Partner Specialist (SDR)

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Job details

Company overview

We are a global IT services and consulting company that supports business transformation through digital, technology, and consulting services. We provide digital strategy, IT consulting, systems integration, and outsourcing services, aiming to drive industry innovation and efficiency. Additionally, we leverage our global network and advanced technologies to deliver optimal solutions to our clients.

Responsibilities

The Partner Advisor is a dedicated point of contact for cloud partners, guiding them through all stages of business development to build and grow their cloud business and provide the best experiences for end customers. The core responsibilities include:

• Sales and Upselling:
  • Conduct inbound and outbound product/service sales and upselling.
  • Execute daily outbound phone calls/emails, contact decision makers, build quick rapport, and assess needs.
  • Explain technical products/solutions and value propositions to businesses across various verticals and sizes, detailing how they address client needs.
  • Execute outbound prospecting campaigns to source, contact, and engage prospective customers interested in evaluating products.
  • Develop and lead outbound campaigns from idea generation through to initial pitch and pipeline qualification.
  • Lead and contribute to team projects to develop and refine the sales process.
  • Develop and codify best practices and sales workflows for interactions with prospects.
  • Achieve or exceed monthly sales quotas.
  • Reach out to existing customers to pitch new ancillary products or increase spending on currently used products.
  • Troubleshoot small technical setup issues or route them to relevant teams.
• Renewals (Cloud):
  • Manage the customer renewal sales process, identifying up-sell and cross-sell opportunities within accounts, and closing these agreements before contract expiration.
  • Educate customers on digital products.
  • Participate in the design, development, and implementation of programs to increase cloud renewals business.
  • Analyze data trends, market dynamics, and customer performance, identify opportunities, and create implementation plans to maximize results.
  • Support regional leads and partner community with training, materials, and ongoing support.
  • Engage and coordinate internal groups as needed to resolve customer issues and maximize customer retention.
  • Increase the number of upgrade executions.
  • React to client business needs and adapt internal procedures to provide services.
  • Manage daily renewal opportunities in the CRM system.
  • Work with account managers to provide clarity around executing upgrades.

Requirements

• Minimum of 2 years of experience in consultative solution selling in a B2B environment for technology products.
• Bachelor's degree in Business, Management, Sales, Marketing, or a related field (Technical degree is desired).
• Native-level proficiency in Japanese.
• Advanced proficiency in English.
• Ability to connect and add value to a broad range of customers with excellent interpersonal and listening skills.
• Outgoing and confident in outbound phone sales with an excellent phone manner; able to handle a complex sales cycle involving multiple contacts within a company.
• Thrive in a fast-paced, high-growth, rapidly changing environment.
• Proven success in acquiring new clients, including experience in cold calling and presenting sales pitches.
• History of achieving or exceeding quotas.
• Knowledge of CRM systems.
• Analytical mindset and self-motivated to achieve personal and team goals.
• Organized with strong pipeline management, time management, and prioritization skills.
• Coachable with the ability to incorporate feedback and iterate sales pitch and positioning.
• Solid understanding of IaaS, PaaS, SaaS industry, cloud computing concepts, and the competitive landscape in the cloud service provider world.

Salary

6 - 8 million yen

Location

Tokyo