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Nutanix

Senior Enterprise Account Manager (Financial Industry)

Auto-translated from Yoruba · original: Senior Enterprise Account Manager (金融業界担当)

5 day weekBuilt In Best Places '24Hybrid · Tokyo, Tokyo, Japan

Corporate Culture & Values

Hungry, Humble, Honest, with Heart.

Position Overview

We are looking for a persistent and adaptable sales professional with deep knowledge of the financial industry and the ability to propose solutions that go beyond conventional frameworks. In the fast-paced environment of the rapidly growing Nutanix, this position will allow you to leverage your experience and skills, collaborate with talented team members, and drive sales and impact in the Japanese Financial Services (FSI) market.

About the Team

This position (Enterprise Account Manager) is part of a rapidly growing team (based in Tokyo) specialized in the Financial Services Industry (FSI). Our team values not just completing tasks, but "making a fundamental impact on the business," and we have built a collaborative culture where we elevate one another.

Our team's mission is to aim for significant market share expansion (year-over-year growth) in the domestic banking sector by leading complex, large-scale deals while leveraging strong partnerships and alliances with hardware vendors.

Our FSI Sales Director, to whom you will report, manages the team by giving each member ownership of their accounts and respecting individual sales styles that leverage personal strengths. The work style is primarily field-based, including direct travel to and from client sites, providing a flexible environment where external customer engagement is the top priority (office attendance is only required when there are no external meetings).

Responsibilities (Key Duties)

  • Account Expansion: Manage 5–6 major domestic banks or insurance companies, promoting strong relationship building and business expansion.

  • Achieving Sales Quotas: Implement strategic account management to consistently meet sales targets.

  • Promoting Consultative Sales: Listen to customer management and business challenges, and provide optimal quotes, proposals, and presentations tailored to their needs.

  • Account Plan Formulation and Execution: Create and execute precise account plans (sales strategies) aligned with the customer's business goals.

  • Internal Collaboration: Utilize internal resources, such as technical and product departments, to provide optimal solutions for financial clients.

  • Updating Professional Knowledge: Continuously catch up on the latest technical trends and product knowledge to utilize in negotiations and customer interactions.

Requirements (Skills & Experience)

  • IT Sales Experience: 8–12 years of experience in corporate sales and account management in the IT industry.

  • Track Record in the Financial (FSI) Industry: Proven success in selling IT products and solutions to major financial institutions (mega-banks, large financial firms, etc.).

  • Industry Knowledge: Deep understanding of regulations, compliance, and guidelines specific to the financial sector.

  • High Achievement Ability: A proven track record of exceeding assigned sales quotas over multiple consecutive years.

  • Consultative Sales Skills: Practical experience with standard approaches to target account selling, solution selling, and consultative sales methods.

  • CRM Tool Utilization: Experience in pipeline management and sales processes using CRM tools such as Salesforce (SFDC).

  • Technical Background: Sales experience and knowledge in data center infrastructure, infrastructure, and application domains.

  • Mindset: An entrepreneurial spirit who values organizational growth and teamwork and can act proactively.

  • Account Penetration Ability: The ability to develop untapped departments or new divisions within existing customers and expand your approach.

  • Strategic Thinking and Organizational Skills: Advanced knowledge of account planning and long-term sales strategy formulation.

Enterprise Account Manager, FSI

Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a persistent and adaptable sales professional with a strong background in the Financial Services Industry, capable of thinking outside the box to meet customer needs? If so, you will thrive on our fast-paced team at Nutanix, where you can leverage your skills in a rapidly growing industry, collaborate with top-tier colleagues, and make a significant impact by driving sales in the financial services landscape of Saudi Arabia.

About the Team

The Enterprise Account Manager will be part of a dynamic and rapidly growing team focused on the Financial Services Industry (FSI). Based in Tokyo, Japan, the team fosters a culture of collaboration and personal growth, emphasizing making a meaningful impact rather than simply fulfilling a job. The team's mission is to drive significant year-over-year growth within the banking sector, leveraging strong partnerships and alliances with hardware vendors to navigate complex deals and expand market reach in the region.

You will report to the FSI Sales Director, who is known for fostering an inclusive and empowering leadership style that encourages team members to take ownership of their accounts and develop their unique sales approaches. The work setup for this role is primarily field-based, with a focus on engaging customers outside of the office. Team members are expected to be in the office only when not engaged in external business meetings, making it a flexible environment that allows for an emphasis on client interactions.

Your Role

  • Manage and develop relationships with 5-6 targeted banking accounts in Japan.

  • Achieve assigned sales quota, demonstrating effective account management.

  • Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.

  • Develop crisp enterprise account plans to sell to customers based on their business needs.

  • Collaborate with cross-functional teams to leverage resources and solutions for banking sector clients.

  • Continuously learn and apply technical knowledge to support customer engagement and sales discussions.

What You Will Bring

  • 8–12 years of experience in IT Sales and Account Management.

  • Proven sales track record of success selling technology or solutions into Large Named Accounts in the Financial Services Industries segment.

  • Good Knowledge of the regulations in the FSI segment.

  • A track record of exceeding assigned sales quotas in multiple, continuous years.

  • Experience with target account selling, solution selling, and/or consultative sales techniques.

  • Experience using SFDC and other CRM software.

  • Strong data center and application-led sales background.

  • An entrepreneurial spirit with an affinity for growth, collaboration, and teamwork.

  • Keen ability to develop new accounts and penetrate new divisions and organizations within your assigned accounts.

  • Highly organized, with deep knowledge of account planning and strategy.