Country Director

Job description

If you have used Uber, Lyft, Airbnb, or Netflix, you have probably used Twilio. Twilio is a NYSE-listed company that powers communications for over 50,000 businesses around the world as a developer platform for communications. Software teams use Twilio APIs to add capabilities like voice, video, and messaging to their applications. This enables businesses to provide the right communications experience for their customers. Behind Twilio APIs is a Super Network, a software layer that connects and optimizes communications networks around the world. This is what allows end users to reliably call and message anyone anywhere. Programmable communications has become more crucial than ever to the success of businesses today.

About The Job

We are looking for a highly capable, dynamic and experienced Country Director to lead and grow our business in Japan. The ideal candidate will have an entrepreneurial spirit to build our growing business being able to sell into major enterprises. You will own and execute on the vision, strategy, and day-to-day tactics that we employ to grow the business in Japan. Twilio’s business in Japan is in high growth mode and we seek an individual that thinks big and is comfortable operating across functional lines to identify and execute on new growth opportunities through partner development, business development, strategic partnerships, and marketing. This leader will build operationally mature business units that take care of the local needs of the market, supported by Twilio HQ and our regional teams.

In this highly visible role, you will own country level business plans and will work with commerce and sales teams to drive top line revenue and manage the P&L for Japan. In addition to ownership of new business development & growth in Japan, you will be responsible for other associated financial, operational, and customer satisfaction metrics. You should be a proven leader in managing sales teams, complex partner ecosystem, directing product, marketing, and business development teams. You should be customer obsessed, data-driven, and comfortable influencing up and down a large organization, especially at senior levels. The ideal candidate will have experience selling enterprise wide licensing and IaaS/PaaS/SaaS services.

You must have demonstrated success in opening the Japan market for US-headquartered SaaS, Cloud Computing or Cloud Contact Center companies and possess solid understanding as to how Twilio’s products and services can directly bring success to business verticals in Japan. This individual is a true expert, can hit the ground running as an individual contributor to start as well as delivering on strong partnerships from Japan alongside being able to identify and sell Twilio’s propositions directly into customers. The goal is for Twilio to be a trusted brand to help Japanese companies improve their overall customer engagement experience and meet their business objectives.

Responsibilities

• Meeting and exceeding the Japan business goals
• Ensure Twilio is well positioned within the Japanese CPaaS & Contact Center market
• Lead new enterprise customer acquisition, partners, and account management strategy in Japan
• Responsible for net new sales and revenue growth responsibility
• Foster key strategic relationships with enterprise customers & partners at the C-Suite level
• Ensure localisation requirements are included in product roadmaps
• Lead cross-functional collaboration: this individual will work closely with a variety of internal and external partners to exceed goals for shared business objectives in Japan

• Provide regular pipeline forecasts and business health checks to senior management.
• Act as a business consultant to help partners set their business strategy. Collaborate with internal and external business partners to build, maintain and implement business plans to support the sales effort. Work with resellers to promote and evangelise Twilio products.
• You will be involved in many sales-oriented activities, including marketing (field and electronic), sales, promotions and shows, coordination of training, relating to partners and customers.

Requirements

Requirements

• Minimum of 15-20 years of senior GM & MD leadership roles with demonstrated success in opening the Japan market for US-headquartered tech companies.
• Background in B2B solution selling of infrastructure and/or software/technology into Enterprises, Start Ups, Mid Market & Commercial segments + expertise in Partnerships and Alliances with systems integrators or carriers. Strong demonstrable track record of achieving or exceeding sales goals.
• Knowledge in software development, consulting or telecoms is a plus with strong customer first mentality. Proven track record negotiating and closing complex agreements. Experience navigating through multiple decision makers and influencers.
• Superior communication and interpersonal skills; the ability to build relationships at multiple levels and to work cross-organizationally towards solutions.
• Strong influencing skills and ability to deliver results in a global and matrixed organization.
• Demonstrated ability to grasp the technical aspects of the business (i.e. fully understanding the products and services in order to achieve and maximize sales results)
• Proven team leadership abilities including: creative and proactive approach to conflict resolution and problem solving, mentoring, coaching, recognition and performance management.
• Able to adapt and change with changing priorities and business initiatives.
• A highly motivated, results-oriented, self-starter with strong analytical skills.
• You will work from one of our existing offices or a home office or a serviced office. You will be a motivated self-starter with the skills, energy, persistence and motivation to build a book of business.
• Successful record in Recruiting, Retaining & Developing key talent.
• Strong verbal and written English communication skills with the ability to engage with and present to executive level.
• Native level Japanese Communication Skills (Verbal/Written).
• Travel 50% of time with customers or other Twilio regional offices / headquarters.