The ideal candidate will possess business background that enables them to drive an engagement and interact at the CxO/VP level, as well as having a technical background that enables them to easily interact with software developers and architects. He/she should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must.
●Roles & Responsibilities:
・Lead database sales in helping to drive marketing, business development, and technical strategies for the Database industry across Japan.
・Drive the Japan GTM plans for our company RDS Oracle and Microsoft SQL Server engines.
・Define and size target market segments, customer base, and key partners including ISVs and system integrators.
・Create strategic business development plans for target markets and ensure these plans are in line with our company strategic direction.
・Develop industry-specific messaging and collateral materials that effectively communicate our company value proposition for enterprise cloud computing, including datcenter-to-cloud extension and migration.
・Execute the strategic business development plans while working closely with internal stakeholders (e.g. sales, marketing, & partner teams, solution architects, professional services and support teams, legal and contract teams, and our teams
・Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case.
・Fill the business development pipeline by engaging with prospects, partners, and key customers.
・Understand the unique business & technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for our largest and most complex customers.
・Understand and exploit the use of Salesforce.com and other internal our systems for campaign tracking and pipeline management.
・Prepare and present business reviews to the senior management team regarding progress and roadblocks to closing new enterprise customers.
・Manage complex enterprise contract negotiations, in cooperation with our company legal and professional services teams.
・Handle a high volume of engagements and the fast pace of the cloud computing market.
・Creative prospecting through campaigns, business partners, and other activities to identify new customers
・Clearly articulate the a Database Platform propositions to customers, partners and internal staff.