Senior Account Executive

Workato; United States; Remote; USD 114,000 - 178,000; Full time

Job summary

Workato is seeking a Senior Account Executive to join our Japan team as we expand in Enterprise markets. You will target top Japanese enterprises, drive new business while nurturing existing relationships, and collaborate with SDR, CSM, partners, and marketing teams to maximize automation value.

You’ll engage C-level executives to propose strategic automation solutions and report to the Sales Manager, Japan.

Qualifications

• Experience selling enterprise software to large organizations.
• Proven track record of generating new business and growing accounts.
• Ability to communicate effectively with C-level executives.

Responsibilities

• Build and execute a territory plan targeting Enterprise Named customers in Japan.
• Drive new business sales via direct and through channel partners.
• Collaborate with SDR, CSM, partner sales and marketing teams locally.
• Act as a strategic advisor to executives to maximize automation and integration.
• Report to Sales Manager, Japan and own regional pipeline.

Skills

Enterprise software sales

New business development

Executive communication

Team collaboration

Multilingual communication

Job description

About Workato

Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com.

Why join us?

Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.

But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.

Also, feel free to check out why:

• Business Insider named us an “enterprise startup to bet your career on”
• Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world
• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
• Quartz ranked us the #1 best company for remote workers

Responsibilities

We are looking for an exceptional Senior Account Executive to join our growing team in Japan.

You Will Also Be Responsible To

• Join our growing Japan team, in one of our most high potential regions globally.
• Report to our Sales Manager
• Build and execute a territory plan targeting Enterprise Named customers across Japan.
• Focus on new business sales. Selling both directly and with/through channel partners.
• Partner with our SDR, CSM, partner sales and marketing teams who are all based locally.
• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts. Helping them to maximise the potential of automation and integration.

Requirements

Qualifications / Experience / Technical Skills

• Minimum 8 years of direct enterprise software sales experience with the technology space. Ideally with a SaaS or PaaS vendor
• A proven ability to generate new business sales.
• An ability to communicate with senior executives in Enterprise business, up to C-level.

Soft Skills / Personal Characteristics

• High level of comfort presenting key client issues, be the customer advocate within Workato
• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset
• Ability to effectively prioritize tasks and manage time, even under high-pressure situations
• Strong collaboration skills, ability to adapt to a dynamic environment with a passion for making an impact
• Excellent written and oral communication skills in Japanese, English is a plus but not mandatory. In order to communicate with multi-lingual stakeholders externally and internally.

職務内容

Workatoは、日本で成長を続けるチームに加わっていただけるシニアアカウントエグゼクティブのポジションを担う方を募集しています。

主な職務内容は以下の通りです:

• 日本各インダストリーのトップ企業などのEnterpriseマーケット顧客をターゲットとした営業戦略の構築と実行
• エンタープライズセグメントにおける新規ビジネスの獲得、及び既存顧客へのストラテジックなアカウントプランの立案により継続的な成長機会の提案
• 直販およびチャネルパートナーとの協業による販売
• SDR、CSM、パートナーセールス、マーケティングチームとの連携
• 担当顧客のCレベルエグゼクティブ(技術系・非技術系両方)に対する戦略的アドバイザーとして、自動化と統合の可能性を最大化するサポートを提供
• Sales Manager, Japanへのレポート

応募要件

資格・経験・技術スキル

• テクノロジー領域における直販のエンタープライズソフトウェアセールスの経験が8年以上お持ちの方 / SaaSまたはPaaSベンダーでの経験があると尚良い。
• 新規ビジネス獲得の実績と既存顧客の成長獲得実績の経験が豊富な方
• エンタープライズ企業のキーマンから経営層 / Cレベルまで、口頭および書面でのコミュニケーションできる能力長けた方
• エンタープライズ企業における既存のリレーションを生かしつつ、更にグローバル企業への提案に対応した経験をお持ちの方は尚良い

ソフトスキル・人物像

• 案件初期において全ての知識を総動員し、お客様の課題をディスカバリーする力を有すること
• 主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性をお持ちであること
• 起業家精神と積極的なマインドセットを持ち、優れた論理的思考力と分析力をお持ちであること
• プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができ、スピードを重視したアクションを取れること
• 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱をお持ちであること
• 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、打ち合わせ時のお客様を導く高いファシリテーション力（英語でのコミュニケーションが可能であれば尚良い）
• 好奇心を有し、自社の製品知識、最新のAI技術、最新のAIトレンドなどを積極的に入手、デモなどを通じ、日頃の提案活動へ適用できること