Role overview

Qualifications

~10 years of sales and business development experience, preferably in the cybersecurity, OT, or technology sectors.
Proven track record of exceeding sales targets and growing market share in the Japanese market.
Strong understanding of the operational technology landscape and cybersecurity challenges in critical infrastructure sectors such as energy, utilities, manufacturing, and transportation.
Fluent in Japanese and English (both written and verbal), with the ability to communicate effectively with technical and non-technical stakeholders.

Responsibilities

Own and meet sales revenue targets for the Japan region, driving business growth across multiple industry sectors including energy, water, transport and manufacturing.
Work collaboratively to develop and execute a comprehensive sales strategy for the Japanese market in alignment with Dragos’ distribution partner and global objectives.
Build and nurture strong relationships with key stakeholders in the OT cybersecurity space, including C-level executives and decision-makers.
Support the negotiation and closure of high-value sales deals while ensuring the customer’s needs are addressed and aligned with Dragos' capabilities.

Key facts

Remote from: Japan
Full time
Senior (5-10 years)
Enterprise Account Executive
English, Japanese

Hard skills

Business Development Cyber Security Operational Technology (OT) Security Channel Sales Business Partnering

Other skills

Sales
Relationship Management
Negotiation
Communication
Social Skills
Strategic Thinking
Time Management

About the company

Dragos, Inc.

Dragos has a global mission to safeguard civilization from those trying to disrupt the industrial infrastructure we depend on every day. The Dragos Platform offers the most effective industrial cybersecurity technology, giving customers visibility into their ICS/OT assets, vulnerabilities, threats, and response actions. The strength behind the Dragos Platform comes from our ability to codify Dragos's industry-leading OT threat intelligence, and insights from the Dragos services team, into the software. Our community-focused approach gives you access to the largest array of industrial organizations participating in collective defense, with the broadest visibility available.  Our solutions protect organizations across a range of industries, including electric, oil & gas, manufacturing, building automation systems, chemical, government, water, food & beverage, mining, transportation, and pharmaceutical. Dragos is privately held and headquartered in the Washington, DC area with regional presence around the world, including Canada, Australia, New Zealand, Europe, and the Middle East.

Company details

Company size501 - 1000

Links

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Job description

Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!

About the Role:

We are seeking a dynamic and results-driven Senior Enterprise Account Executive to lead and expand Dragos’ presence in Japan. In this highly autonomous, individual contributor role (initially), the Senior Enterprise Account Executive will be responsible for achieving sales targets, driving business development, and managing strategic relationships with Dragos' distribution partner. Reporting to the Area Vice President based in Australia, the Senior Enterprise Account Executive will be a key player in Dragos’ growth strategy in the region, ensuring that the company’s OT cybersecurity solutions are successfully introduced, marketed, and adopted by customers in Japan.

Responsibilities:

Own and meet sales revenue targets for the Japan region, driving business growth across multiple industry sectors including energy, water, transport and manufacturing.
Work collaboratively to develop and execute a comprehensive sales strategy for the Japanese market in alignment with Dragos’ distribution partner and global objectives to ensure effective market penetration of Dragos' products and services.
Build and nurture strong relationships with key stakeholders in the OT cybersecurity space, including C-level executives, technical leaders, and decision-makers within prospective and existing customers, as well as technical alliance and reseller partner organisations.
Educate and raise awareness of Dragos' solutions through sales presentations, product demonstrations, and workshops.
Provide local market intelligence, insights, and feedback to Dragos’ global team to help tailor products, services, and marketing strategies for the Japanese market.
Support the negotiation and closure of high-value sales deals while ensuring the customer’s needs are addressed and aligned with Dragos' capabilities.
Collaborate with local resources and the global team to ensure the smooth onboarding and support of Japanese customers, ensuring long-term satisfaction and retention.
Support local marketing efforts in partnership with the global marketing team to increase awareness and drive leads in the region.
Represent Dragos at industry conferences, trade shows, and forums, establishing the company as a trusted cybersecurity leader in the OT space.

Qualifications:

~10 years of sales and business development experience, preferably in the cybersecurity, OT, or technology sectors.
Proven track record of exceeding sales targets and growing market share in the Japanese market.
Strong understanding of the operational technology landscape and cybersecurity challenges in critical infrastructure sectors such as energy, utilities, manufacturing, and transportation.
Experience working with distributor partnerships, particularly in Japan, and managing channel sales.
Fluent in Japanese and English (both written and verbal), with the ability to communicate effectively with technical and non-technical stakeholders.
Strong business acumen with the ability to think strategically and execute tactically.
Excellent interpersonal, negotiation, and communication skills.
Ability to work independently and manage multiple priorities in a fast-paced, global environment.

Compensation:

Salary: up to ¥ 31,840,000 OTE
Competitive Equity Package
Comprehensive Benefits Plan

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Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.