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 and insurance industries 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 growth and impact in the Japanese insurance market.
About the Team
This position (Enterprise Account Manager) is part of a fast-growing team (based in Tokyo) specializing in the Financial Services Industry (FSI). Our team values not just completing tasks, but "making a substantial 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 insurance sector by leading complex, large-scale deals and leveraging strong partnerships and alliances with hardware vendors.
Our FSI Sales Director, to whom you will report, manages by giving each member ownership of their accounts and respecting individual sales styles. The work style is primarily field-based, including direct travel to and from client sites, providing a flexible environment that prioritizes external customer engagement (office attendance is only required when there are no external meetings).
Responsibilities (Key Duties)
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Account Expansion: Manage 5-6 major domestic insurance companies, fostering strong relationships and driving business growth.
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Quota Achievement: Implement strategic account management to consistently meet sales targets.
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Consultative Sales: Listen to customer management and business challenges, and provide optimal quotes, proposals, and presentations tailored to their needs.
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Account Planning: Create and execute precise account plans (sales strategies) aligned with the customer's business goals.
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Internal Collaboration: Utilize internal resources, such as technical and product departments, to provide the best solutions for insurance clients.
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Knowledge Updates: Continuously keep up with the latest technical trends and product knowledge to utilize in negotiations and customer interactions.
Requirements (Skills & Experience)
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IT Sales Experience: 8–12 years of corporate sales and account management experience in the IT industry.
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Insurance (FSI) Industry Track Record: Proven success in selling IT products and solutions to major insurance companies (life insurance, non-life insurance, etc.).
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Industry Knowledge: Deep understanding of regulations, compliance, and guidelines specific to the insurance sector.
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Goal Achievement: A proven track record of consistently exceeding assigned sales quotas over multiple years.
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Consultative Sales Skills: Practical experience with standard approaches to target account selling, solution selling, and consultative sales techniques.
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CRM Tool Proficiency: Experience in pipeline management and sales processes using CRM tools such as Salesforce (SFDC).
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Technical Background: Sales experience and knowledge in data center infrastructure, infrastructure, and application domains.
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Mindset: An entrepreneurial spirit who values organizational growth and teamwork and can act proactively.
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Account Penetration: Ability to develop untapped departments and new divisions within existing customers to expand your approach.
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Strategic Thinking & Organization: Advanced knowledge of account planning and long-term sales strategy development.
Enterprise Account Manager, FSI (Insurance) Hungry, Humble, Honest, with Heart.
The Opportunity
Are you a persistent and adaptable sales professional with a strong background in the Insurance and 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 insurance landscape in Japan.
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 insurance 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
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Manage and develop relationships with 5-6 targeted insurance accounts in Japan.
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Achieve assigned sales quota, demonstrating effective account management.
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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.
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Develop crisp enterprise account plans to sell to customers based on their business needs.
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Collaborate with cross-functional teams to leverage resources and solutions for insurance sector clients.
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Continuously learn and apply technical knowledge to support customer engagement and sales discussions.
What You Will Bring
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8–12 years of experience in IT Sales and Account Management.
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Proven sales track record of success selling technology or solutions into Large Named Accounts in the Insurance and Financial Services segment.
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Good Knowledge of the regulations in the Insurance segment.
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A track record of exceeding assigned sales quotas in multiple, continuous years.
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Experience with target account selling, solution selling, and/or consultative sales techniques.
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Experience using SFDC and other CRM software.
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Strong data center and application-led sales background.
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An entrepreneurial spirit with an affinity for growth, collaboration, and teamwork.
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Keen ability to develop new accounts and penetrate new divisions and organizations within your assigned accounts.
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Highly organized, with deep knowledge of account planning and strategy.