Account Manager - Data Services - Tokyo 


An executive level sales role promoting company’s wholesale services portfolio, primarily Internet Connectivity (IP Transit), transport services (DWDM or Layer 2 Ethernet), Cloud connectivity, Mobile data Services (IPX, GRX/S8, C7/SS7, SIGTRAN and Diameter Signalling) towards Service Providers, Carriers, ISP’s, Mobile operators, and Content providers and within the Asian/Pacific market place. 
You are expected to manage and develop new opportunities with either existing accounts or potentially new ones. 

KEY RESPONSIBILITIES
 Geographical responsibility to be mapped and decided based candidates previous experience and contact network. 
 Strengthen relationships with existing accounts and create new relationships with potential new accounts.
 Managing targeted accounts with the full services portfolio, but primarily with IP transit and bandwidth services, following customer from quote-to-cash.
 Secure revenue growth in line with budget and forecast for the Asian region.
 Report to Sales Manager within the region on account planning, sales funnel weekly/monthly, market trends. 
 Provide market feedback on competition and changing customer needs to the wider organization, and share experience within Asia sales team.
 Interact and support other units within the company when needed or asked.

RELATIONSHIPS
Key Internal Contacts:
 Sales Manager, Pricing Desk, Bid Manager, Solutions Manager, Sales support
 Legal 
 Service Delivery
 Product Management
 Finance 
 Operations
 Customer care

Key External Contacts:
 Customers (up to C-level)
 Competitors
 Partners

PERFORMANCE CRITERIAS 
 Achievement in level with sales targets (Sales Incentive Plan) which is determined on quarterly and yearly basis.
 Attitude and being a resourceful to the wider company is essential.

SPECIAL REQUIREMENTS
 Extensive business travel on regular basis within Japan but also Asia/pacific as required, up to 40-50 days a year.
 Attendance at events outside of business hours are common.
 Travel to EU locations 1-2 times a year will be required. 
 Work time tend to be late at times due to time zone difference to European business hours.

SPECIFIC AREAS OF EXPERTISE
 Excellent understanding and experience of Japan customers needs within wholesale market.
 Understanding and experience of wholesale IP and Capacity services for the wholesale telecoms market.

SOFT SKILLS
 A ‘HUNTER’
 A result driven personality with demonstrated ability to achieve in line with expectations. 
 Ability to forge and maintain effective long-term relationships at all levels of an organisation.
 Proven successful negotiation skills.
 A confident approach, without appearing dogmatic.
 High level of cultural awareness and social skills, gained in a multicultural environments.
 A positive attitude, flexible and open to change.
 Ability to work independently as part of a geographically dispersed team.

LANGUAGE & TECHNOLOGY SKILLS
 English (Corporate language)
 Japanese
 Any other Asian language
 Computer literate (Windows and corporate software)

EXPERIENCE
 5-10 years in sales and/or complex account management with a proven track record.
 Minimum 5 years in telecoms environment
 Minimum 2 years wholesale telecom sales with track record
 Excellent contacts with the ISPs in Japan
 Good contacts with Enterprise in Japan
 Proven track record of success with ISPs in Japan
 Excellent commercial awareness combined with a broad understanding of telecommunication technologies.
 Experience within an international environment

EDUCATION
 Degree level, preferably within business administration or engineering/technology