods do you utilize to stay informed about the latest market trends?

Remaining updated on market trends is paramount. My approach involves a blend of attending industry conferences, enrolling in continuous education programs, and fostering ongoing dialogue with industry thought leaders. Consistently conducting market research, staying abreast of industry publications, and actively participating in pertinent technology events are integral components of my strategy.

Could you elaborate on your proficiency in enhancing cross-functional communication with stakeholders to set achievable objectives and expectations for projects or tasks?

Efficient cross-functional communication hinges on a meticulously planned communication strategy. Employing regular meetings, leveraging project management tools, and maintaining open channels of communication are paramount in keeping stakeholders well-informed. I believe that establishing pragmatic goals and expectations necessitates collaborative goal-setting, recognizing individual strengths, and cultivating a culture of accountability.

Please describe your leadership style. What principles or methodologies guide your approach as a leader?

At the core of my leadership philosophy is the cultivation of a culture characterized by collaboration, innovation, and adaptability. I firmly believe in leading through demonstration, promoting transparent communication, and facilitating avenues for continuous professional development. Embracing agile methodologies enables us to adeptly navigate market dynamics, swiftly adapting to shifts and seizing newfound opportunities.

What lies ahead as your future aspiration? 

Although we are proud of our pioneering status in the drone industry's autonomous flight sector, our gaze is fixed on sustaining and expanding this leadership role. Our trajectory involves perpetually pushing the boundaries of innovation, establishing fresh industry benchmarks, and fortifying our position as trailblazers. Personally, I aspire to be at the forefront of cutting-edge technology, aligning with the contemporary landscape, and contributing to a safer world. 

Hidekazu Kakishima, Country Manager, Skydio

Hidekazu Kakishima, Country Manager at Skydio, a Silicon Valley startup manufacturing drones and specializing in autonomous flight technology, joined the company in 2021. In his role as the representative of Skydio GK, he drives the automation of various tasks using AI-powered autonomous flying drones, with a focus on labor-saving measures, and leads the charge in expanding business operations in the Japanese market.