Enterprise Account Manager - Public Sector, Central Government

Enterprise Account Manager

Role and Responsibilities:

  • Consistently deliver daring license, support and service revenue targets – dedication to the number and to deadlines
  • Territory mapping, account planning and opportunity management
  • Negotiate favorable pricing and business terms with large commercial enterprises by selling value and return on investment
  • Work with partners for maximum effectiveness
  • Demonstrate sales engineering and in-house as well as partner services resources
  • 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 meaningful and timely information; work as a team for the most efficient use and deployment of resources
  • Provide timely and insightful input back to other corporate functions, particularly product management and marketing


  • Ability to grow and scale upward with the company; first line management experience a plus
  • Extensive experience and familiarity in selling to the Manufacturing Sector in Japan
  • Consistent record in building strong, long term relationships with Key Executive stakeholders within the Manufacturing sector
  • Self-starter who takes initiative and works with limited direction
  • 10+ years direct and channel selling experience to large enterprises
  • Very comfortable in the “C” suite with a track record of closing six and seven figure software licensing deals
  • Strong executive presence and polish
  • Forecasting dedications and forecasting accuracy
  • Extraordinary management, interpersonal, written and presentation skills
  • Thrives in a fast-paced, fast-growing, rapidly changing environment
  • Able to work independently and remotely from other members of your team and corporate
  • Motivate and drive performance.
  • Build strong relationships within and external to the company.
  • Relevant software industry experience in IT systems, enterprise or infrastructure management
  • Use CRM systems (Sales Force) extensively
  • Track record of success and knowledge with prospects and customers in the defined territory

Education and experience requirements:

  • Minimum of a Bachelor's degree; MBA a plus
  • Native level fluency in Japanese is a requirement






* 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、数字と期日を守る。
* 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で有利に交渉を運ぶ。
* 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。
* セールスエンジニアリングのリソースをパートナーも上手く用いてオファーする。
* 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。

* 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。



* 会社と共に成長、スケールアップできる方。ファーストラインマネジメント経験はプラス。
* 日本の製造・流通、通信、金融業界の知識が深く、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。
* 限られた指示の元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・数億円代のソフトウェア・ライセンス契約を獲得してきた経験がある。
* 洗練された経営幹部としての存在感を持つ。
* 正確な売り上げ予測ができる。
* マネジメント、対人関係、文書作成、プレゼンテーション、全てに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や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。

* 4年制大学卒、MBAは尚好ましい。
* ネイティブレベルの日本語は必須でビジネスレベルの英語は好ましい。 
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