Enterprise Account Executive - Public Sector
Owns strategic sales of a data and AI platform to Japan’s government and public sector, managing complex full-cycle deals, executive relationships, procurement processes, and partner-led delivery. Requires 8+ years of relevant sales experience in Japan and strong public sector expertise.
About the job
Responsibilities
- Own and exceed revenue targets by winning new public sector customers across Japan, including central ministries, local governments, government agencies, and public institutions.
- Develop and execute territory and account strategies to identify, prioritize, and win high-potential public sector accounts.
- Plan, document, and drive expansion of data and AI platform usage in newly landed accounts, turning initial projects into broader platforms.
- Identify AI and data use cases in government operations and contribute insights to Japan’s public sector go-to-market, product direction, and regional strategy.
- Use a solution-oriented, value-based sales approach that links the platform to measurable outcomes for public services and citizens.
- Orchestrate internal teams and SI, cloud, and consulting partners to run effective sales motions and deliver customer outcomes.
Requirements
- 8+ years of SaaS, cloud, AI, or big data sales experience in Japan, including meaningful exposure to public sector accounts.
- Proven ability to drive adoption of new technologies through a consultative, solutions-oriented sales approach.
- Ability to navigate complex public sector stakeholder ecosystems and build consensus across departments, budget owners, and decision-making layers.
- Deep understanding of public sector priorities in Japan, including buying processes, buying cycles, decision-making structures, and partner ecosystems.
- Extensive experience with Japanese government procurement, including budget formulation and execution, tender/RFP processes, evaluation criteria, and relevant compliance and security frameworks.
- Experience applying structured sales methodologies such as account planning, MEDDPICC, value selling, or Command of the Message.
- Proven track record of creating customer champions and leading collaborative internal and external teams through implementation and expansion within strategic accounts.
- Understanding of how to build a focused public sector partner strategy and manage SI, cloud, and consulting partners to jointly win and deliver large projects.
Nice to Have
- Experience selling usage-based PaaS/SaaS or data, AI, and ML solutions.
Compensation and Benefits
- Comprehensive benefits and perks are offered, with details varying by region.
Skills
SaaS, Cloud Computing, Artificial Intelligence, Big Data, Data Platforms, Machine Learning, MEDDPICC, Value Selling, Account Planning, Government Procurement, Rfp Processes, Partner Management
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