The Position 

As the Regional Sales Manager (Government and Public Sectors) for Japan, you will be responsible for owning the entire revenue generation process and exceeding company revenue targets for the Government and Public Sectors 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), Education, and Public Safety 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.