F5 Digital Account Manager 

Japan, Tokyo 

824848967

業務内容

• 顧客の中長期のビジネスを見据えたテリトリープランを策定し、案件を発掘及び醸成する。
• 顧客との関係構築およびパートナー様との協業を通じて、テリトリープランを作成および実行する。また、パートナー様からの案件アシスト、パートナー様向けの技術的支援やソリューションのトレーニングを行う。
• 担当する市場における業界のトレンドや新しい技術、法的規制など最新の情報を常に収集する。
• 顧客のビジネス上の課題を理解し、プレゼンテーションやワークショップを通じて、顧客ニーズを満たす為のF5のソリューションの価値を伝える。見込み客のリサーチを行い、ビジネスニーズを発掘し、定期的な営業訪問を通じて関係構築を図る。
• CXOレベルを含む様々な階層に向けた提案活動を行う。
• 交渉や複雑な意思決定プロセスを調整し、受注を阻害する要因を排除し、案件を獲得する。
• 担当テリトリーにおける営業戦略を実行する為、内勤営業、システムエンジニア、パートナー営業、マーケティング等の社内関係者で形成するバーチャルチームをリードする。
• 初回連絡から案件受注までの一連の営業活動を理解し、SFDC等の営業ツールにおける正確な売上予測および管理において責任を持ち、正しい情報入力をする。
• 年次でテリトリープランを策定し、それぞれの製品およびサービスの販売目標を決定する。
• 四半期ごとの営業目標を達成する。
  

募集要項

• 学士またはそれと同等の学歴
• IT業界における5年以上の営業経験
• 
  

Highly motivated self-starter responsible for achieving assigned sales quotas and goals and for the overall sales strategies and results of a majorarea, region, or country. All sales are made through channel partners. Leverage and partner with Channel Partner Account Executives on lead generation, account planning and new account development and/or expanding existing accounts.

Responsibilities

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats.
• Develop relationships and leverage channel. Including account planning and lead generation with channel partners; building relationships and developing opportunities with channel partners by effectively communicating and demonstrating F5 solutions. This also involves training channel partners on the F5 story and technical solutions and developing a territory plan focused on channel leverage
• Develop and deliver sales presentations and close sales in a professional and effective manner. Including: developing technical presentations and workshops
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Understand organization’s business needs, develop application of products and services and effectively communicate F5’s technical value added solutions to meet those needs. Including: researching and developing lists of potential customers; identifying and qualifying business opportunities, making regular sales calls to develop relationships and following-up on sales leads
• Prepare formal proposals and present to all levels of the organization including executive level
• Lead negotiations, coordinate complex decision making process, overcome obstacles to closure and close sales in a professional and effective manner
• Assume a leadership role in coordinating territory strategy and tactics for sales support team (inside sales, systems engineering, channel manager, Marketing)
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process and ensure SalesForce is utilized appropriately and maintained on a regular basis
• Create and update annual account plans, determine market strategies and goals for each product and service
• Responsible for territory planning through research, development and maintenance of long and short range sales and marketing plans
• Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account profiles for large accounts in territory, to be reviewed by management on a quarterly basis
• Provide regular updates to manager concerning account issues, financial status, etc.
• Meet or exceed sales quotas and revenue goals
• Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers
• Support the APAC management team in special projects and strategic planning.
• Perform other related duties as assigned.
  

Language Requirements

• Must be able to read, write and speak English fluently.
• Must also be fluent in local language as this role supports our local customers.
• Multiple language skills are a plus.
  

Qualifications

• Bachelor degree or higher in business administration or engineering, or equivalent work experience.
• At least 4 years of direct work experience in a relevant environment.
• Should be hands-on and be able to perform the function independently.
• Proven track record in a high growth company of medium size from the informationtechnology/networkingindustry.
• Must have maturity in building organizational capability and sales growth whilst managing costs.
• Be a skilled communicator both verbally and in writing. Must be fluent in Japanese

Physical Demands and Work Environment

• Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table
• Duties require the ability to utilize a computer, communicate over the telephone, and read printed material
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends)
• Duties require the ability to travel up to 50% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.