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Featured Employers
Business Development Executive - Tokyo, Japan
Company: SRI International
Location: Tokyo,
Employment Type: Full Time
Date Posted: 10/12/2021
Expire Date: 12/12/2021
Job Categories: Research & Development
Job Description
Business Development Executive - Tokyo, Japan
Reporting to the Vice President of business development & Country Director - SRI Japan, the Business Development Executive will drive sales & business development initiatives, and strategic partnerships for SRI International. Work collaboratively across the SRI research and solutions development organizations with focus on establishing relationships with senior-level business executives and key stake-holders for SRI commercial contract R&D and consulting services.

The position, based in Tokyo, Japan, will be instrumental in building business in Japan and spearheading SRIís efforts to expand our presence and influence in this critical market. By developing and executing business strategies to identify new customers, secure new projects, build relationships and help grow existing commercial partnerships.

The position requires a self-starter with a can-do attitude, strong communication skills, and an ability to partner with and manage indirect internal staff to get deals closed. This person needs to act as an evangelist and be able to deal with clients at their CXO level.

Responsibilities:

BD (selling):
Serve as a key member of the SRI Japan Business Development team and spearhead business initiatives that are consistent with the companyís overall strategy including lead generation, prospect identification, account qualification, bookings revenue generation and management of important customers in Japan.
Win early customers and expand existing account base with limited support. Ability to reach, inspire and build trust with executives within large Japanese companies. Focus on bookings revenue generation, strategic customer development and account management.
Develop customer account plans, including customer organization roadmap, identify key stakeholders, organize internal support team, establish milestones to achieve goals, qualify opportunities and book business.
Understand the client organization and priorities and help build a robust pipeline that can result in new business for SRI.
Actively lead business development efforts within owned accounts Ė reach out to and create opportunities across multiple business units within each account.
Proactively initiate new project pipeline through additional analysis or research for the client by working closely with the SRI Solutions staff and outside partners.
Consulting (identifying needs with clients):
Ability to leverage SRI need discovery framework and ideation workshop programs to build strong value propositions with prospects.
Communication (coordinating with divisions):
Work effectively with SRI technologists and division leadership at SRIís US-based headquarters to understand their capabilities. Develop opportunities to apply their considerable skills to solve important problems and develop creative initiatives. Match SRI capabilities to potential clients.
Management (Organizing / Administrative / Reporting):
Manage multiple business initiatives in a start-up/early stage business environment. Build and manage relationships to further goals with (but not limited to) internal staff, as well as external sales agents, strategic partners & customers.
Work with Marketing, and field staff to develop and execute on new market strategies and campaigns activities for lead generation.
Work with solutions team members and lab staff to understand current technologies / capabilities and the future direction of their research. Work with Product Management help and contribute to new pitch materials, etc. Fosters links between SRI internal staff, partners and customers to improve product development and commercialization.
Work with corporate staff and legal counsel in the development and support of concept papers, strategic business proposals and facilitate contract negotiation.
Document sales support activities with sales tracking and reporting functions. Utilize systems such prospect database, proposal process, and forecasting.
Identify and report specific information about market conditions or trends in the designated territory, prospects, and existing partner accounts and business activities.
Leverage various aspects of the development and maintenance of an account database and activities. Work closely with key staff to assist with development of necessary business development tools and resources to further penetration in the market.
Organize visits by customers with SRI staff at headquarters on a regular basis.
Communicate with SRIís corporate staff members in the U.S. regularly to provide updates on activities in the designated territory and any material issues regarding the business.
Demonstrates high standards of ethical business and personal conduct through daily actions and personal example. Maintains social, ethical, and organizational norms in conducting internal and external activities.
Qualifications & Requirements
BS/MS in engineering (MBA desirable), plus 10 yearsí experience in business development/solution sales positions in the areas of software and computer science technologies with a good understanding of the market.
Experience related to AI technologies, products or solutions is preferred.
Japanese citizenship or permanent residency required.
Excellent fluency, both oral and written, in Japanese and English, including presentation/demo skills both in person and via phone/web presentation.
Demonstrated track record in developing and executing strategic sales plans leading to increased revenue.
Strong experience in working in an effective business development team, with demonstrated ability to support others to achieve objectives.
Strong motivational, innovative, and interpersonal skills; strong team player.
Ability to develop strategic relationships; possess excellent negotiating and contracting skills.
Ability to identify problems and work collaboratively and cross-departmentally to find solutions, serving as a contributor to the management of the marketing/sales/proposal cycle as a member of the local team.
Advanced content creation/proposal writing skills and oral presentation delivery strengths required for compelling pitches to potential clients and partners, as are recent broad, deep, and high-level industry contacts and relationships.
Comfortable in an environment populated with highly intelligent people, in a culture that is collaborative and flexible, and where there can be a level of ambiguity.
Detail oriented & ability to follow through, plan and problem solve. Proven ability to multi-task and prioritize.
Experienced in MS Office applications including a high degree of efficiency with Word, Excel and PowerPoint. Salesforce.com expertise would be an asset.
Excellent active listening, verbal and written communication skills.
Travel as required Ė approximately 10-20%.
Contact Information
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