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
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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