GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
シニア・ストラテジック・エンタープライズ・アカウントエグゼクティブ - 製造業（日本）- 日本在住で就労ビザのスポンサーシップを必要としない方
シニア・ストラテジック・エンタープライズ・アカウントエグゼクティブ（ストラテジック・アカウントリーダー）はグレード8となります。
職務内容
- 日本エンタープライズエリアセールスマネージャーへの報告
- 日本の戦略的かつ大規模な顧客向けにGitLabをサポートし、エンタープライズアカウントへの営業経験を活かす
- 成功/失敗の根本原因分析に貢献
- アカウントマネージャー、マーケティング、技術チームを含む全チームとの知見の共有
- 担当アカウントの管理
- 購入基準の文書化
- 購入プロセスの文書化
- 次のステップと担当者の文書化
- 希望的観測ではなく証拠に基づいたパイプラインの正確性の確保
- セールスハンドブックの改善提案への貢献
- 販売前および販売後のプロセスにおけるアカウントリーダーシップの実証
- 大規模/戦略的アカウント向けの見込み客開拓や交渉開発などの営業活動の実施
- プリセールスおよびポストセールスのエンジニアリングおよびサポートリソースと連携し、GitLab製品の成功した導入と採用を確保
- パブリックな課題追跡ツールに製品アイデアを提供することで顧客の声を代表する
- 関係構築と大型案件の締結のために必要に応じて顧客を訪問
- 戦略的チャネルパートナーと協力して見込み客と新規顧客を獲得し、目標を達成
- 業界知識と企業の競争力に関する洞察力の拡大
- 要請に応じて活動報告と予測報告書の作成
- 適宜、営業データベースの更新と維持
- 顧客ニーズをプロダクトマネージャーと技術サポートスタッフに伝達する際の営業管理のサポート
- コンサルティングアプローチを用いて、見込み客とビジネス課題について議論し、正式な見積もり、営業提案、プレゼンテーションを準備
- RFPに対応し、見込み客へのフォローアップを行う
- クライアントのビジネスニーズに基づいたアカウント計画の策定
- 既存顧客および新規見込み客とのビジネス関係の構築と強化
- マーケティング戦略の提案
応募要件
- クライアントの投資収益率に対する真摯な焦点
- 主要政府アカウントの高度な管理スキル
- 製造業や電子機器産業および関連するビジネスプロセスを包括的に理解し、政府アカウントへの販売経験を実証
- 複雑なプロジェクトにおいて最小限の監督で作業する能力
- B2Bソフトウェア販売における実績
- 大規模組織への販売経験
- GitLabとオープンソースソフトウェアへの関心
- 確立された関係と実証済みの営業手法を活用する能力
- 効果的なコミュニケーションスキル（文書/口頭）、優れた対人スキル
- 自己motivated型で結果志向
- 優れた交渉、プレゼンテーション、クロージングスキル
- Git、ソフトウェア開発ツール、アプリケーションライフサイクル管理の経験があれば尚可
- 当社の価値観を共有し、価値観に従って業務を行う
- GitLabを使用する能力
- 必要に応じて出張可能で、会社の出張ポリシーを遵守できること
ENGLISH:
Senior Strategic Enterprise Account Executive - Manufacturing (Japan) - Must be based in Japan and does not require visa sponsorship.
Responsibilities
- Senior Strategic Enterprise Account Executive (Strategic Account Leader) will report to the Japan Enterprise Area Sales Manager.
- Support GitLab for our strategic and larger in Japan ideally with experience selling into Enterprise Customers.
- The ideal candidate will have experience working with Enterprise Accounts in FSI and Insurance customers but experience selling to other Industries will be considered.
- Contribute to root cause analysis on wins/losses.
- Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
- Take ownership of your book of business
- document the buying criteria
- document the buying process
- document next steps and owners
- ensure pipeline accuracy based on evidence and not hope
- Contribute to documenting improvements in our sales handbook.
- Provide account leadership and direction in the pre- and post-sales process
- Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
- Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
- Be the voice of the customer by contributing product ideas to our public issue tracker
- Travel as necessary to accounts in order to develop relationships and close large opportunities
- Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
- Expand knowledge of industry as well as the competitive posture of the company
- Prepare activity and forecast reports as requested
- Update and maintain Sales’ database as appropriate
- Assist sales management in conveying customer needs to product managers, and technical support staff
- Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
- Respond to RFP's and follow up with prospects.
- Develop an account plan to sell to customers based on their business needs.
- Build and strengthen the business relationship with current accounts and new prospects.
- Recommend marketing strategies.
Requirements
- A true desire to see customers benefit from the investment they make with you
- Able to provide high degree of government major account management and control
- Demonstrated progressive experience selling into government accounts with a comprehensive understanding of Manufacturing and Electronics customers and associated business processes.
- Work under minimal supervision on complex projects
- Proven success with B2B software sales
- Experience selling into large organizations
- Interest in GitLab, and open source software
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator (written/verbal), strong interpersonal skills
- Motivated, driven and results oriented
- Excellent negotiation, presentation and closing skills
- Preferred experience with Git, Software Development Tools, Application Lifecycle Management
- You share our values, and work in accordance with those values.
- Ability to use GitLab
#LI-YP1
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
