Major Banking Account Executive

Position Summary:

We are looking for an experienced bilingual (Native Japanese and Business English) Account Executive to build on the existing relationship with a major Japanese banking client. This is a focus account for the business unit and there are strong expectations for its rapid expansion.

This Account Executive will be responsible for identifying new opportunities through collaboration with the local Banking practice, global teams and Centre of Excellence to develop winning proposals, sell our IT solutions and consulting offerings, close deals and manage contracts. The individual should be able to demonstrate strong performance and ability to secure results in fast-paced environments.

A successful Account Executive is able to balance client satisfaction and engagement with Capgemini’s IT and consulting solutions/services with internal sales quotas.

Responsibilities:

Business Development
  • Strongly understand the client’s context and challenges, driving conversations to identify opportunities to apply Capgemini IT and consulting solutions.
  • Lead creation of winning proposals.
  • Negotiate contracts and close agreements to maximize account contribution margin.
  • Identify resource requirements and track supply progress against demand.
  • Demonstrate passion and results focus

Account Management

  • Serve as the lead point of contact for all customer account management matters. Develop a trusted advisor relationship.
  • Deal with challenging requests or escalate as necessary.
  • Liaise with cross-functional internal teams (internal practice and delivery members) to grow opportunities and improve client experience.
  • Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
  • Complete necessary account documentation and sales reports on account status in Japanese and English.
  • Attend sales calls to provide updates on account progress.
  • Regularly maintain sales data within Salesforce.

Stakeholder Engagement
:

  • Deliver sales presentations to, and lead sales discussions / negotiations with, senior client stakeholders.
  • Effectively answer queries from, and manage expectations of, clients and internal leadership.
  • Communicate to Japan BU and APAC leadership clearly on significant updates, risks and issues.

Pivotal Experience & Expertise
:
  • Business Development and Growth: 12 years + experience in business development including proven ability to win deals with Tier 1 Japanese Banking clients. Experience from a consulting firm and/or global IT service firm is preferable, closing 10 M+ USD deals.
  • Account Management: A proven track record in managing major financial services accounts over 20 M+ USD.
  • Breadth of Technology Expertise: Broad technology and consulting sales expertise within the Banking Industry including selling industry-specific solutions and cloud solutions.
  • Communication: Strong written and verbal communication skills in English and Japanese is essential, including listening, presentation, facilitation and negotiation with senior stakeholders/ C-Suite level.
Experience within a matrixed organization, although not essential, is highly appreciated.

Language Proficiency:

  • Bilingual (Japanese - Fluent, English - Fluent
Location: Tokyo

Ref:

2022-JP-338

投稿日:

2022年06月16日

経験レベル:

Experienced (non-manager)

学歴レベル:

Bachelor's degree or equivalent

契約タイプ:

Permanent

勤務場所:

Tokyo

Department:

Sales