Account Executive

About the company

A global supply chain planning software company with an established customer base in Japan. It supports enterprises across industries with end-to-end supply chain planning and is expanding its Tokyo team as it grows its share of the Japanese market.

The role

The Account Executive wins new business and revenue across Japan and works with senior management to shape the company's growth strategy in the region. The role combines new business development with renewals and upsells within an existing account base. It is based in Tokyo.

Responsibilities

• Sell renewals and upsells to the current account base using a structured sales methodology such as MEDDPICC or MEDDIC
• Understand the critical business issues and strategic initiatives of prospects and customers, and link the solution to them
• Sell professional services alongside a client partner to support solution adoption
• Manage the sales process and bring in the right internal resources to renew and expand subscription bookings
• Provide accurate forecasts based on realistic close timelines
• Share product feedback and recommendations that originate in the field
• Maintain opportunity and customer information in the sales force automation tool

What you bring

• 10+ years in account management or selling strategic, mission-critical enterprise solutions (supply chain, ERP, BI)
• A client-focused account management or customer success background
• A track record with large, complex accounts across different markets and regions in Japan
• The ability to reach and sell to executive decision makers, and to work across manufacturing operations, demand management, finance and IT
• Experience with a consultative, business-case-driven sales approach
• Clear, persuasive communication, and the ability to act independently and proactively
• Native or very fluent Japanese and English; fluency in a further language is desirable
• Experience in a globally operating company is a definite asset