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Sr. Account Executive

Req id:  32279

Tokyo, Tokyo, JP

 

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management. 

 

 

Basic Summary
 The “Account Executive” is an extremely important position for OPENTEXT Japan; this 
position is a senior position.
 This position need to cover “The strategic Customer for Opentext”, approx. 8 customer 
of top 40 strategic customers..
 This position requires autonomy, strategic thinking, self-motivation and a can-do attitude.

 

Skills & Experience Summary
日本における「対象企業」とのビジネスにおいて全責任を持ち、OPENTEXT のサー
ビスの価値をより深く浸透させ、新規顧客開拓や既存顧客への契約拡張を実施、拡
販、グローバルアカウントモデルで世界中の「対象企業」グループとのビジネスを
拡大する。
 Responsible for all the business with “the Account”.
 Instill the value of OPENTEXT services deeply into “the Account” to sustain the 
contracts and the revenue from them.
 Widen the sales sphere within the group of “the Account” and its business partners 
globally.

「対象企業」のニーズに応えられるよう東京本社を拠点とした営業活動を行う。
事業プランを策定し、実行、実現する。
営業、マーケティング、デリバリ、サポートのあらゆる面から「対象企業」ビジネ
ス戦略をリードする。

 In order to respond to all the needs from “the Account”, the sales activities are to be 
based in OPENTEXT Tokyo office.
 Planning, implementing, and executing of the business plan. 
 His/her responsibilities encompass sales, marketing, delivery of service, providing postsales support, i.e. to become the strategic business partner for “the Account”.


Size, Scope & Complexity of the Management Challenge

入社後3ヶ月以内に初期の研修を終え、サービスの内容と技術的知識を修得し、会
社の方針に沿って自律的な活動を行う。
 The candidate is mandated to complete all the initial sales training within 3 months from 
the starting date. 
 He/she is expected to master all the service line-ups, and the required general technical 
skills, and then will, with “autonomy”, engage in sales activities in synergy with the 
company’s sales strategy.
Changes, Upgrades or Improvements Required

日本における最大顧客である「対象企業」を責任者となる為、Global Mgmt. Team の
注目度も一際高い。
 This successful candidate will be the account manager of the biggest client in Japan for 
OPENTEXT, therefore the attention and expectation on him/her is significantly high. 
 He/she is mandated to contact/interface with the Global Management Team for 
establishing mid-long term business strategies, as well interact and report to them as 
frequently as possible.
Problems to Be Solved

「対象企業」のビジネスを広範囲に把握し、「対象企業」の事業展開に大きく寄与す
る提案活動をする為の、戦略立案スキル。
OPENTEXT のサービスの内容や技術的優位性を、ビジネス面、技術面双方から説明
できるスキル。
「対象企業」との良好な人間関係樹立、維持する為のスキル
他チームとの連携等の為のマネジメント、コミュニケーションスキル
 Have a clear picture of the business of “the Account” from a wider perspective, and 
present proposals to contribute to the growth of “the Account” strategically.
 Be accountable for the superiority of OPENTEXT services in terms of both technology 
and business.
 Establish and maintain a good business relationship with “the Account”.
 Operation and development of the Nagoya office, and the skills necessary for internal 
communication and management with the other business functions.
Interpersonal/Team Skills Required

パートナーである SC と良好で強い信頼関係を短期間に作り上げることが目標を達
成するうえで欠かすことができない。
営業チーム全体においては、チーム全体で目標達成のために様々な協力関係が必要
になる。そのためには自ら積極的に行動し、チーム全体の利益を考えた言動が求め
られる。
目標達成のためには他のファンクションとの密接な連携も欠かすことができない重
要な要素となる。

 The current Solution Consultant is your partner, and it is essential for you to build a 
strong relationship with him in a short period of time in order to achieve the business 
goals.
 In the Sales team, multi-lateral communication and cooperation with the team members 
is important to achieve the annual target as one team. Proactive and purpose-oriented 
actions are required. It is equally important to build trust and relationships with other 
business units.

Creative & Strategic Job Requirements
事業計画立案、戦略樹立のためには、競合の分析は当然必要となる。営業戦略に沿
った適切な戦術を選択していく。
また、製造業やサプライチェーン・マネージメントに関わる業界や国内外のビジネ
スのトレンドや経済情勢等も把握している必要がある。
・サプライチェーンマネジメントに関連するソフトウェア、サービス、コンサルなど
のソリューション営業経験
・製造業、特に電機電子、自動車などの業界担当経験
<以下具体的な捕捉>
1.実際に電機や自動車、機械、半導体などのメーカーや大手部品メーカーを複数
年担当したことがあることが必須。
a) MRP や MES、Procurement、WMS、TMS、OM などの業務システム(パ
ッケージもしくはスクラッチ開発)の導入プロジェクト販売経験があり、業務要件
定義から設計、開発、サポートまでフルスケールで、営業としてある程度どういう
ものかイメージがつかめている。(ハードウェアやウイルス検知ソフトなどの売り切
りで業務を知らなくても大丈夫な商材の営業経験のみは不可)
b) 製造業におけるサプライチェーンの全体構造について、製造・物流・販
売、それぞれの流れにおけるプレーヤーとその役割、プロセスをある程度知ってい
る。
c)業界毎のサプライチェーンの特性について、自動車なら納品代行やノック
ダウン、ミルクラン、かんばんなどの方式や業界の常識について、特定の業界に偏
っていてもよいので、一つは詳しい業界があると望ましい。
2. IT 業界で言えば SAP や Oracle、Infor、JDA、E2Open、Blue Yonder、Manhattan
などの経験者、SIer やコンサル出身など

 It would be necessary to analyze the competitor to make a strategic business plan, and to 
adopt the best tactical strategy. In order to do that, it is also important to have a clear 
understanding of the global economy, and industries in addition to the automotive sector.
Other
The vision that OPENTEXT Management Team provides is:
Connecting the World as the #1 B2B Integration Service Company
 This can be attained by – delivering an unparalleled customer experience.
 By offering the most innovative cloud-based solutions and services – through highly 
talented and engaged employees.

特に unparalleled customer experience は強調されている。これは営業だけで実現でき
るものではないので、お客様の信頼を勝ち得るには自社の他のファンクションに関
する理解と協業が不可欠となる。そのために必要なことを柔軟に創造していくこと
が求められる。

 Special focus is required for an “unparalleled customer experience”.
 Achievement is not solely the result of sales efforts: In order to win the trust by the 
clients; communication and cooperation with other business units internally is 
indispensable.
 OPENTEXT is seeking a creative and flexible professional to achieve optimal results at 
our firm.

Key Essential Traits:
 Proven sales strategist and performer within the automotive industry.
 Strong solution selling skills with a proven track record of developing business within 
Japan’s large, traditional organizations.
 Past success with driving business at the “C” level.
 Knowledge of SCM, Logistics, Procurement, Production etc.
 Proven success building and developing a business of a similar size and scope, with a 
can-do attitude. 
 Ability to build long-term business, by offering an excellent customer experience.
 A team player who realizes the benefits of internal organizational infrastructure support.
 Accustomed and motivated to reporting to an overseas senior executive.

必要なスキルセット
 IT 業界での 10 年程度もしくはそれ以上の経験
 ソフトウェア、サービス、アウトソーシング、コンサルティングの提案経験
 大手製造業向け営業経験
 SCM、物流業務、生産管理、販売管理等、業務知識を持っていること
 英語 Skill (参考:TOEIC 600 以上)
 日本の大規模な組織内での営業経験
 SI 経験
 優れた顧客経験を提供することにより、長期的なビジネスを構築する能力。
 「対象企業」と、強いリレーションを持っていること、または持てること。
 「対象企業」からの無理難題な強い要求に対し、OPENTEXT として対応可能な範
囲をマッピングでき、「対象企業」の主張に対し適切に対応出来ること

 

 

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. Should you require accommodations during the selection process, please contact accommodationrequests@opentext.com.

 

Subject to applicable laws and regulations, OpenText’s global vaccination policy requires all employees to be fully vaccinated against COVID-19 to enter an OpenText office. Accommodations may be available for specific roles.


OPENTEXT - THE INFORMATION COMPANY

Our growing team is mapping the future of Information Management, and we continue to make new discoveries that expand its boundaries. Join us and be part of a winning team, where the opportunities for your career are limitless. 

From its innovative start as a research project by University of Waterloo professors in 1991, OpenText has grown into a global company with offices in more than 35 countries. Our high- performance culture has forged our growth and is an excellent fit for people looking to push themselves to learn and do more.

It’s our time to lead, and as part of our team, it will be your time too. Our continued growth will provide you the opportunity to explore, learn and chart an exciting career path while enjoying a good work-life balance. 

Perks 
If you thrive in a dynamic work environment, there is always a new horizon to explore. We are proud to offer excellent benefits, challenging work and competitive financial rewards. 

Benefits 
Our employee programs prioritize employees’ well-being and that of their families. We offer a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer. 

Social events 
With offices around the world and flexible work arrangements, OpenText strives to make sure all our employees feel connected. Teamwork extends to our social lives too from local social events to company-wide activities, we want our employees to take time to relax and have fun.  

Corporate Citizenship  
Corporate Citizenship is more than a program for us, it is engrained in our purpose, impact, and approach to doing business. Through numerous volunteer initiatives, we support education and innovation for global change.

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