Come and join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most meaningfully to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

業務内容

大手エンタープライズ顧客に対してマシンデータ分析プラットフォームを始めとするSplunkソリューションを販売して頂くハイタッチ営業のポジションとなります。

セールスエンジニア、インサイドセールス、チャネルパートナーと協業をして大型案件を提案して頂きます。

  • 常に緻密なライセンス、サポート&サービスの収入目標を設定し、数字と期日を達成していく。
  • セールステリトリーのマッピング、アカウント・プランニング、機会マネージメントを行う。
  • エンタープライズ顧客に付加価値とROIを示す事で金額と条件面において効果的に交渉を進める。
  • 円滑に営業活動を進めるためにパートナーと協力体制を組む。
  • プリセールスの工程において、社内セールスエンジニアリングチームとパートナー両方のリソースを活用し、最適な提案活動・デモをしていく。
  • 効果的にセールス技法とプロセスを用いて大型案件をクローズする。
  • 国内外のステークホルダーと協業をし、顧客に対してより良い契約と付加価値を提供する。
  • よい企業市民であること。一方通行ではなく、双方向的で実のあるコミュニケーションを行い、チームの活性化、リソースの展開が行える。
  • タイムリーな顧客情報を他の部署、特にプロダクトマネジメントやマーケティングにインプットする。

 

求める人物像

  • SplunkのValueである以下5つを理解し、実行できること

- Innovative (創造的であること)
- Fun (楽しむこと)
- Disruptive (破壊的であること)
- Open (オープンであること)
- Passionate (情熱的であること)

  • “Growth Mindset”をお持ちであり、会社と共に成長、スケールアップできる方。営業組織の現場マネージャー経験はプラス。
  • 日本の通信業界の知識が深く、同業界への営業活動経験がある。
  • それらの業界の大手企業において、主要部署のステークホルダーと長期的に強い関係を構築してきた経験がある。
  • 限られた指示の下でも自発的にイニシアティブを取れる。
  • 大企業に対して直接パイプを持ち営業活動してきた経験が10年以上ある。
  • 大企業の経営幹部や意思決定層とのビジネスの経験があり、数千万円・数億円台のソフトウェア・ライセンス契約を獲得してきた経験がある。
  • 洗練されたビジネスパーソンとしての姿勢を持つ
  • 正確な売上予測ができる。
  • マネジメント、対人関係、文書作成、プレゼンテーション、おいて卓越した能力を持っている。
  • ハイペースで急成長し、常に変動する環境の下で成果を発揮できる。
  • チームメンバーから離れて単独にて動け、そして遠隔でも協力体制がとれる。
  • 他のメンバーのモチベーションを上げ、パフォーマンスが向上する様に導く事ができる。
  • 社内外で強い関係性を築く事ができる。
  • ITシステム、企業内、インフラ管理などにおいてのソフトウェア経験を持つ。
  • CRMシステム(セールスフォース)に精通している。
  • 指定のテリトリーにおいての知見が深く、成功を収めてきた経歴を持ち、新規顧客を獲得できる能力がある。

 

必要な学歴と能力

  • 4年制大学卒、またはそれに準ずる学歴や経験
  • ネイティブレベルの日本語は必須であり、ビジネスレベルの英語ができれば尚良し

Role:

You will join our dynamic, hardworking and winning Major Accounts Team as our Manager Account Manager based in Tokyo reporting to the Major Account Sales Leader for Japan. In addition to requisite passion, skills and experience, you will have a measurable track record in building and leading strong, long term relationships with our customers at the Executive CX level and play a meaningful role in driving a significant share of revenue for Splunk.

Responsibilities:

  • Consistently deliver bold license, support and service revenue targets – dedication to the number and to deadlines
  • Significant experience in Territory mapping, account planning and opportunity management
  • Successful in negotiating favourable pricing and business terms with large commercial enterprises by selling value and return on investment
  • Collaborate and work with inside sales and partners for maximum effectiveness
  • Collaborate in partnership with sales engineering and in-house and external partner services resources
  • Intimately skilled in account planning, strategy and sales calls
  • Exceeds in a fast-growing organisation, dedicated to disrupting the industry
  • Use our sales methodology and processes effectively
  • Understand how to bring to bear both international and domestic colleagues to expand deal size and value to the customer
  • Good corporate citizen – two way flow of relevant and timely information;
  • Provide timely and insightful input back to other corporate functions, particularly product management and marketing Bulleted content

Requirements:

  • You will have up to 8-10+ years direct and channel selling experience to large enterprises customers across Japan
  • Consistent track record in selling to the “C” audience suite closing six and seven figure software licensing deals
  • Strong executive presence and polish
  • Forecasting commit and forecasting accuracy
  • Outstanding interpersonal, written and presentation skills
  • Experience presenting to large public customers at industry events
  • Thrives in an honest, dynamic, fast-growing, rapidly changing and strong Team environment
  • Able to work independently and remotely from other members of your expansive team and corporate
  • Relevant software industry expertise in IT systems, enterprise or infrastructure management
  • Experienced in maintaining the integrity and sensitively of data within CRM systems (Sales Force)
  • Track record of success and knowledge with prospects and customers within Enterprise Accounts within Japan
  • Native Level Japanese Communication Skills (Oral and Written)
  • Fluency in English is highly desirable though not essential

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.  
 
Splunk's Hiring Practices
Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.

Individuals seeking employment at Splunk are considered without regards to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.

Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.

Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision. 
 
For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.

Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.

To check on your application click here.
 
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