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Named Account Executive at R3
Tokyo, JP

R3 is an enterprise blockchain software firm working with a broad ecosystem of more than 300 members and partners across multiple industries from both the private and public sectors to develop on Corda, our open-source blockchain platform, and Corda Enterprise, a commercial version for enterprise usage.
Our global team of over 300 professionals in 13 countries is supported by over 2,000 technology, financial, and legal experts drawn from our global member base. Our Corda platform is already being used in industries from financial services to healthcare, shipping, insurance and more. It records, manages, executes institutions’ financial agreements in perfect synchrony with their peers, creating a world of frictionless commerce.


        Prospecting, qualifying, selling and closing new business to SBI R3 Japan existing and net new customers
        Account and Customer Relationship Management, Sales and Software License and Annual Contract Revenue (ACV)
        Achieve / exceed quota targets
        Align SBI R3 Japan solutions with the customer’s strategic objectives - develop best practice account and territory plans to ensure revenue and bookings target delivery and sustainable growth
        Develop relationships in new and existing customers and leverage to drive strategy through complex organizations
        Establish strong management and C-level relationships based on knowledge of customer requirements and commitment to customer success
        Actively understand each customer’s technology footprint, strategic growth plans, Distributed Ledger Technology (DLT) roadmap, and competitive landscape
        Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect
        Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles
        Encourage all accounts to become SBI R3 Japan references
        Utilize value-based selling, and ROI data to support the customer’s decision process
        Pipeline planning - follow a disciplined approach to maintaining a sales pipeline. Keep pipeline current and moving up the pipeline curve
        Leverage internal organizations including marketing, inside sales, strategic alliances, to funnel pipeline into the assigned territory
        Support all SBI R3 Japan promotions and events in the territory – take on an active, sales leadership role at SBI R3 Japan events
        Orchestrate resources: deploy appropriate teams to execute winning sales
        Understand SBI R3 Japan’s competition and effectively position solutions against them

Education and Experience

        5+ years of business experience in Sales or Consulting with complex business software / IT solutions
        3+ years in a direct, quota-carrying sales role with proven track record of achieving and/or exceeding consistent quarterly and annual targets
        Possess strong presentation skills and command credibility with senior business and technology executives
        Strong communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialog under challenging conversations
        Experience in Pricing, Proposal Management, and Software/SAAS and IT Professional Services Contract Negotiations
        Demonstrated ability to orchestrate the team to lead/organize business discussions with customers and architect the value of the R3 Corda Enterprise solution
        You’re a problem solver and a team player with excellent organizational skills and an entrepreneurial spirit
        Experience working with SAAS and Platform solutions preferred
        Knowledge of the Distributed Ledger Technology ecosystem and experience working with ISV’s and Alliance partners would be a plus
        Excelent business communication skills in Japanese