Senior Account Executive

About us: Accuris, a company long-known for accelerating innovation in engineering workflows and supporting the vibrancy of the engineering community, launched in May 2023 as a standalone company. Accuris was formerly known as S&P Global’s Engineering Solutions division. The Company is valued for its standards content and workflow solutions like Engineering Workbench, Goldfire, Haystack and Parts Management Solutions.

Under its previous owners, including S&P Global, IHS and IHS Markit, Accuris has been an integral part of the engineering ecosystem for more than 60 years.

Title: Senior Account Executive, Japan

Summary:

Key account manager for selling our products and solutions into numerous industries in Japan.

General Job Duties:

• To achieve annual sales targets
• To maintain existing client service/relationships
• To develop new clients/business for revenue growth
• Renewal and new business focus (upsell and cross sell of our products and solutions)
• Leads problem solving on complex customer/ commercial issues.
• Proficient level understanding of industry, business, financials, products, services for the market and the needs of assigned accounts.
• Complexity is high (territory/ account, products / services), may serve as team lead - accomplished level understanding of value proposition and core sales processes.
• Customer interaction requires the ability to gain cooperation of others, and/or conducting presentations of technical information concerning specific products or services.
• Plans own territory or account approach and manages own resources.

Specific Job Duties:

• Results-oriented efforts to minimize cancellations of existing customers and to up-sell product design solutions portfolio.
• Develop and bring a robust pipeline of new business opportunities by extracting value from your personal network and working across the transportation industry to establish “new logo” business opportunities.
• Develop and manage the commercial relationships and revenue streams with existing customers/prospects in Japan while exploring new partnerships to scale up as quickly as possible.
• Use a combination of commercial skill sets and experiences in order to succeed both internally and externally in achieving your sales and non-sales objectives for the fiscal year
• Follow and execute a structured solution sales process for revenue growth and prospecting. Able to uncover new revenue opportunities within an account based on the understanding of the work flows and strategies being deployed within the accounts.
• Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies.
• Working with internal resources to ensure proper positioning of complex solutions.
• Provide ongoing feedback from clients to Sales Managers, Consultants and Product Management

Required Education:

• University degree (bachelor’s or equivalent) or equivalent combination of education and experience.

Required Experience:

• Has proficient level understanding of industry products and services knowledge in more than one area.
• Has proficient level understanding of value proposition and sales process.
• Has proficient level industry expertise and networks.
• Language skills where appropriate.

Other skills:

• Player/Manager/Team Leader skill sets and experience is preferred as this role continues to expand and take on additional responsibilities
• Excellent interpersonal and team playing skills.
• Leadership qualities including sales management sales process, revenue expansion, coaching and mentoring.
• Excellent presentation and communication skills.
• Ability to interact with and sell to senior level management.
• Mature and can work independently.

Physical Requirements:

• Ability to physically perform general office requirements.
• Must be able to perform essential responsibilities with or without reasonable accommodations.
• Occasional travel including overnight domestic or international trips may be required

Travel: Occasional

Organizational Relationships:

• This position reports to (title only): Executive Director, Japan
• Titles of positions reporting directly to this position: none
• Number of employees supervised. 
• Directly:  none
• Through subordinates: none

About Company Statement:

Accuris delivers essential intelligence that powers decision making. We provide the world’s leading organizations with the right data, connected technologies and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup. (https://www.spglobal.com/engineering/en/index.html)

Our mission: build an evolvable knowledge and data platform that enables STEM professionals to unlock and deliver innovation to the world’s most complex problems.