ForeScout Technologies, Inc. Named Account Manager - Japan in Tokyo, Japan

Named Account Manager - Japan

Tokyo, Japan


Are you a sales professional with genuine passion and expertise for security? Do you thrive when uncovering opportunities in new accounts, and have the tenacity to develop a strong presence in a competitive landscape? Do you have focus, spirit, and a knack for going after the best possible outcome? If so, consider joining the ForeScout Global Accounts team! You’ll thrive in a culture that embodies:

  • Fierce Customer Focus — We listen intently to our customers and solve their problems

  • Entrepreneurial Spirit — Our team members think and act for themselves and tackle issues head on

  • Superior Execution — it’s not about getting it done; it’s about getting it done incredibly well!

  • Game Changer – Our people are the foundation for changing the game in cybersecurity!

Job Description:

Your role will be to acquire, develop and manage business for ForeScout Technologies throughout Japan. The focus will be on selling high value, complex solutions including enterprise solutions and consulting services. You must be capable of understanding the customer’s business drivers, business issues and objectives so she/he can translate and articulate ForeScout’s value propositions on all levels. By leveraging appropriate ForeScout offerings and expertise, you will easily to objectively address customer needs in an effort to become their Trusted Advisor.

Crucial for success is your ability to work with and drive virtual resources as well as engage effectively with; Professional Services, R&D, Engineering, Marketing, Business Development, Product Management, Legal, Technical Consultants & other remote internal resources as required.

Primary Responsibilities:

  • Achieve both quarterly and annual sales goals and objectives.

  • Identify and pursue sales opportunities at assigned accounts. Drive business development and pre-sales initiatives by leveraging both industry and technical background.

  • Build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into ForeScout solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor.

  • Use knowledge of; technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on value of ForeScout’s solutions.

  • Develop multi-level relationships within assigned accounts using available internal and external resources, and where appropriate channel partner resource, to maximize revenues opportunities and establish ForeScout as a strategic, long term partner.

  • Execute an effective account/opportunity management and business planning process which is supported and influenced by a virtual team to include ForeScout Senior Executives, field sales and sales management, Product Management, Engineering, Professional Services, Technical Consultants and relevant Channel Partner Managers.

  • Align with appropriate delivery teams to leverage follow-on business from one delivery mission to another. Attendance to major Project Milestones and Executive Reviews.

Qualifications and Experience:

  • Ideal candidate has 3-5 years selling experience in the region with another 2 years inside or junior training at well recognized inside sales organization, known for developing its sales talent.

  • The candidate must have a history of repeated success at every level; President’s Club winners are most welcome!

  • Proven track record of recent sales to SMB and enterprise accounts of up to 10,000 employees

  • Understand how to sell multi-product software & hardware solutions

  • Excellent presentation skills is a must

  • Proven ability to work effectively with and across all levels of business contacts within large and complex organizations

  • Extensive experience negotiating complex deals with extremely complex terms, conditions, price pressures and considerations

  • Loves to collaborate within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Marketing, & Professional Services to ensure target quotas as achieved and exceeded

  • Highly developed business development, negotiation skills and ability to influence contract content

  • Thrives in a high-paced, changing work environment (admit it, you’d be bored by anything less)

  • Flexibility and desire to take on additional responsibilities

  • Ability to multi-task while maintaining attention to detail and deadlines

  • Excellent written and verbal communication skills

Education: BS degree or equivalent

Travel: 50%