Account Director - Japan - Enterprise - New Item

New Business & Sales
Ref: 442 Date Posted: Monday 07 Sep 2020
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Account Director - JAPAN 


Our Client is a leader in business spend management. Their platform provides greater visibility into and control over how companies spend money. Customers – small, medium and large – have used their platform to bring billions of dollars in cumulative spend under management.

The Opportunity….
Join one of the fastest growing enterprise SaaS companies in the world right now helping to grow our South EMEA region bringing value to our enterprise customers.
You can help us take advantage of the huge market opportunity we have to further grow this region.
The Team...
You will be joining a strong and growing enterprise sales team that is focussed on delivering value to our enterprise customers.  As part of the team, you can expect to work in an agile and inspiring working environment equipped with the best sales support tool available in the market.  In addition, you will receive the support of a committed, experienced and highly skilled pre-sales team.
Responsibilities include...
  • Exceed annual sales targets
  • Develop an Enterprise Account Plan for each strategic account, then drive the execution of that plan to success
  • Prospecting, building pipeline and selling our Client's cloud-based spend management solutions to strategic clients
  • Engage with C-level prospects to position our Client's strategic value proposition and quarterback the deal to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
  • Provide proactive, trusted thought leadership to target accounts
  • Co-sell with Resellers and Alliance Partners as needed
  • Collaborate with client and internal teams to build Joint Vision Roadmaps outlining the value that Coupa will deliver
  • Create and execute Field Sales Campaigns to create demand
  • Implement Sales Best Practices
  • Maintain the system of record
  • Develop and deliver world-class Executive Sales proposals to C-level prospects
  • Engage with C-level prospects to position strategic value proposition and drive deals to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
  • Align overall value messaging targeted towards the chief economic buyer in target accounts
  • Build out an account penetration model that encourages multi-angle access into key accounts
Our ideal candidate has…...
  • Strong and demonstrable experience of complex direct sales in the software industry selling at ‘C’ Level
  • Consistent track record of achieving/exceeding sales quota in an enterprise SaaS environment
  • Strong executive presence
  • Fluency in English and Japanese
  • Expertise in managing multi-stakeholder sales cycles and closing 6 figure deals
  • A history of pro-actively hunting new business
  • Strong organisational capability and specific experience with enterprise account planning
  • Experience selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
  • Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
  • Empathy and is successful at engaging with all levels in an organisation
  • A strong focus on building relationships and working within a team-selling environment
  • Spend management domain expertise or Enterprise SaaS selling experience
  • A desire to work in a fast paced and passionate environment
  • Bachelor Degree or equivalent experience required