דרושים ב-Fireblocks ב-Japan, Nagoya

As a, you will play a pivotal role in ensuring the success, adoption, growth, retention and satisfaction of our customers in Japan. You will act as a trusted advisor, leveraging your deep knowledge of financial technology to help clients maximize the value of our platform. This role requires both a strategic skillset and technical platform expertise as a product expert, a results-oriented professional who thrives in a fast-paced environment and has a proven track record of managing complex customer relationships for both enterprise and growing payment companies.

• Serve as the primary point of contact for enterprise and scale customers in the crypto industry, ensuring their long-term success with our platform.
• Develop and execute customized account success plans to help customers achieve their business objectives.
• Proactively identify opportunities for value realization, product adoption, and process improvements.

• Own the health and retention of a portfolio of enterprise and scale accounts, driving high GDR (Net Dollar Retention) and NDR (Net Dollar Retention) mitigating churn risk.
• Collaborate closely with sales, renewals, and account teams to secure renewals and identify expansion opportunities.
• Lead regular Executive Business Reviews and adoption Health Checks with executive stakeholders to showcase ROI and platform value.

• Leverage deep domain knowledge of the crypto ecosystem in addition to blockchain to provide strategic advice tailored to the customer’s needs.
• Act as a thought leader, sharing insights on market trends, compliance requirements, and best practices to enhance customer success.
• Facilitate cross-functional alignment between customer teams and internal product/engineering teams to address technical and strategic challenges.

• Advocate for customer needs internally, collaborating with Product, Marketing, Support, Services, and Engineering to drive enhancements that meet industry-specific demands.
• Deliver training, enablement sessions, and resources to empower customers to maximize their use of the platform.
• Identify and create customer success stories, case studies, and testimonials to support broader marketing and sales efforts.

• 8+ years of experience in Customer Success, Account Management, or related roles in the SaaS, fintech, or crypto industries.
• Strong understanding of financial infrastructure, compliance requirements, digital wallets, blockchain, or cryptocurrency.
• Proven track record of managing and growing enterprise accounts with complex needs.

• Exceptional relationship-building skills with executive stakeholders and operational teams.
• Strategic thinker with the ability to align customer objectives with platform capabilities.
• Strong project management skills to navigate complex implementations and integrations.
• Analytical mindset with proficiency in data-driven decision-making and metrics tracking.

• Familiarity with SaaS platforms that enable financial transactions and API-based integrations in the fintech space.
• Proficiency in CRM tools like Salesforce, Gainsight, or equivalent customer success platforms and relevant reporting analytics and product adoption tools.

• Outstanding communication and presentation skills, both written and verbal.
• Collaborative team player with the ability to work cross-functionally in a global organization.
• Self-starter with a passion for technology and a customer-first mindset.
• Fluent in Japanese and English

We are seeking a dynamic and strategic Director, Strategic Alliances who will be instrumental in fostering and managing strategic partnerships, driving go-to-market strategies, and executing on key initiatives. The ideal candidate will possess a strong blend of relationship-building skills, strategic vision, and executional prowess. With a focus on cultivating and maintaining partnerships, this role requires someone who will effectively activate and scale co-selling activity with these partners.

• Manage and lead the Fireblocks Japan partner strategy and execution
• Source and qualify prospective partners to facilitate the adoption, procurement and scale of Fireblocks within the Japanese finance and enterprise space
• Build and maintain strong relationships with key stakeholders at partner organizations, including executives, business development teams, and technical experts, to facilitate collaboration and drive joint initiatives.
• Lead collaboration across cross-functional teams, including sales, marketing, customer success, product, legal, and finance to ensure the partner strategy aligns with the broader business goals.
• Define the key performance indicators and goals for these partners and execute against these goals.
• Negotiate partnership agreements, contracts, and other legal documents, ensuring alignment with the company's goals and objectives.
• Effectively communicate and report on key partner metrics including pipeline, revenue, demand generation, and enablement, and make data-driven recommendations for improvement.
• Drive joint marketing and sales activities with partners, including co-marketing campaigns, lead generation programs, and joint sales initiatives, to maximize market visibility and customer acquisition.
• Stay informed about industry trends, competitive landscape, and emerging technologies to identify new partnership opportunities and strategic alliances.
• Represent the company at industry events and conferences to promote partnerships and networking opportunities.
• Maintain focus on operational excellence, identifying and implementing improvements to partner-related processes (CRM / Finance etc.) on an ongoing basis.

Requirements:

• Bachelor's degree
• 5-10 years of experience working with leading Japanese system integrators and/or resellers
• 5-10 years of partnership and/or enterprise sales experience
• Knowledge of financial services industry preferred, with added knowledge in crypto, digital assets, tech, a plus
• Entrepreneurial and relentless hunting attitude
• A willingness to prospect and qualify new opportunities
• Strong written and verbal Japanese communication skills and fluency in English

• Owning problems through to resolution using all available resources at your disposal
• Provide real-time support using Slack and remote troubleshooting during APAC hours
• Provide a white-glove service to Fireblocks’sPremium/Platinum customers.
• Deliver best-in-class technical support for Fireblocks's SaaS platform
• Monitor Escalation Statuses and create action plans for resolution with a timeline.
• Collaborate with APAC Support team based in Singapore, Dev-Ops and SRE team.
• Engage during outage situations and participate in war room calls.
• Adoption and adherence to business processes and policies.
• Meticulous case management and RCA documentation.

• At least 2-5 years experience as a Technical Support Engineer (or a similar role)
• Ability to work under high pressure and high troubleshoot skills with effective time management
• Ability to work unorthodox hours as needed.
• Previous Dev-Ops/SRE experience.
• API implementation and debugging.
• Required knowledge of Databases, Kibana, Grafana, OpenSearch or LogStash.
• Excellent troubleshooting and analytical skills.
• Excellent communication skills, both oral and written in Japanese and English.
• BS/MS degree in Computer Science or equivalent field is desired.

• Prior experience supporting SaaS-based products or relevant experience in financial services, technology, and/or technical support
• Scripting (Python/Perl/Bash)
• Understanding of cryptographic algorithms utilized by public blockchain networks (e.g., elliptic curve, symmetric and public key cryptography, hashing, and other cryptography-related topics)

Secure. Simplify. Scale

As part of the APAC Fireblocks sales team, you will play a meaningful role in scaling one of the fastest-growing companies in the Blockchain and Cybersecurity field. You’ll be targeting a mixture of Financial Institutions and technology partners across Japan working closely with Sales Engineers and the Buiness Development team.

You’ll be:

• Achieving monthly and quarterly revenue targets
• Working closely with Fireblocks BDRs and GTM Team
• Building and maintaining relationships with prospects and customers
• Prospecting, territory, and account planning
• Updating and maintaining the Fireblocks CRM

You’ll bring:

• Enterprise sales experience in software or institutional sales, selling into a relevant space such as financial services, blockchain, fintech- a must
• Experience within financial services, cybersecurity, or cryptocurrency is preferred
• Experience formalizing and supporting co-sell motion in working with technology partners is preferred
• An understanding of blockchain technology and cryptocurrency
• Track record of over achievement in an enterprise sales position
• Entrepreneurial and relentless hunting attitude
• A willingness to prospect and qualify new opportunities
• Thrives in a team selling environment
• Fluent in English and Japanese

About the Role

Fireblocks is looking for a talentedto manage integrated marketing strategies, across events, content marketing, social media, and paid digital campaigns within the region. Your main duties include strategy, execution, and analysis of marketing campaigns and events.

Responsibilities:

• Work in partnership with the demand generation and sales teams to build and drive region and culture-specific marketing activities that impact Fireblocks rapid growth
• Coordinate regional planning and execution with sales & marketing stakeholders to build event calendars to increase awareness, drive engagement, generate leads, and support conversion rates.
• Think creatively about the client and prospect experience at events, and build experiences that create unique, memorable, branded experiences for attendees
• Plan and manage communication strategies across social media, press, and digital channels leading up to, during, and after events, using them as broader branding opportunities.
• Manage all aspects of event coordination including: strategy, event messaging/marketing, signage, giveaways, contract negotiation, vendor relations, site selection, registration, agenda scheduling, staffing, on-site production and F&B, logistics, etc.
• Conduct post-event evaluations and ROI analysis; report and share results and recommendations with sales team and marketing teams.
• Strategise, order, deliver and manage inventory of swag to support sales & events.
• Research industry event opportunities and evaluate sponsorship based on Fireblocks’ objectives and target audience.
• Maintain event documents - budgets, calendars, project plans, checklists, run-of-shows, etc.
• Drive ROI by working with the sales and demand generation teams to nurture leads
• Prioritise and manage multiple projects simultaneously while meeting deadlines and budgets

Requirements:

• Bachelor's degree
• 7+ years of B2B working experience in the event planning, regional marketing and/or marketing space
• Knowledge of financial services industry preferred, with added knowledge in crypto, digital assets, tech, a plus
• Proven track record of managing events and marketing campaigns
• Ability to develop and deliver cohesive event strategies, including messaging, audience, execution
• Ability to work independently and in a group setting
• Ability to work in a dynamic and fast-paced environment; ability to multitask and effectively manage time
• Strong written and verbal communication skills
• Acute attention to detail; demonstrated ability for accuracy and thoroughness
• Ability to work effectively with internal and external clients
• Proven negotiation, problem-solving, organisation and project management skills
• Experience handling large budgets
• Knowledge of Microsoft Office (PowerPoint, Excel, Word)
• Ability to travel internationally is required
• Strong written and verbal Japanese communication skills and fluency in English

You’ll be:

• Engaging with prospects via phone, personalized emails, and video conferencing.
• Identifying new accounts and qualifying new outbound and inbound sales opportunities.
• Working closely with Marketing to provide feedback on campaign performance, improve lead qualification, and lead scoring.
• Developing, testing and iterating outbound campaigns to drive new outbound opportunities.
• Partnering closely with Sales to strategically penetrate key accounts.
• Support the Sales Engineering team with product demonstrations
• Keeping detailed notes of activities and ensuring data cleanliness in Hubspot/Salesforce.
• Representing the company and educating prospects at trade shows, conferences, and private events. Some travel will be required
• Based in Japan

You’ll bring:

• Prior BDR/SDR experience within the technology sector, ideally software but this is not a must..
• Experience building a pipeline by qualifying leads and developing opportunities.
• The initiative to seek out new ways of finding opportunities i.e. LinkedIn, Drift
• Ability to easily understand and pitch new products and technology, focusing on value prop.
• Natural curiosity and an eagerness to learn
• The ability to quickly adapt to change in a fast-paced environment
• Unafraid to fail and quickly owns up to it
• Fluency in written and spoken in Japanese

We’d love for you to have financial services, fintech, blockchain, cybersecurity or crypto industry experience but it is not a requirement. We have a comprehensive onboarding and training program for all new employees.