Sales Manager, Strategic Sales at Workato

About Workato Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility. Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com. Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: • Business Insider named us an “enterprise startup to bet your career on” • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America • Quartz ranked us the #1 best company for remote workers Responsibilities We are looking for an exceptional Sales Manager, Strategic Sales​​ to join our growing team in Japan. You will also be responsible to: • Join our growing Japan team, in one of our most high potential regions globally. • Report directly to our Director of Sales and Partnerships, Japan • Build and execute a territory plan targeting Enterprise customers across Japan. • Focus on new business sales. Selling both directly and with/through channel partners. • Partner with our SDR, CSM, partner sales and marketing teams who are all based locally. • Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts. Helping them to maximise the potential of automation and integration. Responsibilities We are looking for an exceptional Sales Manager, Strategic Sales to lead and grow our team in Japan. As a Playing Manager, you will carry both team and individual quotas. You will be responsible to: • Lead and scale our Japan sales team, one of our most high potential regions globally, while personally driving strategic enterprise deals • Report directly to our Director of Sales and Partnerships, Japan and collaborate closely with regional leadership • Build, mentor, and develop a high-performing team of Account Executives, providing coaching, guidance, and performance management • Develop and execute territory and account strategies targeting Enterprise customers across Japan for both your team and your own portfolio • Drive new business sales both as an individual contributor and through your team, selling directly and with/through channel partners • Partner closely with SDR, partner sales, and marketing teams who are all based locally to maximize pipeline generation and conversion • Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts, helping them maximize the potential of automation and integration • Forecast accurately and manage sales pipeline for both your personal deals and team performance • Establish and refine sales processes to ensure consistent execution and scalability as the team grows Requirements Qualifications / Experience / Technical Skills • At least 8-12 years of Enterprise Software Sales experience in the technology space, ideally with a SaaS or PaaS vendor • Minimum 2-5 years of sales management experience, with proven success in building and scaling high-performing sales teams • Demonstrated track record of consistently exceeding both personal and team quotas • Proven ability to generate new business sales at the enterprise level and close complex, strategic deals • Strong understanding of enterprise sales methodologies (MEDDIC, Challenger, Solution Selling, etc.) • Ability to communicate with senior executives in mid-size business, up to C-level, and navigate complex organizational structures Soft Skills / Personal Characteristics • Strong leadership and people management skills with the ability to inspire, motivate, and develop team members • High level of comfort presenting key client issues and being the customer advocate within Workato • Strong critical thinking and analytical skills with an entrepreneurial and proactive mindset • Ability to effectively prioritize tasks and manage time, even under high-pressure situations, while balancing team management and individual quota • Strong collaboration skills across functions, ability to adapt to a dynamic environment with a passion for making an impact • Excellent written and oral communication skills in English and Japanese to communicate with multi-lingual stakeholders externally and internally 職務内容 Workatoは、日本で成長を続けるチームに加わっていただける、ストラテジックセールスチームの営業本部長を募集しています。 主な職務は以下の通りです: • グローバルで最も高いポテンシャルを持つリージョンの一つである日本の営業チームを率いてスケールさせながら、自身も戦略的なエンタープライズ案件を直接推進する • 日本担当セールス＆パートナーシップ ディレクターに直属し、リージョナルリーダーシップと緊密に連携する • 高パフォーマンスなアカウントエグゼクティブチームを構築・育成・開発し、コーチング、指導、パフォーマンス管理を提供する • 日本全国のエンタープライズ顧客を対象に、チームおよび自身のポートフォリオ双方においてテリトリー・アカウント戦略を策定・実行する • プレイングマネージャーとしてチームを通じて、また直接販売およびチャネルパートナーと連携しながら新規ビジネスの獲得を推進する • 国内に在籍するSDR・パートナーセールス・マーケティングチームと密接に連携し、パイプライン創出とコンバージョンの最大化を図る • 担当顧客のCレベルエグゼクティブ（技術・非技術問わず）に対して戦略的アドバイザーとして関わり、オートメーションとインテグレーションの可能性を最大限に引き出す支援を行う • 自身の担当案件およびチームのパフォーマンス双方について、正確な売上予測とパイプライン管理を行う • チームの成長に伴う一貫した実行力とスケーラビリティを確保するため、営業プロセスを確立・改善する 応募要件 資格・経験・技術スキル • テクノロジー分野におけるエンタープライズソフトウェア営業経験8〜12年以上（SaaSまたはPaaSベンダーでの経験尚可） • 営業マネジメントの実務経験2〜5年以上、かつ高パフォーマンスな営業チームの構築・拡大における実績を有すること • 個人およびチーム双方のクォータを継続的に超過達成してきた実績をお持ちの方 • エンタープライズレベルでの新規ビジネス獲得および複雑な戦略的案件のクローズ能力 • エンタープライズ営業手法（MEDDIC、Challenger Sale、ソリューションセリング等）への深い理解 • 中堅〜大手企業のCレベルを含むシニアエグゼクティブとのコミュニケーション能力、および複雑な組織構造のナビゲート力 ソフトスキル・人物像 • 主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性 • 起業家精神と積極的なマインドセットを持つ、優れた論理的思考力と分析力 • プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができる能力 • 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱 • 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、英語もできれば尚プラス