For more information, send an email to
info@tekizaitekisho.jpIndustry: High Tech Networking, Security, IT & Services
AVERAGE Annual Salary: 40,000,000 yen
Japanese: 5 - native
English: 3 - good
DESCRIPTION:
Key Purpose of Job
To grow revenue for the country operation in line with the company's growth targets and company plans, and ensuring customer satisfaction. To recruit, develop and manage the team to ensure country revenue targets are achieved, employee satisfaction and good management practices. To drive business through partners and channels, and build and maintain successful internal and external working relationships.
Main Responsibilities:
DRIVE REVENUE and PROFITABILITY
- Sales management
- Quarterly sales achievement/overachievement against plan
- Manage linear performance throughout Quarter
- Maintain balance of platform and application sales as defined in the plan
- Manage sales performance through internal methods and applications
- Sales coaching through all major campaigns
- Executive engagement and access to power at prospects
- Vision Reengineering for Solution Selling
- Discount controls and approach
- Expense Management
LEVERAGE
- Key member of the APJ Senior Management Team
- Engagement with key system integrators
- Drive management relationship with key ISVs
- Maintain and manage communication with marketing team
- Maintain and manage communication with professional services team
- Maintain and manage communication with education team
AWARENESS and COMMUNICATION
Internal
- Weekly, monthly forecast reviews with team and management
- Timely communication and feedback with management to optimize business performance and productivity
- Good understanding of company positioning, key messages and value proposition
- Making sure the local team understands and communicated value proposition and differentiation with success
- Employee issues, updates
- Updates Peer to peer – and to management External
- Clear and precise communication of positioning and key messages to: Customers, Partners, Press
STRATEGY
- Preparation of a country business plan outlining: goals, objectives, strategy to realize these objectives, plans, actions
- Clear understanding of hiring vision, objectives and execution for success
- Sales - market segmentation, territory/account assignments considering synergies
- Defining marketing strategy working with marketing director
- Defining channels strategy working with channel manager Channel Manager– SIs, reseller, OEM
- Ensure success of the field team
- Clear understanding of infrastructure and internal practices through working with Finance and HR
EMPLOYEE MORALE
- Motivation and empowerment of the team
- Plans to maintain or improve high morale of the team
- Ensure knowledge transfer and on going skills development
MANAGEMENT PROCESS
- Prospecting plans
- Major account plans
- Monitoring of calls, visits, pipeline
- Sales Process/management enforcement
- Negotiation guidelines
- Company bookings requirements
- Opportunity development
- Forecast and Pipeline Process
- Week to week changes in pipeline
- Monthly reviews of each sales person
- Closing rates
- Communication and feedback to Sales/SCs
- Monitoring of SC activity, engagement in the sales calls, number of POCs, number of SC visits
- Channels Engagement
- Ensuring partner vision is executed locally o Focus on Big 4
- Focus on 2-3 key local players
- Monitoring of channel activity, revenue, partner meetings, delivery of value proposal to partners
- Engagement with management of partners
- Compensation plans for all new hires with SVP
KEY METRICS TO MANAGE
- License bookings to plan
- Forecast by linearity
- Pipeline
- Performance by rep by month
- Monthly expenses
- Fixed, variable against plan
- Business Margins
- Partner bookings – target 26% of total license bookings
- Lead to close ratio • ASP • Hiring against plan
- Average sales cycle – time from initial contact to close - by quarter
Requirements:
- 10-15 or more years of successful enterprise software sales history
- 5+ years successful management experience
- Have successfully closed individual sales of at least $1,000,000 or more in previous roles
- Able to manage a sales force to close large solution sales
- Have a consistent track record of achievement over quota
- Be capable of operating in an entrepreneurial environment
- Have proven knowledge of E-business, Data Warehousing, Database, Business Intelligence software and Application software
- Possess excellent presentation, written and verbal skills
- Operate from a proven sales process methodology
- BA/BS Degree required
