Hyland is seeking an Account Executive in Japan to join our APAC Commercial sales team. In this role you will be responsible for driving revenue for the company by selling Hyland’s suite of enterprise software solutions in the commercial sector across industries such as Financial Services, Insurance, and Manufacturing.
You will be responsible for developing and maintaining relationships with both new and existing customers in Japan. In addition, you will also work closely with Hyland’s existing partners and resellers while also identifying new potential partners to establish relationships with in Japan. These efforts will be critical towards the objective of consistently meeting and exceeding sales goals for the region.
What you will be doing:
- Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned moderate risk, moderate impact existing or potential customers or partners
- Develop and communicate accurate sales forecasting on a real-time basis
- Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
- Play a proactive and lead role in sales opportunities with partners.
- Lead the qualification and pursuit of new potential ISV VAR OEM SI partnerships
- Drive the sales cycle with prospective customers while leveraging key partner and internal resources at various stages
- Take proactive measures to streamline and constantly improve account management and the sales process
- Develop and execute on a comprehensive partner business plan that identifies opportunities for growth and expansion
- Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
- Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
- Understanding of best practices and market trends, as well as customer and potential customers business and technical needs. Pursue opportunities for company expansion and integration
- Engage company specialist and support resources as needed to advance opportunities
- Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
- Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
- Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecasted
What will make you successful:
- Native level Japanese language fluency
- Advanced level English language communication abilities. Must be able to communicate effectively (written and in conversation) both internally within Hyland and externally.
- Experience as an Account Manager or Account Executive in the enterprise software space
- Experience managing existing accounts and bringing in net new accounts
- Experience managing partner relationships and growing partner networks
- Preferred experience in the financial services and manufacturing technology sector
- Proficient in opportunity management and account planning tools
- Strong ability to establish rapport and gain the trust of others
- Good oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
- Highly organized and experienced at successfully multi-tasking
- Self-motivated with the ability to manage work independently to completion
- Strong collaboration skills, applied successfully within team as well as with other areas
- Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
- Good negotiating and influencing skills
- Up to 50% travel time required