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Splunk Account Manager in Otemachi, Japan

Come and join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most meaningfully to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

業務内容

日本の中央省庁・独立行政法人に対してマシンデータ分析プラットフォームを始めとするSplunkソリューションを販売して頂くハイタッチ営業のポジションとなります。

セールスエンジニア、インサイドセールス、チャネルパートナーと協業をして大型案件を提案して頂きます。

  • 常に緻密なライセンス、サポート&サービスの収入目標を設定し、数字と期日を達成していく。

  • セールステリトリーのマッピング、アカウント・プランニング、機会マネージメントを行う。

  • エンタープライズ顧客に付加価値とROIを示す事で金額と条件面において効果的に交渉を進める。

  • 円滑に営業活動を進めるためにパートナーと協力体制を組む。

  • プリセールスの工程において、社内セールスエンジニアリングチームとパートナー両方のリソースを活用し、最適な提案活動・デモをしていく。

  • 効果的にセールス技法とプロセスを用いて大型案件をクローズする。

  • 国内外のステークホルダーと協業をし、顧客に対してより良い契約と付加価値を提供する。

  • よい企業市民であること。一方通行ではなく、双方向的で実のあるコミュニケーションを行い、チームの活性化、リソースの展開が行える。

  • タイムリーな顧客情報を他の部署、特にプロダクトマネジメントやマーケティングにインプットする。

求める人物像

  • SplunkのValueである以下5つを理解し、実行できること

    • Innovative (創造的であること)- Fun (楽しむこと)- Disruptive (破壊的であること)- Open (オープンであること)- Passionate (情熱的であること)
  • “Growth Mindset”をお持ちであり、会社と共に成長、スケールアップできる方。営業組織の現場マネージャー経験はプラス。

  • 中央省庁の予算要求・入札に係る知識が深く、中央省庁へのハイタッチによる営業活動経験がある。

  • それら中央省庁において、主要部署のステークホルダーと長期的に強い関係を構築してきた経験がある。

  • 限られた指示の下でも自発的にイニシアティブを取れる。

  • 中央省庁に対して直接パイプを持ち営業活動してきた経験が3-5年以上ある。

  • 中央省庁の幹部や意思決定層とのビジネスの経験があり、数千万円・数億円台のソフトウェア・ライセンス契約を獲得してきた経験がある。

  • 洗練されたビジネスパーソンとしての姿勢を持つ

  • 正確な売上予測ができる。

  • マネジメント、対人関係、文書作成、プレゼンテーション、おいて卓越した能力を持っている。

  • ハイペースで急成長し、常に変動する環境の下で成果を発揮できる。

  • チームメンバーから離れて単独にて動け、そして遠隔でも協力体制がとれる。

  • 他のメンバーのモチベーションを上げ、パフォーマンスが向上する様に導く事ができる。

  • 社内外で強い関係性を築く事ができる。

  • ITシステム、企業内、インフラ管理などにおいてのソフトウェア経験を持つ。

  • CRMシステム(セールスフォース)に精通している。

  • 指定のテリトリーにおいての知見が深く、成功を収めてきた経歴を持ち、新規顧客を獲得できる能力がある。

  • ネイティブレベルの日本語は必須であり、ビジネスレベルの英語ができれば尚良し

Role:

You will join our dynamic, hardworking and winning Government Accounts Team as our Manager Account Manager based in Tokyo reporting to the Major Account Sales Leader for Japan. In addition to requisite passion, skills and experience, you will have a measurable track record in building and leading strong, long term relationships with our customers at the Executive and play a meaningful role in driving a significant share of revenue for Splunk.

Responsibilities:

  • Consistently deliver bold license, support and service revenue targets – dedication to the number and to deadlines

  • Significant experience in Territory mapping, account planning and opportunity management

  • Deep knowledge of the Japanese public sector industry in relation to budget requests and bidding by central government ministries and agencies, and experience in high-touch sales activities to the same industry by central government ministries and agencies.

  • Collaborate and work with inside sales and partners for maximum effectiveness

  • Collaborate in partnership with sales engineering and in-house and external partner services resources

  • Intimately skilled in account planning, strategy and sales calls

  • Exceeds in a fast-growing organisation, dedicated to disrupting the industry

  • Use our sales methodology and processes effectively

  • Understand how to bring to bear both international and domestic colleagues to expand deal size and value to the customer

  • Good corporate citizen – two way flow of relevant and timely information;

  • Provide timely and insightful input back to other corporate functions, particularly product management and marketing Bulleted content

Requirements:

  • You have at least 3-5 years of experience selling directly to central government ministries.

  • You have experience doing business with central government executives and decision makers

  • Six and seven figure software deals experience

  • Strong executive presence and polish

  • Forecasting commit and forecasting accuracy

  • Outstanding interpersonal, written and presentation skills

  • Experience presenting to large public customers at industry events

  • Thrives in an honest, dynamic, fast-growing, rapidly changing and strong Team environment

  • Able to work independently and remotely from other members of your expansive team and corporate

  • Relevant software industry expertise in IT systems, enterprise or infrastructure management

  • Experienced in maintaining the integrity and sensitively of data within CRM systems (Sales Force)

  • Track record of success and knowledge with prospects and customers within Enterprise Accounts within Japan

  • Native Level Japanese Communication Skills (Oral and Written)

  • Fluency in English is highly desirable though not essential

    We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

About Splunk

Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. Machine data is one of the fastest growing and most complex areas of big data—generated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.

Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data. IT insights. Security insights. Business insights. It’s what we call Operational Intelligence.

Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world. These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs. Innovation is in our DNA – from technology to the way we do business. Splunk is the platform for Operational Intelligence!

Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.

We’ve built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software. We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.

Benefits & Perks: Wow! This is really cool!

SF Only

Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer, “Fun Fridays”.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Non SF

Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave. Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy. You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer and “Fun Fridays”.

This isn’t a job – it’s a life changer – are you ready?

Individuals seeking employment at Splunk are considered without regards to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.

Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.

Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.

Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.

To check on your application click here.

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