Summary
Key Account Manager is a significant driver of company revenue and growth with managing our strategic customers within Japan. As an experienced and dynamic sales professional, KAM is responsible for maintaining & expanding the customer relationship by leading and driving the end-to-end sales process to expand & enlarge existing customers.
Job description
At ESET, our KAM will take the lead on managing and maintaining existing name accounts to upsell & cross-sell ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account. While it is not primary, the KAM role in Japan is also responsible for hunting new logos.
Job Description:
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Manage, nurture, and grow strategic relationships with complex enterprise clients to ensure long-term customer satisfaction and retention.
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Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in Japan with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices.
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Perform post-sales activities, including managing ongoing relationships, addressing client needs, and upselling or cross-selling additional products or services.
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Develop and execute comprehensive territory & customer account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in CRM.
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Attain quarterly and annual net new revenue goals and quota targets.
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Pursue a “Hunter/Farmer strategy” focused on expanding & enlarging revenue of existing named enterprise accounts.
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Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives.
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Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs by working with Pre-sales Engineers.
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Coordinate sales activities across multi-functional groups.
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This role requires spending roughly 40% of your working time traveling in Japan for business.
Required Knowledge and skills
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7+ years of field sales experience, or equivalent quota-carrying role, in the software/technology sector; experience in cyber-security or SecOps preferred.
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10+ years of experience evangelizing enterprise technologies, with particular focus on SaaS and disruptive cyber security technologies. Security background is a plus.
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In-depth knowledge of software security solutions, advanced endpoint protection technologies, and cyber security best practices. Understanding of Enterprise IT environments and security requirements.
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Strong organizational and project management skills.
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Build and maintain strong relationships with key decision-makers and influencers within target enterprise accounts by utilizing CRM and similar data-driven tools.
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Able to analyze and make an accurate forecasting by managing sales process and opportunity stages.
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Native level Japanese required, Business level English preferred.
Benefits
Family
- Supports work/family balance
- Time to recharge: Various leave policies to support all of life’s big moments
Office
- Pension scheme: Attractive 401K rates in saving up for later years
- Centrally located: Located right in the heart of Shinagawa
Other
- Hybrid work culture: Remote work arrangements that balance personal commitments and face/face time with co-workers from around the world
- Fuel your growth: Access to world-class learning platforms and development opportunities
Primary location
Tokyo
Additional locations
Time type
Full time
What We Do
For more than 30 years we have been here helping to watch over and protect progress. Over a billion users worldwide rely upon ESET’s solutions to stay secure from increasingly sophisticated digital threats. ESET´s award-winning IT security software and services provide protection in over 200 countries and territories worldwide, with its software localized into more than 30 languages.
Meanwhile, the world continues to move forward at pace. When ESET was founded, the Internet was in its infancy. Now technology is part of everything we do and is central to the continued advancements in our society. Most of the time technology does just what it is supposed to, but in order to ensure continued progress in the digital age we need someone to question what’s going on in the background.
And that’s why we are here – to continue protecting technology from threats, enabling everyone to fully embrace it’s potential and rely on it.
Put simply - when technology enables progress, ESET is here to protect it.
ESET - Progress. Protected.
Visit www.eset.com to learn more
