Who we are looking for
The Sales Manager position manages direct sales activity and pipeline within the nominated territory whilst enhancing the regional footprint and Sales pipeline.
The role is based in Tokyo and involves taking responsibility for a large territory containing many of the world’s most significant investment management, wealth management, banking and insurance companies.
Why this role is important to us
The team you will be joining helps create enterprise investment management software solutions for large institutions in the areas of institutional investment, wealth management and hedge funds. Together we have created the first open front-to-back platform.
Join us if delivering next-generation infrastructure, using emerging technologies like AI and Blockchain sounds like a challenge you are up for.
What you will be responsible for
The role requires the successful applicant to manage direct sales in Japan and meet the annual quota for software sales. The role involves selling both software and services related to portfolio management, compliance, trade/execution management and trade processing software products to the investment industry. You will be personally responsible for prospecting, working and closing deals within Japan.
Prospecting and working with the sales team to fully cover their assigned territory, build relationships and cover all sales opportunities
Meeting with prospective clients/working deals – organising and running presentations, demo’s, pilots. Working throughout prospective client organization to understand the organization, decisions makers
Work through objections, pricing and contract issues to close deals
Develop relationships with existing customers, industry consultants and complementary software vendors to leverage sales opportunities through references and referrals.
These skills will help you succeed in this role:
Must have a thorough understanding of strategic selling and demonstrated success against quota in a highly competitive environment
Significant strategic selling experience to C level decision makers (min 3 years – 5+ years preferred)
Must have big-ticket software sales experience. Experience with large strategic enterprise-wide products such as SAP,
PeopleSoft, Oracle Financials is highly desirable
Consulting sales experience desirable but not as a replacement for big-ticket software sales experience
Must have technical acumen to understand requirements and objections, articulate advantages. A technical degree in EE, CS or equivalent is highly desirable
Experience in the financial industry mandatory
Front Office and instrument type knowledge across equities, fixed income, derivatives, FX etc
Must be able to demonstrate an ability to meet self-imposed deadlines, possess proactive sales management skills, and a track record of balancing the demands of multiple sales campaigns
Have an established successful Relationship Management/Sales track record
Fostered relationships with senior managers in large and small corporations
Negotiated resolutions to difficult contractual issues.
Superior oral and written communication and interpersonal skills
Strong analytical skills
Able to differentiate and work at strategic and tactical levels simultaneously
Must speak business level Japanese and have strong English communication – both verbal and written.
30-50% Regional Travel
Education & Preferred Qualifications
Minimum of 8 years of Financial / Software Services industry background with financial market information systems preferred)
Bachelors Degree from a leading university or college in Business Management, Economics, Finance or Computer Science.
Previous sales experience in a similar role/area in Japan.
Japanese and English