Sales Account Manager

Position Summary:

IT is looking for a Senior Sales and Business Development person (Account Manager) to help grow the Japan IP and Optical Business. The successful candidate will exhibit solid experience in the Service Provider market and a clear understanding of the IP Optical solutions required in an evolving SP network. While NTT/KDDI/Softbank is the focus of the role, it is not limited and may include additional Service Providers such as MSO/Tier 2 accounts in Japan.

Position Summary:

• Define and execute the IP Optical sales and go-to-market strategy for identified accounts
• Qualify new opportunities, position, and present Ribbon solutions, and respond to RFx’s
• Take care of the overall sales cycle for opportunities, this includes but is not limited to:
• identifying opportunities, qualifying opportunities, driving the proposal process, including gathering various approvals, delivering of the proposal with presentations to various customer stakeholders, and closing with purchase orders.
• Orchestrates all pre-sales efforts for accounts
• Proactively primes, develops, and deepens the overall customer relationship, of which this position has primary ownership.
• Responsibility includes meeting and exceeding bookings and revenue targets for the assigned accounts.
• Works closely with pre-sales, services, legal, management and other resources to support and develop customers
• Maintain Salesforce and submits regular reports to management with forecast

Requirements

Required Skills:

• 5+ year’s sales experience in the telecommunications industry, selling into Service Provider accounts in Japan
• Demonstrated record of accomplishment of exceeding revenue targets in a highly competitive environment
• Self-motivated, results oriented professional
• Established customer relationships and proven ability to build new trusted relationships quickly
• Experience in selling at all levels of an organization
• Ability to work remotely, independently and manage all sales activities for all accounts
• Consultative and solution selling techniques, excellent business acumen and technically astute
• Able to find creative solutions to complex problems
• Excellent communication, presentation, and Microsoft Office skills
• Business, Engineering, or related degree
• Willing to travel up to 10% of the time as the needs of the business dictate.
• Preference is in the Tokyo area; however, the right candidate skills and relationships take precedence.
• Native in Japanese and business level in English