Enterprise Account Executive

This is a fully remote position, open to applicants in Japan.

📋 Description

• Develop and implement a strategy for acquiring new logos within targeted enterprise accounts in Japan.

• Create and qualify leads through direct outreach, collaboration with partners, and market engagement.

• Manage and drive intricate sales cycles involving multiple stakeholders from initial contact to closing.

• Formulate and execute collaborative go-to-market strategies with System Integrators (SIs), Value-Added Resellers (VARs), and alliance partners.

• Build trusted relationships with Chief Information Officers (CIOs), Chief Technology Officers (CTOs), Heads of Data, and Architecture leaders.

• Articulate the value proposition concerning data risk, compliance, cost efficiency, and developer productivity.

• Lead negotiations and oversee the execution of contracts.

• Ensure disciplined pipeline management by applying MEDDICC / MEDDPICC methodologies.

• Represent Delphix at executive forums, industry events, and during customer engagements.

⛳️ Requirements

• 5–10+ years of demonstrated success in enterprise technology sales within Japan.

• A proven history of acquiring new logos and consistently exceeding sales quotas.

• Experience in selling complex solutions related to Data platforms, Database platforms, and Developer/DevOps platforms.

• Strong background working within a partner-led sales model, particularly within the SI ecosystem.

• Capacity to establish trust and credibility in Japanese enterprise contexts.

• Experience in managing lengthy, complex sales cycles involving multiple stakeholders.

• Strong commercial insight and the ability to close deals effectively.

• Familiarity with MEDDICC / MEDDPICC or other structured sales methodologies.

• Native-level proficiency in Japanese along with strong business English skills.

🏝️ Benefits

• All employees are expected to exhibit AI fluency suitable for their role and level, including responsible use of AI tools, sound judgment, and compliance with company AI governance and security policy standards.

• Join our team! We value our members for their contributions, provide access to new opportunities, and offer competitive rewards.

• Perforce merges the experience and benefits of a start-up with the stability of a profitable, privately-held company.

• If you have a passion for technology that influences our daily lives and wish to collaborate with talented and dedicated individuals worldwide, we encourage you to apply today!