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Open nowFirst seen 9 hours ago

Enterprise Account Executive- Japan

Upwind Security98 open roles

Where
Japan, Remote
Work mode
Remote
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Your applicationOpen nowEnterprise Account Executive- JapanUpwind Security · Japan, Remote

  1. YouYes, apply to this one.

  2. CV RocketCV written for this posting.

  3. 25 readersRecruiter, hiring manager, skeptic. Round after round.

  4. CV RocketApplied on Upwind Security's own form.

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The clock on this job

Early applications get read.

13.9% of postings close within 7 days. Measured by our own scanner across the market. Upwind Security postings stay open a median of 10 days.

Share of postings closed within
  1. 2.2%1 day
  2. 4.7%3 days
  3. 13.9%7 days
  4. 22.4%14 days
  5. 38.1%30 days
  6. 59.0%60 days
This job: first seen 9 hours ago

Upwind Security median: 10 days open

The posting

About Upwind As AI becomes embedded in production applications and business operations, the systems it can access are expanding to include sensitive data, internal tools, and cloud services. Upwind is The Cloud & AI Security Platform. We provide end-to-end protection across infrastructure, models, guardrails, applications, data, agents, and MCP. By learning a baseline of normal behavior from runtime activity, Upwind helps organizations assess their AI security posture, monitor their attack surface, and detect AI-related threats in real time. Our mission is to secure the next generation of infrastructure and AI, helping businesses innovate without fear. We foster a dynamic, fast-paced, and collaborative environment focused on excellence and customer success.

The Opportunity We are seeking a highly motivated and results-driven Enterprise Account Executive to join our expanding team in Japan. This is a critical role responsible for driving the adoption of Upwind’s platform across a defined territory of enterprise accounts. The ideal candidate has a deep understanding of the Japanese enterprise IT and security landscape, a proven track record in selling complex cybersecurity or cloud-native technology solutions, and exceptional communication skills.

Key Responsibilities Sales and Revenue Generation

  • Develop and execute a strategic sales plan to achieve and exceed quarterly and annual revenue targets within the assigned territory.
  • Manage the entire sales cycle, from prospecting and qualification to negotiation and closing significant enterprise deals.
  • Identify and target key decision-makers and influencers within target accounts, establishing strong relationships with C-level executives, security leaders, and cloud architects.
  • Conduct compelling product presentations and solution demonstrations tailored to specific customer needs and technical requirements, in collaboration with Solutions Architects.

Market and Customer Expertise

  • Become a trusted advisor to customers by building a deep understanding of their security challenges, including the secure adoption of cloud and AI, and of relevant industry regulations in Japan.
  • Maintain a strong pulse on the competitive landscape and emerging market trends in cloud and AI security across the Japanese market.
  • Effectively translate complex technical concepts into clear business value propositions for both technical and non-technical audiences.

Collaboration and Administration

  • Work closely with marketing, product, and Solutions Architect teams to ensure a coordinated and successful go-to-market strategy in Japan.
  • Accurately forecast sales opportunities and maintain comprehensive, up-to-date records of all sales activity in the CRM (e.g., Salesforce).
  • Attend industry conferences, seminars, and networking events to promote Upwind’s brand and generate leads.

エンタープライズアカウントエグゼクティブ(日本市場担当)

Upwind について AI が本番環境のアプリケーションや業務に浸透するにつれ、AI がアクセスできる対象も、機密データ、社内ツール、クラウドサービスへと広がっています。 Upwind は、The Cloud & AI Security Platform として、インフラ、モデル、ガードレール、アプリケーション、データ、エージェント、MCP までをエンドツーエンドで保護します。ランタイム(実行時)の挙動から正常な状態のベースラインを学習し、AI のセキュリティ態勢の評価、攻撃対象領域の監視、AI 関連の脅威のリアルタイム検知を支援します。 私たちのミッションは、次世代のインフラと AI を守り、企業が安心してイノベーションに挑戦できる環境を実現することです。卓越性とお客様の成功を重視し、ダイナミックでスピード感があり、協力し合える職場環境を大切にしています。

募集の背景 日本市場を担当するエンタープライズアカウントエグゼクティブとして、急成長中のチームに加わっていただける、意欲的で成果志向の方を募集します。本ポジションは、担当エリアのエンタープライズ顧客に対して、Upwind のプラットフォームの導入を推進する重要な役割です。日本のエンタープライズ IT およびセキュリティ市場への深い理解、複雑なサイバーセキュリティ製品またはクラウドネイティブ技術ソリューションの販売における実績、そして卓越したコミュニケーション能力をお持ちの方を求めています。

主な職務内容 セールスおよび売上創出

  • 担当テリトリーにおける四半期・年間の売上目標を達成し、さらに上回るための戦略的なセールスプランを策定・実行する
  • リードの開拓・選別(prospecting / qualification)から、交渉、大型エンタープライズ案件のクロージングまで、セールスサイクル全体を管理する
  • ターゲットアカウント内のキーとなる意思決定者および影響力のある関係者を特定してアプローチし、C レベルの経営幹部、セキュリティ責任者、クラウドアーキテクトと強固な関係を構築する
  • ソリューションアーキテクトと連携しながら、お客様固有のニーズや技術要件に合わせた、説得力のある製品プレゼンテーションおよびソリューションデモを実施する

市場・顧客に関する専門性

  • クラウドや AI の安全な活用を含むお客様のセキュリティ課題、および日本国内の関連する業界規制について深く理解し、お客様から信頼されるアドバイザーとなる
  • 日本市場におけるクラウドと AI のセキュリティ領域の競合状況や新たな市場トレンドを常に把握する
  • 複雑な技術的コンセプトを、技術者・非技術者の双方に伝わる明確なビジネス価値として説明する

連携および管理業務

  • マーケティング、プロダクト、ソリューションアーキテクトの各チームと緊密に連携し、日本における go-to-market 戦略を一貫性をもって成功に導く
  • 営業機会を正確にフォーキャストし、すべての営業活動を CRM(Salesforce など)に最新かつ網羅的に記録する
  • 業界カンファレンス、セミナー、ネットワーキングイベントに参加し、Upwind のブランド認知向上とリード獲得に貢献する

必須要件

  • 経験: エンタープライズ営業における 8 年以上の実績があり、そのうち 3 年以上は、日本の大企業に対して複雑なサイバーセキュリティソフトウェア、クラウドインフラ、または DevSecOps ソリューションを販売した経験
  • ビジネス文化への理解: 日本のビジネス文化を深く理解し、その中で成果を上げてきた実績。関連する業界分野における確立された人脈をお持ちであること
  • コミュニケーション力とチームワーク: 口頭・文書ともに優れたコミュニケーション能力を持ち、チームでの協働を重視できること

歓迎要件

  • ドメイン知識: 以下のいずれかに強みをお持ちの方は歓迎します(いずれも必須ではありません)
  • セキュリティ全般に関する知識、および AI・AI セキュリティに関する知識 クラウドコンピューティングプラットフォーム(AWS、Azure、GCP)、コンテナ技術(Docker、Kubernetes)、serverless 技術、最新のアプリケーション開発ライフサイクル(CI/CD)に関する知識
  • 語学力: 英語(読み書き・会話)に抵抗がなく、業務で使うことに前向きな方を歓迎します。流暢さは必須ではありませんが、英語の資料やグローバルのメンバーとのやり取りに積極的に取り組める姿勢を重視します

ご経験が完全に一致しなくても、お気軽にご連絡ください。 ご経験が求人内容と完全に一致しない場合でも、ぜひお気軽にご連絡ください。まずお話しすることで、あなたに合った他の選択肢も一緒に検討できます。

Requirements

Required Qualifications

  • Experience: 8+ years of successful enterprise sales experience, with a minimum of 3 years focused on selling complex cybersecurity software, cloud infrastructure, or DevSecOps solutions to large enterprises in Japan.
  • Cultural Acumen: Proven ability to navigate and succeed within the Japanese business culture, including established professional networks in the relevant industry sectors.
  • Communication and Teamwork: Excellent verbal and written communication skills, and a strong commitment to working as part of a team.

Preferred Qualifications

  • Domain Knowledge: Strengths in any of the following are a plus (none are required):
  • Security in general, and knowledge of AI and AI security Cloud computing platforms (AWS, Azure, GCP), containerization (Docker, Kubernetes), serverless technologies, and modern application development lifecycles (CI/CD)
  • Language: Comfort working in English, both written and verbal, is desirable. Fluency is not required, but a willingness to work with English-language materials and global teammates is important.

Even If You Don’t Meet Every Requirement: If your experience doesn’t perfectly match everything listed above, please don’t hesitate to reach out. Starting with a conversation allows us to explore other options that may be a better fit for you.

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