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Sales

Account Manager(自治体、大学、官公庁)

当社では、複雑な問題を解決するために、マシンデータを誰もが簡単にアクセスして高い価値を引き出すことができるものにしようと取り組んでいます。
私たちの目標はお客様が現在抱えている問題を独創的な方法で解決する革新的なテクノロジーを提供することです。
その鍵となるのが高いモチベーションです。最高の人材と最高の製品、そこに高いモチベーションが加わってこそ当社といえるのです。

【役割】
アカウントマネージャーとして、官公庁を中心とした国内アカウントセールスチームの元ご活躍いただきます。
配属チームとしては、ダイナミックながらも実直で実績をあげている公共セクターとなります。
情熱、スキル、経験はもちろんですが、顧客やパートナーと長期的で強い関係構築を進める、収益の大部分を占める重要な役割を担っていただきます。

【業務内容】
・自治体、大学、文科省等の官公庁へのアカウント営業
・ライセンス、サポート、サービスの収益目標を常に達成すること - 数字と期限を遵守すること
・テリトリーマッピング、アカウントプランニング、オポチュニティマネジメントの豊富な経験
・大規模な営利企業に対して、価値と投資対効果を売り込むことで、有利な価格と取引条件の交渉に成功した経験
・最大限の効果を得るためにインサイドセールスやパートナーと協働すること
・セールスエンジニア、社内外のパートナーサービス部門との連携すること
・アカウントプランニング、戦略、営業活動に精通すること
・業界の革新を目指し、急成長している組織で活躍すること
・営業手法とプロセスを効果的に活用すること
・顧客との取引規模と価値を拡大するために、国内外の同僚と戦略的に協働する方を理解していること
・社員の一員として関連事項はタイムリーに相互共有すること
・他のコーポレート部門、特に製品管理部門やマーケティング部門にタイムリーで洞察に満ちたインプットを提供すること
・タイムリーかつインサイトに富んだ情報を社内の他部署、特にプロダクトマネジメントやマーケティングと共有すること

【必須(MUST)】

3~5年、もしくはそれ以上の公共団体を顧客とした営業、販売の経験のある方
(特に自治体、大学、文科省等の官公庁に対してのアカウント営業経験は大歓迎です。)

・安定して10万~100万規模のソフトウェアライセンス契約を経営層クラス/役職者から獲得してきた経験(直販、代理店問わず)
・洗練されたビジネスパーソンとしての姿勢を持つ方
・正確な売上予測ができる方
・優れた対人能力、文章作成能力、プレゼンテーション能力をお持ちの方
・業界イベントにおいて、大勢の前でプレゼンテーションを行った経験のある方
・誠実ながらもダイナミックに、急速に成長し、急速な変化があり、更にチームを重視する環境下で成長できる方
・他のメンバーや会社から独立して、リモートで仕事ができる方
・ITシステム、エンタープライズまたはインフラマネジメントに関連したソフトウェア業界の専門知識を持つ方
・ソフトウェアの販売経験がある方 ※ハードウェアの販売経験よりも望ましい
・日本国内のエンタープライズアカウントにおける見込み客や顧客との取引実績と知識を持つ方


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!

Role:

You will join our dynamic, hardworking and winning Public sector Major Accounts Team as our Manager Account Manager based in Tokyo reporting to the 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 and partner at the Executive CX level and play a meaningful role in driving a significant share of revenue for Splunk.

Responsibilities:

  • Central Government, Agency and Local Government sales experience.
  • 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 favorable 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:

  • 3-5+ years direct and channel selling experience to Central Government, and Local Government customers
  • Native/Fluent Japanese level to communicate with local clients
  • 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
  • Experience in software sales is more desirable than experience in hardware sales
  • Track record of success and knowledge with prospects and customers within Enterprise Accounts within Japan
  • Business English level is a plus


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.

We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. Qualified applicants receive consideration for employment without regard 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, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Equal Employment Opportunity Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.

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.

Splunk is committed to the health and safety of our employees and customers. Splunk is impacted by the mandates outlined for U.S. Government contractors in President Biden’s Path out of the Pandemic: COVID-19 Action Plan. As a result, Splunk requires U.S. employees, whether assigned to an office or 100% remote, to provide proof of full vaccination, as defined by the CDC. Splunk provides reasonable accommodations for employees who have qualifying medical or religious reasons.

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.

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