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Pivotal // software & services
 
Sales, Full Time    Tokyo    Posted: Monday, December 30, 2019
 
   
 
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JOB DETAILS
 

About your potential future team:

The mission of Cloud Native Sales team is to lead Pivotal Labs services which includes not only building brand new apps but modernizing legacy apps, toward Japanese enterprise companies, by leveraging Pivotal Labs Tokyo resources & achieve individual business target through the collaboration with Pivotal Labs Tokyo team, Pivotal Japan sales team & business partners including DELL-EMC & Vmware.

A typical day in this role:

This role focused on selling our Pivotal Labs offering & responsibilities include but are not limited to:

  • Consult with C-level executives to develop & implement an effective enterprise wide strategy that maximizes the value delivered by Pivotals products & services, especially Pivotal Labs offering
  • Consulting with organizations around, & creating an understanding of, the need to build software development competencies within their organization - help organizations to map a path of building that skill through our Pivotal Labs offering
  • Build excellent client relationships offering value added, insightful & strategic input to their business
  • New logo acquisition & working with existing customers to expand Pivotals territory & product coverage
  • Work with the Business Partner Sales channel to help them identify opportunities & then support them with their sales effort
  • Working in conjunction with other Pivotal Sales Executives to drive the Labs sales proposition into our other accounts
  • Become familiar with our products & services & learn about our global & domestic customer references & business outcomes to be an evangelist to prospects
  • Provide leadership in the development of product knowledge, solution, sales & service strategies & competency development using the Integrated Sales Cycle
  • Assist in preparation of pre-work, scoping & contracts for Pivotal Labs engagements
  • Forecast revenues timely & accurately; Increase revenue & retention rates for specified key accounts
  • Develop long term strategic accounts as well as to meet short term performance goals
  • Represent Pivotal with integrity, maintain industry credibility, prospect for new business, & establish & strengthen relationships through presenting to various audiences & attendance
  • Be the Pivotal Ambassador within DELL-EMC & VMWare this involves communicating with the Country Manager, the Sales Directors & the direct & indirect sales teams, being up-to- date with market trends & positioning
  • Collaborate upon Pivotal Labs resource utilization management with Pivotal Labs Office Director, design sell cycle along with local resource plan
  • Communicate with local Pivotal Labs office director to understand the current on-going engagement status & find up-sell & cross-sell opportunities in the engagement
  • Enable Pivotal Labs selling methods to Pivotal Japan team, business partners, DELL-EMC & Vmware team
  • Arrange contract by controlling customers expectations & discussing with Legal team internally & externally. And also handle some daily work around invoice & some document based on customer requests.

Required Skills & Experience:

  • 10+ years of technology consulting sales experience with focus on IT
  • Consistently outperform sales quotas in previous jobs, achievement driven & highly competitive
  • C-Level & VP level relationships at key customer contacts (high end mid- market & enterprise)
  • Advanced knowledge around Software Development Practices, Big Data Analytics Platform, In Memory Technology & PaaS
  • Experience using a consultative sales approach
  • Ability to work independently & leverage resources wisely when needed
  • Strong organizational & presentation skills
  • Strong verbal & written communication skills
  • Good partner management skill
  • Innovative thinking & business oriented
  • Able to qualify, execute & close business opportunity under minimum guidance & high pressure
  • Team player, self-motivated & able to take ownership of assigned tasks
  • Workable English communication skill. Many internal communications should be done in English
  • Working in conjunction with other Pivotal Account Executives to drive the Labs sales proposition into our other accounts
  • Become familiar with our products & services & learn about our global & domestic customer references & business outcomes to be an evangelist to prospects
  • Provide leadership in the development of product knowledge, solution, sales & service strategies & competency development using the Integrated Sales Cycle
  • Assist in preparation of pre-work, scoping & contracts for Pivotal Services engagements
  • Forecast revenues timely & accurately; Increase revenue & retention rates for specified key accounts
  • Develop long term strategic accounts as well as to meet short term performance goals
  • Represent Pivotal with integrity, maintain industry credibility, prospect for new business, & establish & strengthen relationships through presenting to various audiences & attendance

We really care about our employees & offer:

  • Pivotal offers a very competitive compensation package (Base Salary + a generous RSU program)
  • Benefits package (Medical health insurance including childbirth, Risk Benefits & other insured benefits)
  • Commuter allowance - Pivotal pays the cost of public transportation, for ALL employees, based on the shortest & most economical route from home to office & return.
  • Diversity of Leave Entitlements (including annual, parental, marriage, adoption leave & others)
  • Pension Plan (Defined Contribution (DC) Plan + Cash Balance (CB) lump-sum plan
  • Business travel health insurance for Pivotal employees.
  • Global Fitness Reimbursement program allowance - We encourage our Pivots to a healthy lifestyle
  • Employee Assistance Program (EAP)
  • Professional annual development allowance
  • Access to our unique Headspace guided meditation - Free to Pivotal employees!

About our Tokyo Office:

Our Tokyo office is located in Roppongi Hills, where many startups & high-tech companies

reside. The design of our Pivotal Tokyo office is similar to our headquarters in San Francisco replicating a Silicon Valley style. Employees can enjoy Ping-Pong, meetups, food & drink & other activities.

Our team in Japan brings the product development excellence of Pivotal to the

home of some of the most iconic consumer brands in the world. Here we work with Japanese

companies, from the most established enterprises to the most innovative startups, to help them

build successful products & teams. The vibrant street scenes around our location complement

the energy & intense collaboration that we bring to every client project.

 
 
 
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