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Sr. Account Executive

Req id:  32279

Tokyo, Tokyo, JP



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
 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 


 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

 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
 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

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
 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

 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 
 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
a) MRP や MES、Procurement、WMS、TMS、OM などの業務システム(パ
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
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.
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

 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 
 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.

 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



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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.

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