Smartsheet is seeking a sales professional to join our Sales Team as an Account Executive focused on new customer acquisition and existing customer expansion. You will have a history of exceeding quota attainment, winning new customer accounts, and developing customer accounts. This important role is dedicated to acquiring new logos and holds responsibility contributing to our overall revenue goals.
This role is part of the Sales team, based in Tokyo, Japan and will be reporting to the Director, Business Operations.
With a commitment to investing in the APAC region to better serve new and existing customers, Smartsheet has opened its newest international office in Japan 2022. This is an exciting opportunity to be a part of Smartsheet as a founding member, working with an outstanding team to build and expand the Smartsheet brand across a new market.
You Will:
Acquire new logos for Smartsheet and exceed software and services sales quotas
Work closely with existing partners and new partners (Consulting, SI, and/or resellers)
Qualify and prioritize inbound leads with urgency, create opportunities and generate pipeline through the full cycle sales process with Mid-Market and SMB customers
Proactively prospect through warm leads and utilize multithreading and consistent lead outreach, as appropriate, to drive business growth
Conduct discovery calls and act as a consultant to the Customer to identify their needs and align customer challenges to Smartsheet solutions with a focus on business objectives and industry trends
Understand & respond to Customer requirements within the highly competitive sales market, including response to RFPs, defining collaboration goals, success criteria and program strategy to achieve results
Manage your book of business for expansion and up-sell opportunities; partner and grow client relationships
Act as a subject matter expert in the features, benefits and application of Smartsheet’s products and solutions; educating the customer in how we partner with them to evaluate our software effectively
Work with Smartsheet AEs across multiple regions and utilize use cases and compiled internal data to implement local best practices
Conduct product demonstrations and partner with cross functional teams, including Sales Engineers and internal Consulting, to support the sales cycle.
Establish Executive alignment between Customer and Smartsheet
Develop and present proposal of recommended Smartsheet solution based on Customer business requirements
Proactively work with internal and external stakeholders to successfully navigate the full sales cycle with urgency
Create and maintain Joint Engagement Plans for strategic solution deals
Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines
Present at Smartsheet seminars, trade shows, and partner events; promote Smartsheet brand on social media channels.
Be a coach and mentor to future new hires
Other duties as assigned
You Have:
3-5+ years full sales cycle management with a history of proven performance in the SaaS space
Communication skills: Native level of Japanese and intermediate to business level of English (verbal and written)
Strong communication skills and executive presence
Experience managing and maintaining customer relationships in a B2B environment
Experience with Solution/Consultative Selling
Experience using each stage in the sales cycle to promote the sale (discovery to close). Familiarity with MEDDICC sales methodology is an advantage.
Experience prospecting and managing designated leads and domains with a solution selling mindset and the ability to articulate ROI (return on investment) to drive revenue
The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful
The ability to manage interactions both internally and externally with senior-level corporate management
Proficiency with Google Suite and familiarity with Salesforce, Docusign, Outreach, Zoominfo, Tableau and LinkedIn is an advantage
Passion for working with new technologies and new technical concepts
Self starter to actively run new sales plays; identify new market opportunities
Strong communication skills and executive presence
Proven sense of urgency, resiliency and ability to collaborate with internal and external teams
Bachelor’s degree or the equivalent combination of education and/or experience
About Smartsheet
Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Germany, Costa Rica, Australia & Japan. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
At Smartsheet, we strive to build an inclusive environment that encourages, supports, and celebrates the diverse voices of our team members who also represent the diverse needs of our customers. We’re looking for people who are driven, authentic, supportive, effective, and honest. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we welcome diverse perspectives and people who aren’t afraid to be innovative—join us!
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