Meet the Team
Join us in pursuing a completely new vision in the IT world: making machine data accessible, usable, and valuable to everyone. Our team at Splunk is comprised of passionate individuals dedicated to delivering the best customer experience. We value our work, our customers, and having fun, but most importantly, we are committed to each other's success. This is an exciting opportunity to embark on a great journey and grow your career with us, contributing to a truly innovative and supportive environment.
Your Impact
As an Enterprise Account Manager, you will drive the sales of Splunk solutions to our existing large group enterprise customers, focusing on both deep engagement and new business development. Lead account planning and daily sales activities to achieve ambitious sales targets. Collaborate with cross-functional teams including Sales Engineers, Customer Success, and Professional Services to craft compelling proposals for large-scale projects. Proactively engage with customers, communicate Splunk's value and ROI, and effectively negotiate with clear pricing strategies to close multi-million dollar deals. Your success will directly contribute to expanding Splunk's footprint in key accounts and driving significant revenue growth.
Minimum Qualifications
Proven experience engaging in sales activities with direct connections to department managers or higher in large corporations.
Demonstrated business experience with CxO-level executives and decision-makers in large corporations.
Track record of securing software/license contracts worth tens to hundreds of millions of JPY, or SI business worth hundreds of millions of JPY or more.
Native-level proficiency in Japanese
Preferred Qualifications
Possesses a "Growth Mindset" and a commitment to continuous learning and development.
• Experience handling customers in large manufacturing, distribution, retail, service, or internet industries.
• Proven ability to build strong, long-term relationships with key stakeholders across various departments.
• Extensive experience in new account acquisition and closing deals with previously unengaged clients.Business-level English communication skills (reading and writing are essential, conversational ability is a plus).
マシンデータを誰もがアクセスしやすく、使いやすく、価値のあるものにするという、ITの世界において全く新しいビジョンを求している私たちと一緒に働きませんか?Splunkは、Splunk製品に情熱を持ち、お客様に最高の体験を提供しようとする仲間が集まっている会社です。Splunk では、仕事、お客様、楽しむことを大切にしており、そして最も重要なことはお互いの成功に対しコミットしているということです。また、Ciscoグループの一員となったことで、これまで以上にお客様に届けられる価値が幅広くなりましたし、Ciscoの製品戦略の中でもSplunkは非常に重要な位置付けとなっています。
Splunk でのキャリアについての詳細と、私たちの一員となって素敵な旅路に加わっていただくにはどうすればいいのかを以下にご紹介します。
このポジションについて
弊社の既存の大手グループ企業のお客様に対してSplunkソリューションを販売して頂く深堀営業&新規開拓営業のポジションとなります。
セールスエンジニア、カスタマーサクセス、プロフェッショナルサービス、などの他部署とも協業して大型案件を提案して頂きます。
仕事内容
* セールスターゲット達成に向けたアカウントプランニングと日々の営業活動への落とし込みを実施
* Splunk Japan内のセールスエンジニア、スペシャリスト、カスタマーサクセス、プロフェッショナルサービスとのチームビルディングをリードして提案活動実施
* Splunk Japanのマネジメント層、Splunk APACや本社のエグゼクティブやスペシャリストを巻き込んだお客様カバレージプランの作成と実行
* 自主的・意欲的に活動し、必要な情報は自分で取りにいく、もしくは、社内の適切なメンバーに相談しながら、効果的に提案を推進
* 既存領域の拡大と新規領域の開拓を両立しながら、年間セールスターゲット達成に向けた案件創出・案件推進・案件管理を実施
* 大手グループ会社のお客様にSplunkの価値とROIを伝えながら、明確な価格戦略をもって効果的に交渉を進める。
* 円滑に営業活動の効果を最大化するためにパートナーと協力体制を組む。
* Splunkが確立したセールス技法とプロセスを効果的に用いて大型案件をクローズする。
* タイムリーかつインサイト(洞察)に富んだ情報を社内の他部署、特にプロダクトマネジメントやマーケティングと共有する。
最低条件:
SaaSソフトウェア・クラウド企業・大手SIer企業などのIT業界で大手企業のお客様をハイタッチ営業として担当した経験(5年以上は尚可)
これまでリレーションの無かった新規アカウント・新規部署への提案、そして案件成約の経験を持つ
大企業の部長以上に対してパイプを持ち営業活動してきた経験
大企業の経営層(CxO)や意思決定層とのビジネス経験があり、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、あるいは数億円以上のSIビジネス獲得経験がある。
ネイティブレベルの日本語能力。
歓迎条件:
"Growth Mindset"をお持ちであり、会社と共に成長できる方。
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のは尚可。
対人関係、文書作成、プレゼンテーションにおいて卓越したスキルを持っている。
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で活動でき、遠隔環境でも協力体制がとれる。
対お客様・対社内メンバーと強い関係性を築く事ができる。
CRMシステム(セールスフォースなど)に精通している。
クラウドやサブスクリプションビジネスの理解があれば尚可。
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。
英語力(読み書中心、日常レベルの会話力があれば尚可)
またStrategic営業チームについてのSplunk Lifeブログもご参照ください
[1] Splunker Stories 社員の声 - ストラテジックアカウントチームのAccount Managerで働くということは?
Visible links
1.
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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