Splunkはクラウド、SIEM、IT運用、DevOpsの主要分野においてグローバル19,000社以上、様々な業界で利用され、高い評価を受けるデータ収集・分析基盤ソリューションを提供しているSaaS IT ソフトウェア企業です。取得した特許数は850を超えており、あらゆる環境でデータを共有できるオープンで拡張性の高いプラットフォームを提供しています。既にグローバル19,000社以上のさまざまな業界で利用され、高い評価を受けているデータ収集・分析基盤ソリューションです。
また2024年3月下旬にシスコグループの傘下に入りました。 シスコとスプランクの2 社で世界最大級のソフトウェア企業を形成し、マルチクラウドハイブリッド環境全体のデジタル体験を向上させる包括的なオブザーバビリティ ソリューションを提供していきます。
役割概要
Splunkのダイナミックで熱意溢れるエンタープライズアカウントチームの一員として、大手エンタープライズ企業を担当するアカウントマネージャーを担当いただきます。主にお客様先の経営層との長期的で強固な関係構築の実績が求められる役割です。さらに、Splunkの成長に貢献し、大きな収益を上げるために重要な役割を果たします。
主な業務内容
• 新規の案件獲得におけるダイレクトセールス、ハイタッチセールスの実行
• ライセンス、サポート、サービスの収益目標を常に達成、期限に間に合わせる
• テリトリーマッピング、アカウントプランニング、機会管理の豊富な経験
• 大規模な商業企業との価格交渉やビジネス条件の設定に成功した実績
• インサイドセールスやパートナーと連携し、最大の効果を上げる
• セールスエンジニアリングや社内外のパートナーリソースと協力して営業活動を行う*アカウントプランニング、戦略立案、営業コールに熟練
• 急成長する企業環境で成果を出し、業界に変革をもたらすことに専念
• セールスメソッドやプロセスを効果的に活用
• 海外および国内の同僚を活用し、取引規模や顧客への価値提供を拡大する方法を理解
• 企業の良き市民として、迅速で適切な情報の共有を実施
• 他の部門(特に製品管理やマーケティング)にタイムリーかつ洞察に富んだフィードバックを提供
応募要件
• エンタープライズ顧客向けに5年以上のダイレクト、ハイタッチおよびチャネルセールス経験
• 日本語ネイティブレベルで、ローカルクライアントとの円滑なコミュニケーションが可能
• 「C-suite」(経営層)向けにソフトウェアライセンスの6桁・7桁の取引を成約した実績
• 高いエグゼクティブプレゼンス(経営層との信頼関係構築能力)
• 売上予測および予測精度の実績
• 優れた対人スキル、文書作成能力、プレゼンテーションスキル
• 業界イベントでの大規模な顧客向けプレゼンテーション経験
• ダイナミックで急成長する企業環境で成果を出す能力
• 独立して作業を進め、遠隔地でチームや企業の他メンバーと協力して業務を遂行できる
• ITシステム、エンタープライズ管理、インフラ管理分野におけるソフトウェア業界の知識
• ソフトウェアセールスの経験があることが望ましい(ハードウェアセールス経験よりも優先)
• 日本国内のエンタープライズアカウントにおける顧客およびプロスペクトとの成功実績
• 英語によるコミュニケーション能力(読み書きができるレベルが望ましい)
Role Overview
As a member of Splunk's dynamic and highly motivated Enterprise Account team, you will serve as an Account Manager focused primarily on Enterprise Customers. This role requires a proven track record of building long-term, trusted relationships with executive stakeholders at client organizations. You will play a key role in contributing to Splunk's growth and driving significant revenue.
Key Responsibilities
• Execute direct and high-touch sales to acquire new business opportunities
• Consistently achieve revenue targets for licenses, support, and services within deadlines
• Leverage extensive experience in territory mapping, account planning, and opportunity management
• Successfully negotiate pricing and business terms with large commercial enterprises
• Collaborate with inside sales and partners to maximize sales impact
• Work closely with sales engineering and internal/external partner resources to drive deals
• Skilled in account planning, strategy development, and sales calls
• Deliver results in a fast-growing organization and contribute to industry transformation
• Effectively utilize sales methodologies and processes
• Understand how to expand deal size and customer value leveraging domestic and international colleagues
• Act as a responsible corporate citizen by sharing timely and accurate information
• Provide timely and insightful feedback to other departments, especially Product Management and Marketing
Requirements
• 5+ years of direct, high-touch, and channel sales experience with enterprise customers
• Native-level Japanese proficiency with smooth communication with local clients
• Proven record of closing six- or seven-figure software license deals with C-suite executives
• Strong executive presence and ability to build trust with senior leadership
• Demonstrated accuracy in sales forecasting and pipeline management
• Excellent interpersonal, written, and presentation skills
• Experience delivering large-scale customer presentations at industry events
• Ability to thrive in a dynamic, fast-growing organization
• Self-motivated and able to work independently while collaborating with remote team members
• Knowledge of the software industry in IT systems, enterprise management, and infrastructure management
• Software sales experience preferred over hardware sales experience
• Proven success with enterprise accounts and prospects within Japan
• English communication skills (reading and writing proficiency desirable)
Why Cisco?
At Cisco, we're revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We've been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you'll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
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