Account Executive Osaka
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Job Location:
Monthly Salary:
Posted on:
13 hours ago
Vacancies:
1 Vacancy
Job Summary
WalkMeSAPファミリーはデジタルアダプションプラットフォームDAPを先駆けて開発し今日の複雑なデジタル世界でビジネスリーダーがデジタルの可能性を実現できるよう支援していますWalkMeのガイダンスエンゲージメントインサイトオートメーションを通じて従業員の生産性が向上し経営陣はデジタル利用状況をよりよく把握でき組織はデジタル資産の価値を最大限に活用してデジタルトランスフォーメーションを推進します
急速な拡大を続けるWalkMeでは販売サイクルのあらゆる側面を管理しWalkMeの継続的な成長と成功を保証するために経験豊富で意欲的なネームドアカウントエグゼクティブを募集しています東京オフィスのセールスディレクターに報告していただきます
WalkMe an SAP Company pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in todays overwhelming digital world. Through WalkMes guidance engagement insights and automation employees are more efficient executives have better visibility into digital usage and organizations maximize the full value of their digital assets to empower digital transformation.
As we continue to rapidly expand we are seeking an experienced and driven Account Executive to manage all aspects of the sales cycle ensuring WalkMes continued growth and success. You will report to the Sales Director in our Tokyo office.
Description
- Forbes Global 2000に代表される大手法人顧客に対する新規開拓営業特に関西地区での新規顧客開拓および既存顧客対応担当テリトリー内における顧客のCIOやCDOといったエグゼクティブ層に対するアプローチを自ら行い顧客との関係強化及びビジネス拡大を推進する既存顧客に対するWalkMeの活用領域拡大アップセルクロスセルの提案と既存契約更新の管理を行う担当テリトリーにおけるテリトリープラン及びアカウントプランを策定し当該プランに基づくPDCAを実施するプリセールスプロフェッショナルサービス及びカスタマーサクセスチームと連携しバリューベースのセールスアプローチとテクニックを用いて顧客のWalkMe採用から導入運用までのプロセスを牽引し管理するマーケティング及びインサイドセールスチームと連携し新規パイプライン創出を行う担当テリトリーにおいて四半期ごとのパイプラインおよびフォーキャスト管理を週次で行う
- New business development sales to major corporate clients represented by Forbes Global customer acquisition and existing customer support particularly in the Kansai region.
- Approach executives such as CIOs and CDOs of clients in the assigned territory to strengthen client relationships and expand business.
- Propose to existing clients the expansion of WalkMes application areas (up-sell/cross-sell) and manage the renewal of existing contracts.
- Formulate territory plans and account plans for the assigned territory and implement PDCA cycles based on these plans.
- Drive and manage the process of WalkMe adoption on-boarding and operations for clients by using a value-based sales approach and techniques in collaboration with the Pre-Sales Professional Services and Customer Success teams.
- Work with Marketing and Inside Sales teams to generate new pipeline.
- Manage quarterly pipeline and forecast on a weekly basis in the assigned territory
Skills and Experience
- クラウド製品またはエンタープライズソフトウェアの営業職として5年以上の経験をお持ちの方
- 大手法人顧客のアカウントマネジメント経験を5年以上お持ちの方
- 関西地区での新顧客開拓のご経験がある方大手法人顧客の新規開拓並びにライセンス契約の管理締結及び導入支援といった販売から導入サイクルにおいて担当営業としてのオーナーシップを発揮できる方
- 担当する顧客の経営課題やDX戦略を理解しそれらに沿ってバリューセリングを実行できる方担当する顧客のCIOやCDOといったエグゼクティブ層との関係構築を積極的に行え継続的に維持できる方
- プリセールスやプロフェッショナルサービスチームと連携したチームセリングの経験を有する方自身のセールステリトリーにおいてパイプラインとフォーキャストを自発的に管理及び運用できる方
- DX 又は全社業務改革提案経験があれば尚可優れたプレゼンテーションスキル
- 流暢な日本語およびビジネスレベルの英語
- 週3回出社可能なこと
- 5 years of experience in a cloud product and/or enterprise software sales role.
- 5 years of account management experience with large enterprise customers.
- Experience in new customer acquisition in the Kansai region.
- Demonstrate ownership of the sales process from sales to implementation cycle including developing new business and managing and closing license agreements
- Understand the business challenges and DX strategies of the clients for which they are responsible and be able to execute value selling in line with those challenges.
- Be able to proactively build and maintain relationships with CIOs and CDOs of the clients you are responsible for.
- Experience in team selling in collaboration with pre-sales and professional services teams.
- Be able to independently manage and operate pipeline and forecasting in own sales territory.
- Experience in DX or company-wide business reform proposals is a plus.
- Excellent presentation skills as well as fluency in Japanese and business level English.
- Must be in the office 3 times in a week.
We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.
Required Experience:
IC
Key Skills
- Business Development
- Customer Service
- Revenue Growth
- ABC Analysis
- Account Management
- Communication
- CRM
- Excel
- Salesforce
- PMP
- Customer Relationships
- Business Relationships
- Sales Goals
- Sales Process
- CPA
About Company
Even if your organization is digitally mature, there still exists the growing challenge of keeping up with the exponentially increasing and stunningly sophisticated capabilities that today’s innovators are delivering. Recognizing that our technological capabilities are increasing at ... View more
