Account Manager - Sales

Location JP-Tokyo

Overview

InterSystems Japan has a new hiring opportunity for an Account Manager to drive sales of our new product, the InterSystems IRIS Data Platform, which Database and Interoperability products certified by Gartner as Leader position. This roll will focus on managing all aspects of prospective and existing direct and partner accounts in order to generate sales revenue and ensure a productive and profitable business relationship, non-healthcare vertical enterprises. The Account Manager’s key accountabilities are to win new business and develop long term revenue streams from new customers and some existing accounts in Japanese market.

This Account Manager is responsible for selling our cutting-edge technology led products and solutions primarily to general business which may include Logistics, Retail, Finance, Manufacturing and highly focusing on Cloud market. This person will possess a strong understanding of enterprise technology (in particular Cloud, XaaS, Interoperability platform, Database, SOA, Big Data, Analytics, and IoT) and have the proven track record of sales targeting such major players as enterprise companies, system integrators and national government. The successful candidate will have a demonstrable track record of successfully articulating, and subsequently selling, technology-led products and solutions to new customers directly and through partner channels. 

High level of communication skill is essential, both in Japanese and English. The successful candidate should speak Japanese natively, and have no difficulties to communicate in English at any business situations.

Responsibilities

  • Discover, qualify and develop new InterSystems IRIS business opportunities
  • Develop relationships with new Partners of which profile and categories are specified by InterSystems from time to time
  • Develop new opportunities in both of the enterprise end user and the business partners. The successful candidate is required not just to sell license but to develop and create new business model with such end users and business partners so that continuous revenue stream for InterSystems can be expected
  • Build healthy pipeline of new activity for InterSystems IRIS within and outside the customer base
  • Develop new and expand existing customer and partner relationships, identify sponsors, and nurture technical, alliance and sales relationships to drive sales of InterSystems IRIS
  • Develop and execute sales plan/account plan to exceed revenue goals
  • Provide accurate forecasting to the country/regional management team
  • The ability of travel extensively nationwide
  • Coordinate internal technical and non-technical resources to educate and to equip Business Partners with all the information they need to be successful
  • Meet with senior executives (including such job titles but not limited to CEO, VP Development, VP Business/Operations, CTO, and CIO) on a regular basis to identify a strategic and tactical opportunities, detailing “must solve” problems
  • Represent InterSystems at conferences to promote InterSystems
  • Manage internal sales administrative/approval processes such as commercial relationship approvals, pricing approvals, contractual processes and any approvals required from time to time
  • The successful applicant will have entrepreneurial qualities and will develop creative strategies to increase new business through new channels
  • Partnering with InterSystems internal stakeholders (such as technical, marketing, products and business development teams) to develop compelling solutions for prospective customers
  • Other duties may be directed by the Company from time to time

 

Key Relationships

 Relationships with all stakeholders within each customer

  • Relationship with all immediate peers as well as cross-functional peers
  • An ambassador for InterSystems with the customer and with other functions of InterSystems

 

Experience

Essential:

  • Self-driven “Hunter” who is driven by success and results
  • In depth experience in and understanding of the enterprise sales channel within Japan
  • 7+ years related sales experience with above quota performance
  • Proven experience in developing and successfully executing against a sales plan
  • Hunter profile with proven track record of increasing revenue through new customer acquisition through customers and/or channel partners
  • Excellent communication, presentation, and interpersonal skills
  • Demonstrated experience selling software solutions into diverse vertical markets, primarily the Non-Healthcare Sector
  • Good understanding of Cloud, XaaS, database, interoperability, Big Data, analytics and IoT markets
  • Strong problem identification and objection handling skills
  • Capable of quickly learning new software product(s) and clearly communicating its value proposition
  • A proven closer, able to garner commitment every step of sales process
  • Proven experience in opening and developing new channel accounts through resellers or distributors of software solutions for data-rich industry needs
  • Evidence of sales success through customers or channel partners
  • Excellent listening, written and communication skills both in Japanese and English
  • Able to understand business requirements and to derive equitable solutions
  • Proven ability to present effectively at C-level executives
  • Established relationships with potential contacts/partners and customers

Qualifications

  • University degree or equivalent

 

Key Attributes

  • Decision Making and Judgment – Identifies critical factors to consider when makings decisions; prioritises tasks and goals appropriately; effectively assesses risks and returns; can make considered decisions on less-than-perfect information
  • Communication and Influence – Is articulate and gives clear, concise, and focused answers to questions; explains opinions and positions; uses empathy to persuade others; keeps key people informed; ability to communicate with diverse audiences; ability to facilitate
  • Teamwork and Collaboration – Ability to collaborate effectively with people of comparable talents and different strengths; handles conflict constructively; avoids being argumentative; willing to pitch in and do the mundane things that need to be done; treats people at all levels and within all roles with respect
  • Efficiency and Attention to Detail – Committed to tasks while adhering to time-line; ability to balance multiple tasks simultaneously without details falling through the cracks; has high standards for thoroughness, completeness and accuracy
  • Composure Under Pressure – Ability to handle changes in direction and work priorities with ease; is positive and level-headed under pressure; adaptable
  • Think Big – Demonstrate the ability to see the ‘big picture’. You consider limitations and solutions at all levels and understand wider implications and consequences of change, collaborating on this with the team
  • Continuous Improvement – Display a hunger for continuous improvement including personal development, product development and team workflow and systems, remaining open to mentoring and advice from senior roles. You apply dedication to personal and professional development

 

About InterSystems

InterSystems is the engine behind the world’s most important applications. In healthcare, business, government, and other sectors where lives and livelihoods are at stake, InterSystems is the power behind what matters™. Founded in 1978, InterSystems is a privately held company headquartered in Cambridge, Massachusetts (USA), with offices worldwide, and its software products are used daily by millions of people in more than 80 countries. For more information, visit InterSystems.com.

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