Corporate Culture & Values
Hungry (hunger for growth), Humble (humility), Honest (integrity), with Heart (compassion)
Position Overview
We are seeking a sales professional with persistence, flexibility, deep expertise in the financial services and insurance industries, and the ability to propose innovative solutions outside conventional frameworks. This is a position where you will leverage your experience and skills in Nutanix's fast-paced, rapidly growing environment, collaborate with excellent team members, and drive sales expansion and impact in Japan's insurance market.
About the Team
This Enterprise Account Manager position is part of a rapidly growing team (Tokyo-based) specializing in the Financial Services Industry (FSI). Our team is committed not just to executing tasks, but to "delivering meaningful business impact," and we have built a collaborative culture where team members elevate each other.
Leveraging strong partnerships and alliances with hardware vendors, the team's mission is to lead complex, large-scale deals and achieve significant year-over-year market share expansion in Japan's insurance sector.
Your reporting manager, the FSI Sales Director, empowers each team member with account ownership and respects individual sales styles that leverage each person's strengths. The work style is primarily field-based, including direct client visits, with a flexible environment that prioritizes external customer engagement (office attendance required only when there are no external meetings scheduled).
Key Responsibilities
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Account Expansion: Manage 5–6 major domestic insurance companies, build strong relationships, and drive business growth
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Sales Target Achievement: Execute strategic account management and consistently achieve sales quotas
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Consultative Sales: Conduct needs assessments with customers, create tailored quotes and proposals, and deliver presentations aligned with their business needs
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Account Planning & Execution: Develop and execute detailed account plans (sales strategies) aligned with customer business goals
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Internal Collaboration: Leverage internal resources from technical and product teams to deliver optimal solutions for insurance customers
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Continuous Learning: Stay current with the latest technology trends and product knowledge, and apply them in customer discussions and sales activities
Required Skills & Experience
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IT Sales Experience: 8–12 years of enterprise sales and account management experience in the IT industry
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Insurance (FSI) Track Record: Proven success selling IT products and solutions to major insurance companies (life insurance, property & casualty insurance, etc.)
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Industry Knowledge: Deep understanding of insurance sector-specific regulations, compliance requirements, and guidelines
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Strong Goal Achievement: Consistent track record of exceeding assigned sales quotas over multiple years
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Solution Selling Skills: Practical experience with target account selling, solution selling, and consultative sales methodologies
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CRM Proficiency: Experience managing pipelines and sales processes using CRM tools such as Salesforce (SFDC)
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Technical Background: Sales experience and knowledge in data center infrastructure, IT infrastructure, and application domains
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Mindset: Entrepreneurial spirit with emphasis on organizational growth and teamwork; ability to take initiative
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Account Development: Ability to identify untapped departments within existing customers and expand engagement across new divisions
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Strategic Thinking & Organization: Advanced expertise in account planning and mid-to-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.