Account Executive - Majors (Japan)

Smartsheet is seeking a developed sales professional to join our Sales Team as an Account Executive focused on new customer acquisition and existing customer expansion for our Majors territory (employee size: 2001-9999). You will have a history of exceeding quota attainment, winning new customer accounts, and developing customer accounts. This important role is dedicated to acquiring new logos and holds responsibility contributing to our overall revenue goals. 

You will be reporting to the Japan Country Manager and based in Tokyo, Japan.

You Will: 

• Acquire new logos for Smartsheet and exceed software and services sales quotas 
• Work closely with existing partners and new partners (Consulting, SI, and/or resellers)
• Qualify and prioritize inbound leads with urgency, create opportunities and generate pipeline through the full cycle sales process with Major territory customers (i.e. employee size: 2001-9999)
• Proactively prospect through warm leads and utilize multithreading and consistent lead outreach, as appropriate to drive business growth
• Conduct discovery calls and act as a consultant to the Customer to identify their needs and align customer challenges to Smartsheet solutions with a focus on business objectives and industry trends 
• Understand & respond to Customer requirements within the highly competitive sales market, including response to RFPs, defining collaboration goals, success criteria and program strategy to achieve results
• Manage your book of business for expansion and up-sell opportunities; partner and grow client relationships
• Act as a subject matter expert in the features, benefits and application of Smartsheet’s products and solutions; educating the customer in how we partner with them to evaluate our software effectively 
• Conduct product demonstrations and partner with cross functional teams, including Partner Account Managers, Solutions Engineer (Presales), Customer Success, and Professional Services to support the sales cycle. 
• Work with Smartsheet AEs and Partner Account Managers cross-functionally to utilize use cases and compiled internal data to implement local best practices
• Establish Executive alignment between Customer and Smartsheet 
• Develop and present proposal of recommended Smartsheet solution based on Customer business requirements 
• Proactively work with internal and external stakeholders to successfully navigate the full sales cycle with urgency
• Create and maintain Joint Engagement Plans for strategic solution deals
• Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines
• Present at Smartsheet seminars, trade shows, and partner events; promote Smartsheet brand on social media channels.
• Be a coach and mentor to future new hires
• Other duties as assigned

You Have: 

• Minimum of 8+ years full sales cycle management with a history of proven performance in the SaaS space
• Communication skills: Native level of Japanese and intermediate to business level of English (verbal and written)
• Strong communication skills and executive presence
• Experience managing and maintaining customer relationships in a B2B environment
• Experience working with Partner/Channel Account Managers to close deals
• Experience with Solution/Consultative Selling
• Experience using each stage in the sales cycle to promote the sale (discovery to close). 
• Hold customer QBRs coordinating with internal and external stakeholders
• Manage sales leads and opportunities; provide weekly sales forecasts to management
• Familiarity with MEDDICC sales methodology is an advantage.
• Experience prospecting and managing designated leads and domains with a solution selling mindset and the ability to articulate ROI (return on investment) to drive revenue
• The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
• The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful 
• The ability to manage interactions both internally and externally with senior-level corporate management 
• Proficiency with Google Suite and familiarity with Salesforce, Docusign, Outreach, Zoominfo, Tableau and LinkedIn is an advantage
• Passion for working with new technologies and new technical concepts
• Self starter to actively run new sales plays; identify new market opportunities
• Proven sense of urgency, resiliency and ability to collaborate with internal and external teams
• Bachelor’s degree or the equivalent combination of education and/or experience