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Regional Sales Manager

Job Title: Regional Sales Manager
Contract Type: 正社員
Location: Tokyo
Industry:
Salary: Negotiable, based on experience
Start Date: ASAP
REF: BH001
Contact Name: Ben Hunt
Contact Email: ben@visionconsulting.jp
Job Published: 6ヶ月 前

Job Description

 

Summary:  


Skilled new business development sales manager (possibly sales director) responsible for establishing, developing and implementing new business initiatives and account plans with potential new customers/ partners specializing in security solutions, directly or through distributors/ resellers. Expected to deliver consistent revenue performance and growth according to assigned quarterly sales quota and will need to opportunistically look at the market for breakout revenue opportunities. Primary responsibility is to expand My Client’s security business around IDP portfolio (Encryption, Key Management, and Authentication)

 

Qualification Requirements:

 

Education:  Bachelor's degree required

 

Experience: 

 

  • Experience in direct sales for end-users (financial institutions and other enterprise customers), focusing on new business development and new customer acquisition through day-to-day sales and lobbying activities through communication with senior management of the new customers and key players in the industry
  • 10 years plus experience in IT vendor, system integrator, service provider, large reseller
  • 5 years plus channel sales experience in developing and implementing channel strategic plans and initiatives
  • 5 years plus of new business development experience related in an IT security, infrastructure, networking or application company preferably within a two tier distribution environment
  • Experience in closely working with/ in major System Integrators (either Japanese or multinational such as Hitachi, NTT Data, IBM, NEC, Fujitsu, Toshiba, NTT Communications, hp etc.) is preferable
  • Experience and knowledge in IDP product portfolio (Data Protection, Encryption, Key Management, OTP, PKI, Access control, Cloud, other digital security etc.) is preferable
  • Experience with/ in working with major IT consulting companies is preferable
  • Experience/ knowledge in working for Financial Service Institutions (banks, credit card issuers, securities, payment transaction processors, payment brands,  etc.) is preferable

 

Skills:

 

  • Results oriented and effective in customer situations, business acumen and virtual team building
  • Strong business planning skills and proven ability to execute and deliver on a defined plan
  • Strong communication/ presentation skills with the ability to engage with all levels (working level to senior management level) of a partner organization
  • Capable of developing and presenting solutions strategies, meeting /exceeding customer requirements/expectations
  • Ability to manage business while achieving a high level of customer and partner satisfaction
  • Ability to thrive under pressure and  to perform job functions independently with limited supervision
  • Must demonstrate both personal integrity and the ability to exercise good judgment
  • Native Japanese language and business level English language capability

 

 

 

Essential Duties & Responsibilities include, but are not limited to the following:

 

  • Conduct analysis of partner coverage in region identifying gaps where recruitment is needed,
  • Enable partner community to sell My Client solutions,
  • Build executive level My Client value proposition for new/ target customers & partners,
  • Establish / Identify joint opportunities and document,
  • Build a business plan with the customers/ partners & gain Executive commitment to move forward,
  • Facilitate joint Executive sponsorship,
  • Create joint solution strategy with customers/ partners.
  • Facilitate and insure that all certification requirements have been completed by the partners,
  • Establish specific go to market plan
  • Manage/develop/maintain strong, successful relationships with the new customers/ channel/partners, sales teams and key end-user customers for continued business growth,
  • Keep management current on status and performance through regular communication, forecasts, agendas and reports,
  • Perform quarterly strategic account reviews with the sales executive management,
  • Other duties/special projects as assigned.

 

Supervisory Responsibility: Not for now, but possibly manage other major account managers as a team leader when business is expanding

 

Scope of Responsibility:
 

  • Establish business development plan focusing on new business development/ new customer acquisition
  • Gain up-to-date industry trend, needs, requirement, opportunities through various networking and sales activities
  • Build value proposition for each individual target new customers
  • Close and execute new projects by driving the local team, product manager, and any other internal resources includes management
  • Identify and establish executive sponsorship with customers/ partners
  • Identify jointly, with partner, customer target opportunities and technical assessment
  • Develop pipeline, manage accurate sales forecast and obtain orders
  • Exceed assigned quarterly sales quota