The Position

As the Regional Sales Manager (Central Government/ ) for Japan, you will be responsible for owning the entire revenue generation process and exceeding company revenue targets for the Federal/Government sector in Japan by learning the OPSWAT technology, developing and implementing a strategic account plans targeting deployments of our cybersecurity platforms and solutions to the Government (local and central) and the Security Services sectors which include military, defense, intelligence & police. You will lead the Federal/Government sales team and be held accountable for building long term relationships inside target accounts and with Channel/SI Partners to solve strategic issues and generate opportunities. This role will be both strategic and hands-on, managing and working with senior management to develop and advance current and new revenue models. The ideal candidate will have multiple years of continually exceeding multi-million-dollar sales quotas while forecasting accurately and selling cybersecurity solutions.

What You Will Be Doing

• Strategically target business opportunities that leverage high value use cases, in key Federal/Government verticals.

• Develop and execute winning sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.

• Communicate value propositions to clients that speak intimately to their needs and requirements.

• Utilize client-centric, solutions-oriented and value based selling strategies and hunter’s mentality to identify, qualify, convert enterprise sales.

• Build and maintain channel of high-quality client relationships and partnerships.

• Effectively articulate financial ROI/TCO value, and build value throughout the negotiation process.

• Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.

• Forecast and report revenue projections accurately and timely to management.

• Overachieve on annual quota, measured quarterly.

What We Need From You

• You have 5-10 years of experience successfully selling technology products and Cybersecurity solutions to enterprise accounts and Federal/Government accounts in Japan.

• You have a Bachelor’s degree, preferably in a technical discipline or equivalent experience.

• You possess an understanding of security threats, solutions, and security tools.

• You have a successful track record selling complex-solutions directly to enterprise accounts and Federal/Government accounts in Japan through Channel/SI Partners.

• You’re persuasive, and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives at the “C” level, and are comfortable articulating the technical and business value of the OPSWAT platforms.

• You keep your pipeline accurate and your forecast updated for management.

• Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability of uncovering, qualifying, developing, and closing new accounts.

• Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes ambiguous work environment.

• Ability to work in a fast-changing environment and able to work under pressure.

• You have excellent time management skills, and work with high levels of autonomy and self-direction.

• You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals.

• You have strong sense of urgency and personal accountability In depth knowledge of sales tools (i.e. salesforce.com).

• You are highly ethical and professional personal conduct.

• You are able to travel as necessary to your assigned accounts, or as required by the company.