Enterprise Digital Specialist - Cloud & AI

必須

• Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of cloud technology related sales or Enterprise account management experience.
• Fluency in Japanese (native level) and English for internal communication is essential.
• 2+ years of solution sales or consulting services sales experience.

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Sales Excellence

• Build and accelerate pipeline: lead Cloud & AI account/territory plans, leverage sales programs and tools (IAP, LXP, Checklists, etc.) to exceed ACR forecast
• Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Collaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Implements strategies to help accelerate the closing of deals in collaboration with other team members; implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
• Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are; participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
• Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identifies new partners by researching and discussing with partners on customer scenarios; develops joint proposals and consumption plans with partners; implements partner strategies to scale the business.