Named Account Executive

  • Tokyo
  • R3 Partner Companies
  • Full-time
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  • Prospecting, qualifying, selling and closing new business to SBI R3 Japan existing and net new customers
  • Account and Customer Relationship Management, Sales and Software License and Annual Contract Revenue (ACV)
  • Achieve / exceed quota targets
  • Align SBI R3 Japan solutions with the customer’s strategic objectives – develop best practice account and territory plans to ensure revenue and bookings target delivery and sustainable growth
  • Develop relationships in new and existing customers and leverage to drive strategy through complex organizations
  • Establish strong management and C-level relationships based on knowledge of customer requirements and commitment to customer success
  • Actively understand each customer’s technology footprint, strategic growth plans, Distributed Ledger Technology (DLT) roadmap, and competitive landscape
  • Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect
  • Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles
  • Encourage all accounts to become SBI R3 Japan references
  • Utilize value-based selling, and ROI data to support the customer’s decision process
  • Pipeline planning – follow a disciplined approach to maintaining a sales pipeline. Keep pipeline current and moving up the pipeline curve
  • Leverage internal organizations including marketing, inside sales, strategic alliances, to funnel pipeline into the assigned territory
  • Support all SBI R3 Japan promotions and events in the territory – take on an active, sales leadership role at SBI R3 Japan events
  • Orchestrate resources: deploy appropriate teams to execute winning sales
  • Understand SBI R3 Japan’s competition and effectively position solutions against them

Education and Experience

  • 5+ years of business experience in Sales or Consulting with complex business software / IT solutions
  • 3+ years in a direct, quota-carrying sales role with proven track record of achieving and/or exceeding consistent quarterly and annual targets
  • Possess strong presentation skills and command credibility with senior business and technology executives
  • Strong communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialog under challenging conversations
  • Experience in Pricing, Proposal Management, and Software/SAAS and IT Professional Services Contract Negotiations
  • Demonstrated ability to orchestrate the team to lead/organize business discussions with customers and architect the value of the R3 Corda Enterprise solution
  • You’re a problem solver and a team player with excellent organizational skills and an entrepreneurial spirit
  • Experience working with SAAS and Platform solutions preferred
  • Knowledge of the Distributed Ledger Technology ecosystem and experience working with ISV’s and Alliance partners would be a plus
  • Excelent business communication skills in Japanese
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