SME Senior Sales Account Manager
Cybereason私たちCybereason の使命はただ一つ。
世界中の人々にサイバー攻撃を検知し、対応が取れる最高水準のプラットフォームを提供すること。
エンドポイントでの検知と対応から始まった当社は、それに留まることはありません。当社の製品およびサービスは、高度なサイバー攻撃に対し、すべてのお客様に完全な防衛を提供します。当社のテクノロジーは従来のハードウェア以外にも適用できます。携帯、ウエアラブルデバイス、車、そしてIoT をも守ることを目指します。つまりプロセッサーを搭載し、インターネットに接続するものすべてが防衛の対象なのです。
2016 年にそのプラットフォームの、日本市場への提供を目的として弊社を設立し、順調に業容を急成長してきました。サイバー攻撃を恐れることのない環境を実現するビジョンに共感し、一緒に挑戦できる人を募集しております。
Account Managerのポジション概要
Account Managerは、お客様の抱えるセキュリティ課題を解決し、高度なサイバー攻撃からお客様のIT 環境を強固に守るために、Cybereason の優れたセキュリティ製品・サービスの提供を目的に顧客訪問、電話、メール、リモート会議ツールなどを用いてお客様と商談を行う外勤の営業職です。
内勤営業と連携しながら担当するテリトリーの中小企業のお客様へアプローチし、発掘した案件をCybereasonの持つソリューションがどのようにお客様の問題解決に繋がるのかを考え提案を行い、受注までの業務を一貫して担って頂きます。
また、担当するテリトリーからの売上最大化のために、地域特性や地域ごとの販売パートナーの構造を理解し、販売パートナーとの関係構築、育成、戦略の立案・実行を行うことも同時に求められる職種です。
具体的な仕事内容
- 新規のお客様に対して、提案から受注、一部受注後のアフターフォローまで一貫したお客様対応を行う。
- 既存のお客様に対して、アップセルもしくはクロスセルの提案を行う。
- 内勤営業、チャネル営業、セールスエンジニア、セールスオペレーション、カスタマーサクセス、テクニカルコンサルタントなど、関連部門と連携しながら成功に繋げる。
- 担当するテリトリーにおける販売パートナーとの関係構築、育成、戦略の立案・実行を行う。
- 営業目標を達成するために、四半期ごとにテリトリー戦略を含めたアクションプランを策定し、PDCAサイクルを継続的にまわしていく。
このような方がこのポジションにマッチします
- 中小企業のお客様とのフィールドセールス、ハイタッチセールスでの成功・実証可能な実績（IT業界での営業経験10年以上かつ外勤営業としてIT商材を販売していた経験あり）。
- SaaSのセキュリティ商材（XDR、EDR、NGAV、MTD、CNAPPなど）の提案・販売経験。もしくは相応の知識や資格（例：情報処理安全確保支援士など）の保有。
- 既存顧客、新規顧客、販売パートナー、社内の同僚と強固な関係を構築するスキル。
- 強い成長意欲(マインドセット)を持って、自発的かつ継続的にスキルの向上に取り組める。
- BANT、MEDDPICCの手法・フレームワークを理解し、案件受注に向けてセールスサイクルを力強く推し進める能力。
- Salesforceを活用した販売管理の経験および細かな案件フォローとデータ分析能力。
- 絶えず変化する環境に適応する能力。
- 急速に成長している市場で、部門や企業に貢献、成長、影響を与えることにやりがいを感じる。
Cybereason’s Mission
At Cybereason, we have a singular mission:
To provide the world’s people with the highest standard platform that enables them to detect and respond to cyberattacks.
Our journey began with endpoint detection and response, but we did not stop there. Our products and services now deliver complete defense for all customers against sophisticated cyberattacks. Our technology extends beyond traditional hardware—it aims to protect mobile devices, wearables, cars, and IoT. In other words, anything equipped with a processor and connected to the internet is within our scope of defense.
Cybereason Japan was established in 2016 with the purpose of delivering this platform to the Japanese market. Since then, we have grown rapidly. We are looking for individuals who resonate with our vision of creating a world where people no longer have to fear cyberattacks and who are ready to take on this challenge with us.
Account Manager – Position Overview
The Account Manager is a field sales role responsible for engaging with customers to solve their security challenges and strengthen their IT environments against advanced cyber threats by providing Cybereason’s cutting-edge security products and services. This involves conducting business meetings with customers through on-site visits, phone, email, and remote conferencing tools.
Working closely with Inside Sales, the Account Manager will approach small and medium-sized enterprises within the assigned territory, identify opportunities, analyze how Cybereason’s solutions can address customer needs, and take ownership of the sales cycle through to closing.
In addition, the role requires maximizing revenue from the territory by understanding regional characteristics and partner structures, while building, developing, and executing strategies together with sales partners.
Key Responsibilities
- Manage the entire sales process for new customers: from proposal to closing, including post-sales follow-up where needed.
- Drive upsell and cross-sell initiatives with existing customers.
- Collaborate closely with Inside Sales, Channel Sales, Sales Engineers, Sales Operations, Customer Success, and Technical Consultants to achieve success.
- Build and strengthen relationships with sales partners in the assigned territory; contribute to partner development, strategy planning, and execution.
- Formulate quarterly action plans, including territory strategies, and drive continuous improvement through the PDCA cycle to achieve sales goals.
Ideal Candidate Profile
- Proven success and track record in field or high-touch sales with SMB customers (10+ years of sales experience in the IT industry, with field sales experience selling IT solutions).
- Experience in proposing and selling SaaS security solutions (e.g., XDR, EDR, NGAV, MTD, CNAPP) or equivalent expertise/certifications (e.g., Registered Information Security Specialist).
- Strong relationship-building skills with existing/new customers, sales partners, and internal colleagues.
- A strong growth mindset with self-motivation to continuously improve skills.
- Ability to drive the sales cycle effectively using methodologies/frameworks such as BANT and MEDDPICC.
- Proficiency in Salesforce for sales management, with strong opportunity tracking and data analysis capabilities.
- High adaptability in a fast-changing environment.
- Motivation to contribute, grow, and make an impact in a rapidly growing market, department, and company.
More About Working at Cybereason Japan
Our Tokyo and Osaka offices are open, highly supportive, and fun! We provide flexible work-life management policies, plenty of food and drinks, paid leave to support your family and health, 401k, and enjoyable monthly events such as Premium Fridays and “Lunch & Learn.” Career support is also available.
You will have the opportunity to collaborate with a growing team of over 600 people worldwide, including colleagues in Tel Aviv, Boston, and other global locations.
Great Place to Work® Certified
Cybereason Japan has been recognized by Great Place to Work® as a certified “Great Place to Work.”
For details and the list of certified companies, please visit the official site.
Cybereason Japan has been selected and certified by Great Place to Work® as an employee-validated great workplace. Click here for details and a list of certified companies.
More about working at Cybereason Japan
Our Tokyo and Osaka offices are open, highly supportive and fun! To support you at work, we provide flexible work-life management policies, plenty of food and drinks, paid-leave for supporting your family and health, 401k, fun monthly events such as Premium Fridays and “Lunch & Learn”, as well as career support. You’ll have a chance to work in cooperation with a growing team of over 600 people (and growing!) with teams in Tel Aviv, Boston and other locations around the world.
#LI-Remote
「働きがいのある会社」として認定 / Great Place to Work® Certified
サイバーリーズン・ジャパンは、Great Place to Work® から、働きがいのある会社であることを認める「働きがい認定」企業として選出されました。 詳細や認定企業一覧はこちらをご参照ください。
Please follow us!
More About Cybereason:
Our culture and how we operate reflects in our shared values. Our #Defenders are individuals with diverse skill sets and backgrounds who are driven to innovate and scale with our growing organization. We are a team that strives to learn from each other, solve challenging problems, and work collaboratively toward our goal of reversing the adversary advantage.
Core Values:
- Win As One: The power of an individual is less than the power of a team.
- Ever Evolving: Change keeps us at the forefront, so we encourage it.
- Daring: To achieve the impossible, we must dare to be different.
- Obsessed with Customers: We believe gaining our customers’ trust is the most important part of what we do.
- Never Give Up: We are tenacious and resilient, and we never stop.
- UbU: We believe people can only unlock their full potential when they work somewhere that accepts who they are.
If these values resonate with you and our vision excites you, join us today and help us end cyber attacks from the endpoint to everywhere! #Defenders
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Cybereason we are dedicated to building a diverse, inclusive, and authentic workplace (#uBu), so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.