RVP, Enterprise

Location Tokyo
Discipline Information Technology
Job type Permanent
Salary Negotiatable
Reference 45874

 A global leader inBusiness Spend Management (BSM), providing a cloud-based platform that helps organizations optimize and manage their procurement, expenses, invoices, payments, and supplier relationships.

 

What You'll Do:

  • Build and lead the sales team in the region.

  • Guide the sales team on processes and best practices.

  • Provide weekly sales updates for the region and maintain records in Salesforce.com.

  • Develop and deliver high-quality executive sales proposals to C-level prospects.

  • Engage with C-level prospects to present strategic value propositions and drive deals to closure.

  • Implement key sales training and coaching programs to foster Business Value Selling within the Challenger Sale model, helping team members close deals when needed.

  • Create sales plans for targeted accounts, sub-regions, and vertical segments within the region.

  • Align messaging to target the chief economic buyer in key accounts.

  • Develop an account penetration strategy to ensure multi-angle access to important accounts.

  • Execute field sales campaigns targeting specific verticals or competitive take-out objectives within the region.

  • Assist in developing localized sales enablement content for the region.

  • Enhance competitive positioning and messaging to empower the sales team.

  • Participate in training, certification, and onboarding programs for the regional field sales team.

  • Co-sell with in-country alliance partners when necessary.

What You Will Bring:

  • Proven experience in selling complex cloud/SaaS software solutions.

  • Fluent in both Japanese and English.

  • A successful career spanning 5-10 years (with at least 3 years at the same company) in sales management and as an individual contributor, with references to support your track record.

  • Capable of meeting direct sales targets while recruiting and managing a team of top sales talent in the region.

  • Skilled at identifying strategic customer needs and developing compelling value propositions focused on delivering business value.

  • Strong team player, able to collaborate across different functions and regions, and work across multiple time zones using modern tools and technology.

  • Willingness to travel frequently within the region to meet customers, with several trips to the headquarters in California for training and planning.

  • A customer-success-oriented sales professional, capable of coaching both sales teams and customers to pursue high-value opportunities.

  • Confident, with excellent communication skills and a strong executive presence, able to persuade customers, prospects, partners, and potential talent.

  • A proven track record of engaging stakeholders at all levels within an organization, from functional roles to C-level executives.