求人管理ID S00404/086
会社概要 外資系ハードベンダー(ストレージ系)
会社規模 501-5000人
役職・部署名 OEM Account Manager (製品担当)
仕事内容

コンテンツ管理ソフトウェア部隊にて、OEMビジネスに従事頂くOEM Account Manager。
スキャナーメーカーとSIerやS/Wベンダーとのビジネスがメインとなります。
日本を含むAsia Pacific and Japan全体のビジネスに責任を持つポジションとなりますので、独立的且つ能動的に仕事を推進頂けるシニア・レベルのスキルと経験をお持ちの方。
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You will identify, pursue, close as well as maintain strategic OEM sales opportunities involving Pixel technology for customers in the APJ Theater.
You will focus on ISV’s and Equipment Manufacturers that can build capture application software and/or hardware leveraging Pixel technology. This role manages the complete sales cycle.
You will report to the Pixel Director of Sales, and will work closely with the APJ Direct Sales Organization, Product Management and Engineering.
KEY QUALITIES NEEDED:
Strong “Just Do It!” attitude (start up mode)
Strong Technology understanding (i.e. understand what CTOs need to build Products)
Strong ability to evangelize the vision of technology solutions
Strong ability to discuss Business Strategy with customer company senior executives
Strong interest in and ability to manage cross-cultural negotiation and relationships
Job Responsibilities:
Carries an annual software license quota with quarterly revenue objectives
Manages existing multimillion dollar accounts
Manages complete OEM sales process including:
•Identification of recruitment targets
•Vigorously prospecting
•Understanding ISVs and IHVs market space and growth challenges
•Building vision and business cases for partnering
•Preparing joint business plans (target, differentiation, financial models, …)
•Presenting solutions to all levels of prospect organization
•Communicating business relationship options and business models
•Leading business term and contract negotiations
•Closing large and complex relationships – including royalties, services, maintenance
•Coordinating relationship launch activities
•Driving Partner success leading to high degree of customer satisfaction with the partner and their end customers.
•Where appropriate, managing pipeline of partnership sales activity

勤務地 東京都
業種 •IT・インターネット / ハードウエア
年収 1000万 ~ 1600万
対象年齢(対象年齢) 28 ~ 48 歳
年齢制限理由 技能等の継承のため労働者数の少ない年齢層を対象とするため
応募資格 Qualifications:
Bachelors degree; MBA preferred;
Minimum 10+ years of sales ‘hunting’ and ‘farming’ experience with Software and/or hardware accounts.
Proven track record of exceeding quota sales in a direct sales or channel sales role.
OEM sales experience preferred.
Alternately, 2-3 years OEM sales experience along with additional 5-7 years software industry experience in a technical or Business Development role
Proven track record of:
Selling to “C” level executives
•Closing significant software opportunities, with some sales to OEMs/VARs.
•Negotiating and closing multi-million dollar deals.
•Development of strategic partnering relationships and related business development activities
Excellent presentation skills
Strong negotiation skills
Specific Requirements:
Based in Japan
Fluent in English and Japanese (speaking and writing); additional Asian languages a plus
Travel in Asia to customer sites, conferences and trade shows