Account Executive - Enterprise (Japan) at Smartsheet

Tokyo, Japan

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, SaaSIndustries

Requirements

Minimum of 8-12+ years full sales cycle management with a history of proven performance in the SaaS space selling to Enterprise customers
Native level of Japanese (required)
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 building account plans for key accounts
Experience using each stage in the sales cycle to promote the sale (discovery to close)

Responsibilities

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 Enterprise territory customers
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 account plans for all strategic/key accounts
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

Skills

Key technologies and capabilities for this role

Enterprise SalesQuota AttainmentNew Logo AcquisitionCustomer ExpansionFull Cycle SalesProspectingLead QualificationDiscovery CallsRFP ResponsePartner ManagementPipeline GenerationMultithreading

Questions & Answers

Common questions about this position

Where is this position based?

The position is based in Tokyo, Japan.

What is the salary or compensation for this role?

This information is not specified in the job description.

What skills and experience are required for this Account Executive role?

A history of exceeding quota attainment, winning new customer accounts, and developing customer accounts is required, along with full-cycle sales process experience, prospecting, conducting discovery calls, and acting as a consultant to align solutions to customer needs.

What does the sales team structure look like at Smartsheet?

You will report to the Japan Country Manager and work cross-functionally with Partner Account Managers, Solutions Engineers (Presales), Customer Success, and Professional Services to support the sales cycle.

What makes a strong candidate for this Account Executive position?

A developed sales professional with a proven track record of exceeding quotas, acquiring new logos, expanding existing accounts, and navigating the full sales cycle with enterprise customers stands out.

Smartsheet

Cloud-based work management and automation software

About Smartsheet

Smartsheet provides work management and automation solutions through its cloud-based platform, which helps businesses streamline operations, manage projects, and enhance collaboration. Users can create, share, and manage workflows that are customizable to fit their specific needs. The platform integrates with popular applications, making it a versatile tool for various industries, including technology, healthcare, finance, and education. Unlike many competitors, Smartsheet offers a subscription-based model with multiple pricing tiers, catering to both small businesses and large enterprises. The company aims to improve efficiency and productivity for its clients while providing extensive support and learning resources to help users maximize the platform's potential.

Bellevue, WashingtonHeadquarters

2005Year Founded

$121.2MTotal Funding

IPOCompany Stage

Enterprise Software, EducationIndustries

1,001-5,000Employees

Benefits

Health and wellness benefits - From sick days to mental health services, we support you. We provide company-sponsored comprehensive healthcare coverage and well-being benefit programs so you can take care of your whole self.

Time away - We want you to find time for what matters to you. We offer a variety of programs so you can recharge and reconnect, including paid time off for company holidays, vacation, volunteering, military leave, and parental bonding.

An investment in your future - We help you plan for the dreams you’re working toward. We offer every employee competitive pay, retirement contributions, stock awards, and an employee stock purchase program.

Perks and discounts - It's the details that make life easier. From discount programs and an allowance for work-related expenses, to medical concierge (U.S. only) and caregiver services, we help set you up for success both at work and outside of it.

An inclusive environment - We strive to foster a culture of belonging that is rooted in respect for all people. We believe that by celebrating diversity of voices and experiences, and by creating equitable opportunities for our team, customers, and communities, we enable people to do and be their best.

Continuous learning - We know that when you’re growing, so are we. That's why we provide opportunities to develop on the job through internal mobility, virtual learning, and a variety of development programs.

Risks

Competition from Atlassian could impact Smartsheet's market share.

The acquisition by Vista Equity Partners may disrupt current operations.

Challenges in AI integration with AWS could affect feature rollout and adoption.

Differentiation

Smartsheet offers a highly customizable platform for tailored workflow solutions.

The platform integrates seamlessly with popular apps, enhancing its versatility.

Smartsheet's AI capabilities, developed with AWS, position it as a market leader.

Upsides

Increased demand for remote work solutions boosts Smartsheet's growth potential.

The subscription model provides a steady revenue stream for continuous service improvement.

Recognition as a leader in the Gartner Magic Quadrant enhances Smartsheet's market credibility.

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