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.