Strategic Account Executive

  • Tokyo
  • R3 Partner Companies
  • Full-time
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Responsibilities

  • Orchestrates and leads the execution of the account strategy, incorporating sales plans to close Corda Enterprise Software Licenses, Support, and Professional Services contracts
  • Work with R3’s Strategic Alliance Team to map partner capabilities and opportunities within the Strategic Account
  • Being the Sales Lead on the account(s) with a primary focus on Corda Enterprise License growth in partnership with Professional Services
  • Responsible for orchestrating R3 virtual team members around a single, multi-year account strategy
  • Coordinates all customer-facing functions, including executive sponsor engagement, HQ visits, workshops, and customer events – all to achieve tighter more profitable business plans, thus increasing customer satisfaction and further solidifying the SAE’s position as a trusted advisor
  • Completes long-term business strategy, education, and planning and creates the R3 innovation roadmap with the customer
  • Drives and identifies co-innovation opportunities then facilitates moving from pipeline to delivery of these opportunities
  • Develops long term C-level relationships, builds and manages a strong joint R3 customer governance model, and ensures that the R3 assigned executive sponsor is appropriately engaged
  • Proactively identifies customer problems and proposes R3 solutions in addition to those already identified
  • Creates barriers to entry for competitors, protecting R3’s base
  • Works with technical staff to drives adoption of Corda Enterprise within the client developer community
  • Provides leadership around business case development and value realization / ROI 

Education & Experience

  • 10+ years of business experience in Sales or Consulting with complex business software / IT solutions
  • 5+ years of Global Account Management experience / leading account teams in a virtual and matrixed organisation
  • Executive-level communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialog under challenging conversations
  • Possess strong presentation skills and command credibility with senior executives
  • Several years in a direct, quota-carrying sales roles with a proven track record of achieving and/or exceeding consistent quarterly and annual targets
  • Accurate Sales Forecaster with confidence with Quarterly Business Reviews, and overall deal/pipeline cadence
  • Knowledge of financial, competitive, regulatory environment (as applicable)
  • Experience in Pricing, Proposal Management, and Software/SAAS and IT Professional Services Contract Negotiations
  • Demonstrated leadership abilities to lead business discussions with customers and architect the value of the R3 Corda Enterprise solution
  • High Tech, Financial, and SAAS Industry Expertise strongly preferred as well as experience working platform solutions
  • Knowledge of the Distributed Ledger Technology ecosystem a plus
  • A problem solver and team player with an entrepreneurial spirit  
  • Excellent business communication skills in Japanese
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