Company Culture & Values
Hungry (hunger for growth), Humble (humility), Honest (honesty), with Heart (compassion)
Position Overview
We are looking for a persistent and flexible sales professional with deep insight into the financial and insurance industries, who can make proposals that go beyond conventional frameworks. In the fast-paced environment of rapidly growing Nutanix, you will leverage your experience and skills, collaborate with talented colleagues, and drive revenue growth and impact in Japan's insurance market.
About the Team
This position (Enterprise Account Manager) belongs to a rapidly growing team in Tokyo dedicated to the Financial Services Industry (FSI). The team values not just completing tasks but having a substantial impact on the business, and has built a collaborative culture in which members help each other grow.
Leveraging strong partnerships and alliances with hardware vendors, the team's mission is to lead complex, large-scale deals and achieve significant market share expansion (year-over-year growth) in the domestic insurance sector.
Your reporting line, the FSI Sales Director, gives each member ownership of their accounts and respects individual sales styles based on their strengths. Work is centered on field work, including direct travel from home or client sites, with priority on customer engagement outside the company. Office attendance is only required when there are no external meetings.
Job Responsibilities (Main Duties)
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Account expansion: Manage major domestic insurance companies (5-6) and drive relationship building and business growth
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Quota achievement: Implement strategic account management and consistently achieve sales targets (quota)
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Promotion of consultative selling: Understand customers' management and business challenges, and deliver optimal quotes, proposal documents, and presentations matched to their needs
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Account plan development and execution: Create and execute precise account plans (sales strategies) aligned with customers' business goals
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Internal collaboration: Use internal resources such as technical and product departments to deliver optimal solutions to insurance customers
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Updating expertise: Continuously keep up with the latest technology trends and product knowledge, and apply them in negotiations and customer engagement
Requirements (Skills and Experience)
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IT sales experience: Corporate sales and account management experience in the IT industry (approximately 8-12 years)
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Track record in insurance (FSI): Proven success selling IT products and solutions to major insurance companies (life, non-life, etc.)
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Industry knowledge: Deep understanding of regulations, compliance, and guidelines specific to the insurance sector
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High target achievement: Reliable record of exceeding assigned quotas over multiple years
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Consultative sales skills: Practical experience with standard approaches in target account selling, solution selling, and consultative selling
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CRM tool use: 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 areas
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Mindset: Entrepreneurial spirit that values organizational growth and teamwork and can act proactively
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Account deepening: Ability to open up unexplored departments and new divisions within existing customers and expand your approach
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Strategic thinking and organizational skills: Advanced knowledge of account planning and medium- 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.
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