・Lead database sales in helping to drive marketing, business development, and technical strategies for the Database industry across Japan.
・Define and size target market segments, customer base, and key partners including ISVs and system integrators.
・Create strategic business development plans for target markets and ensure these plans are in line with the Japan strategic direction.
・Develop industry-specific messaging and collateral materials that effectively communicate the Japan value proposition for enterprise cloud computing, including datcenter-to-cloud extension and migration.
・Execute the strategic business development plans while working closely with internal stakeholders (e.g. sales, marketing, & partner teams, solution architects, professional services and support teams, legal and contract teams, and the Japan service teams)
・Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case.
・Fill the business development pipeline by engaging with prospects, partners, and key customers.
・Understand the unique business & technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for our largest and most complex customers.
・Understand and exploit the use of Salesforce.com and other systems for campaign tracking and pipeline management.
・Prepare and present business reviews to the senior management team regarding progress and roadblocks to closing new enterprise customers.
・Manage complex enterprise contract negotiations, in cooperation with Japan legal and professional services teams.
・Handle a high volume of engagements and the fast pace of the cloud computing market.
・Creative prospecting through campaigns, business partners, and other activities to identify new customers
・Clearly articulate the a Database Platform propositions to customers, partners and internal staff.
・Have spent at least 12+ years selling Database solutions. Ideally have in depth knowledge in Oracle and/or SQL Server RDBMS products
・Have demonstrated experience in developing GTM strategies performing roles such as business development, enterprise sales, or program/product management.
・Should have demonstrated an ability to work in matrix organization with multiple stakeholders
・Strong verbal and written communications skills are a must, as well as leadership skills
・Demonstrated ability to work effectively across internal and external organizations is key.
・Technical and/or business degree required
・Experience working within the technology industry is essential
・Experience with cloud computing and or related fields (IT, software, etc)
・MBA or equivalent background helpful