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Account Executive (Telco) - Tableau



Sales & Business Development
Tokyo, Japan
Posted on Monday, November 20, 2023

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  • 職務内容
    Account Executive (エンタープライズ担当 - 通信) は、通信業界のお客様へTableau 製品・ソリューションの販売を促進し、販売目標を上回ることを目指します。このポジションは、販売機会の調査、リード創出と管理、潜在顧客・案件の見極め、製品関連のデモンストレーション、導入へ向けた評価期間における支援、契約締結(クロージング)及びご契約後のカスタマーサクセス関連活動を含む営業プロセスの全プロセスで活動します。会社としての成長・成功に不可欠な役割を果たす、販売目標達成型の営業ポジションです。


    • 担当地域/顧客に関するテリトリープランやアカウントプランを実施後、販売機会の調査、潜在顧客・案件の創出と進展をリード・契約締結へと進めることで、四半期ごとに定められた販売目標を達成する。

    • 営業パイプラインの開拓と進捗管理 – 新規顧客、案件の見極めとお客様におけるご検討を支援しながら、販売目標の3倍程度の営業パイプラインを常に保持できるよう、必要十分な営業活動量と質を維持する。

    • 担当顧客とのビジネスリレーションシップ強化を図るためのアカウントマネジメント(現場担当者〜エグゼクティブまでを含む広範囲での人的リレーションシップ構築の機会創出を含む)全般業務を行う。

    • 担当顧客へ対する日々の営業活動において、製品関連のデモンストレーションの実施を通じて、顧客の顕在課題の見極め、ならびに潜在的課題の顕在化を図る。

    • CRM (Salesforce)システムへ日々の活動結果を入力しながら、Tableau, CRM Analyticsを活用して顧客情報と取引情報を適宜アップデート・管理する。また、各四半期の売上着地予測を定期的に報告する。

    • SalesforceにおけるAnalyticsの専門家として、セールスチームをリードする。

    • 日々の営業活動において、協働するセールスエンジニアやカスタマーサクセス、製品サポート担当者といったようなあらゆる部門関係者とのコラボレーションを図る。

    • 社内関係者、担当顧客、サポートスタッフといったような、日々の営業活動において関与する様々な関係者と滞りなく遂行し続けるために、優れたコミュニケーションを実施する。

    • カスタマーサクセスへのアカウンタビリティを持ち、各チームと連携して、顧客満足度向上に寄与する。

    • 自社製品だけではなく、業界動向、担当顧客に関する情報、それから競合他社に関する情報の継続的収集や知識習得に努める。

    • 営業戦略会議等の会社のオフィシャルなイベント、営業トレーニング、マーケティング活動、カスタマーケアを含むチーム育成や企業成長のための様々な活動へ積極的に参加する。


    • 経験者 大企業の顧客を対象としたソフトウェア販売において 6 年以上の経験があるほか、10 万ドル以上の取引の経験またはリード見極めの経験 (アウトバウンドの販売機会の調査を含む) がある方。

    • 専門知識 通信業界での職務経験を有する方。また、過去に通信業界カスタマーを担当したご経験を有する方、並びに大企業向けのAnalytics ソリューションまたは SaaS ソリューションの販売経験者。

    • 常に高い基準を達成する方 目標、大量の取引、活動レベル (電話、デモ、会議など) を含む販売目標を常に上回る成果を達成する方。

    • 細部まで配慮できる方 細部とプロセスに配慮できる方。

    • 積極的で向上心のある方 新規ビジネス開拓、創出へ対する興味をお持ちであり、ご自身の担当地域、顧客におけるビジネスを最大化したいと考えている方。強い勤労意欲と倫理観を持って自主的に行動し、臨機応変に対応できる方。

    • コミュニケーション能力の高い方 必要なことを、適切な表現で伝えられる方。日本語が堪能であることは必須条件です。

    • 技術的な知識のある方 Microsoft Windows、Word、Excel、Outlook、Internet Explorer のスキルが必須。Tableau または同等製品に関する実務的な知識があると尚可。

    • 人材発掘を担ってくれる方 Tableau は、ともに会社を築きあげていくことができる人材を採用しています。優秀な人材を常に探し出す役割を担い、Tableau が世界有数の企業として発展し続けられるよう、貢献できる方を求めています。

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    About Tableau, a Salesforce company

    Tableau helps people see and understand data. Our analytics platform fuels exploration, allowing you to quickly answer questions with data and share insights across your organization. Global enterprises, early-stage startups, nonprofits, and governments all use Tableau’s intuitive software to quickly transform their data into practical insights. We are passionate about our product and our mission and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world!

    What you’ll be doing…
    The Account Executive (Enterprise - Telecom) is responsible for driving sales of Tableau products within the Telecom industry with the goal of exceeding sales objectives. This role leads all aspects of the sales process including prospecting, lead management, qualification, product demonstrations, evaluation, close and account care. This is a quota‐carrying sales position that plays an integral role in the success of the overall sales team.

    Some of the things you’ll be doing include…

    • Define and implement account sales plans and then meet and exceed sales goals (quotas) through prospecting, qualifying, managing, and closing sales opportunities within the assigned geographic territory/ industry

    • Develop and lead sales pipeline – prospect and assess new sales potential while moving a large number of transactions simultaneously through the sales pipeline

    • Lead and track customer and transactional information in a CRM system, using Tableau, CRM Analytics

    • Lead the sales team as an Analytics expert at Salesforce.

    • Coordinate resources throughout the sales cycle, including product support and sales engineering

    • Provide initial product demonstrations and general support to prospective customers

    • Cultivate and expand the company’s relationship with customer accounts

    • Provide regular reporting of pipeline and forecast through the CRM system

    • Stay ahead of competition, driven issues, and products

    • Practice effective, excellent communication with management, customers, and support staff

    • Have accountability for customer success and collaborate with each team to contribute to improving customer satisfaction.

    • Participate in team‐building and company‐growth activities including strategy setting, sales training, marketing efforts, and customer care.

    • Travel to customer locations in support of sales efforts.

    Who you are…

    • Experienced. Minimum 6 years of software sales experience selling to large enterprise customers and have six‐figure deal experience and/or lead qualification experience (including outbound prospecting).

    • Expertise. Experience selling Sales Analytics solution or enterprise-ready SaaS solution, preferably to Telecom industry.

    • Relentlessly High Standards. Consistent overachievement of sales goals, including quotas, high transactional volume, and activity levels (calls, demos, meetings, etc.)

    • Detail oriented. Detail and process-oriented

    • Go-Getter. Desire to bring new customers into the Tableau franchise and maximize revenue. Willing to go the extra mile with a strong work ethic; self-directed and resourceful.

    • Excellent Communication. You know what to say and more importantly, how to say it. Fluency in Japanese.

    • Technically Savvy. Proficiency in Microsoft Windows, Word, Excel, Outlook, and Internet Explorer is required. Working knowledge of Tableau or equivalent is preferred. Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

    • You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

    Tableau will operate independently under the Tableau brand, driving forward a continued focus on our mission, our customers and our Tableau Community. The acquisition closed on August 1, 2019, and Tableau is a wholly-owned subsidiary of salesforce.com, inc.



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