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
R3 is an enterprise software firm that is pioneering digital industry transformation. We deliver purpose-built distributed ledger technology for all types of businesses in all industries.
Developed in collaboration with our ecosystem, our enterprise blockchain platform Corda is transforming entire industries by digitalizing the processes and systems that firms rely on to connect and transact with each other. Our blockchain ecosystem is the largest in the world with more than 350 institutions deploying and building on Corda Enterprise and Corda. Our customers and partners have access to a network of leading systems integrators, cloud providers, technology firms, software vendors, corporates and banks.
To ensure our customers derive the greatest value from their investment, we provide services and support to shorten time-to-market, as well as guidance on implementation, integration and building ecosystems based on a blockchain platform.
Our values are our DNA. They define what we stand for and guide how we work together internally and with our customers, partners, and shareholders.
The success of our customers is paramount. We build strong relationships and strive to create the best possible experience for them.
We bring together all parts of the ecosystem and give our customers the tools and environment to work together to change their industries.
We have the agility of a small company, but the confidence and ambition of the industry-defining trailblazer we aspire to become.
We demand excellence and take pride in our products and services.
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