Country Manager, Japan

Description

XM Cyber is a leading hybrid cloud exposure management company that’s changing the way organizations approach cyber risk. XM Cyber transforms exposure management by demonstrating how attackers leverage and combine misconfigurations, vulnerabilities, identity exposures, and more, across AWS, Azure, GCP, and on-prem environments to compromise critical assets. With XM Cyber, you can see all the ways attackers might advance, and all the best ways to stop them, pinpointing where to remediate exposures with a fraction of the effort. Founded by top executives from the Israeli cyber intelligence community, XM Cyber has offices in North America, Europe, Asia Pacific Japan and Israel.

Responsibilities:

• Develop and execute Go-to-Market plans, including enablement and training, marketing programs & sales alignment.
• Establish trusted relationships across XM Cyber teams (e.g. engineering, marketing, sales, and legal).
• Plan, build, manage and Market direct and or with Channel and Alliance partners into Enterprise and Government accounts (build and manage relationships with Channel & Alliance partners – 3rd parties that sell our product – to help sell to Business and Government.)
• Identify, engage with and enable a list of technology alliance partners with whom we will jointly develop market-leading integrated solutions.
• Establish and develop senior executive relationships.
• Support partners in their sales process, from lead gen to closing deals.
• Generate and Maintain a sales pipeline, qualifying opportunities, and accurately forecast pipeline and stage of business in SalesForce
• Attend to all Leads in SFDC in a timely manner
• Develop executive relationships with key buyers and influencers and leverage these during the sales process.
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
• Work collaboratively with your peers and manager to develop innovative ways to secure customer interest and commercial agreements
• Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.
• Generating business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed annual & quarterly sales goals.
• Build and maintain consultative relationships with senior executives across functional areas within the client base.
• Identify key decision makers and develop a thorough understanding of the customer's budgeting and contracting process.

Requirements

• Minimum 7-10 years of enterprise sales experience in cybersecurity or related technology sectors
• Proven ability to develop and manage channel partnerships
• Experience selling to enterprise and government accounts
• Exceptional communication and negotiation skills
• Strong technical understanding of cloud security and risk management concepts
• Native-level Japanese, and very strong English communication skills

Ideal Candidate Profile:

• Proven track record in enterprise cybersecurity or related SaaS sales
• Native or near-native proficiency in Japanese and English
• Extensive experience growing technology businesses in the Japanese market
• Strong network among Tier 1 distributors and resellers
• Deep understanding of Japanese business culture and sales methodologies
• Demonstrated success in complex B2B sales cycles
• Strategic thinking with exceptional relationship-building skills