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