Account Executive (Japan)

DescriptionAbout O’Reilly MediaO’Reilly’s mission is to change the world by sharing the knowledge of innovators. For over 45 years, we’ve inspired companies and individuals to do new things—and do things better—by providing them with the skills and understanding that’s necessary for success.At the heart of our business is a unique network of experts and innovators who share their knowledge through us. O’Reilly Learning offers exclusive live training, interactive learning, a certification experience, books, videos, and more, making it easier for our customers to develop the expertise they need to get ahead. And our books have been heralded for decades as the definitive place to learn about the technologies that are shaping the future. Everything we do is to help professionals from a variety of fields learn best practices and discover emerging trends that will shape the future of the tech industry.Our customers are hungry to build the innovations that propel the world forward. And we help you do just that.Learn more: https://www.oreilly.com/about/DiversityAt O’Reilly, we believe that true innovation depends on hearing from, and listening to, people with a variety of perspectives. We want our whole organization to recognize, include, and encourage people of all races, ethnicities, genders, ages, abilities, religions, sexual orientations, and professional roles.Learn more: https://www.oreilly.com/diversityAbout The TeamJoin a forward-thinking sales team that empowers businesses worldwide with the O’Reilly Learning Platform. At O’Reilly, we don’t just drive digital transformation—we shape the future of learning. If you’re passionate about consultative sales and thrive in a collaborative, high-performance environment, this is your opportunity to grow and make an impact.At O’Reilly, you’ll be supported by a robust sales infrastructure designed to maximize your success. Our Sales Development Representatives and Sales Enablement team provide targeted lead generation and prospect insights to help you focus on consultative selling. Our product designers and engineers continuously enhance the platform, while our editorial team curates world-class content and training. Additionally, our Customer Success team ensures seamless onboarding, ongoing engagement, and critical support for your customers.O’Reilly is committed to innovation and customer success, equipping you with the resources, technology, and support you need to excel as a sales professional.About The RoleIn this role, you will be responsible for qualifying, engaging, and closing new business opportunities in Japan across various industries within the technology and learning sectors. As a key member of our Japan sales team, you’ll develop deep expertise in O’Reilly’s solutions and work closely with prospects to help them achieve their learning and development goals. In this fast-paced and evolving industry, your ability to build meaningful relationships and adapt strategies will be key to driving success.O’Reilly Media provides a high-energy, results-driven sales environment where commitment and collaboration are key. As a valued team member, you’ll benefit from a world-class work culture, competitive compensation and benefits, strong leadership support, and a company dedicated to empowering your success.This position is based in Japan and primarily follows a remote work model, with access to an office in Tokyo.What You’ll DoResearch and identify potential prospects for the O’Reilly Media Learning Platform by developing deep market and industry expertiseCollaborate with Sales Development Representatives (SDRs) and sales leadership to define and prioritize key industries and target organizationsServe as the go-to expert for your assigned accounts and their industries while maintaining a thorough understanding of their challenges, goals, competitors, and industry landscapeRegularly share insights and updates with internal stakeholders to support successful deal closures and ensure a seamless first-year experience for clients.Engage with prospects through multiple channels, including email, phone calls, online demos, and in-person meetings, to generate interest in O’Reilly Media services within the defined target companiesLead and manage sales opportunities from first contact to close, using a consultative approach to build trust and create long-term value for clientsDrive a strong and active sales pipeline to consistently meet or exceed revenue targetsEffectively communicate O’Reilly Media’s value proposition to key decision-makers and stakeholders within prospect organizationsFollow up on trial accounts and prospects, identifying funding opportunities, customizing value propositions, and securing commitments to finalize deals.Update and manage account and pipeline records using CRM tools such as Salesforce, ensuring accurate sales trackingDeliver accurate sales forecasts and performance reports on a monthly basis Engage in ongoing sales meetings and training to enhance skills and stay up to date on best practices and industry trendsConsistently achieve or exceed assigned sales quotasApply proven sales methodologies, such as Challenger Sales, to develop strong client relationships and close strategic dealsThe responsibilities outlined above define the core functions of this role but may evolve to meet business needs. Management may adjust assignments as necessary, including for reasonable accommodations or other business reasons, to ensure effectiveness and support both the company and employees.What You’ll HaveRequired: 5+ years of proven success in new sales, specifically targeting Global 2000 accountsExperience in cloud-based corporate learning solutions or technology services.Strong understanding of subscription-based business modelsTraining or experience with consultative sales methodologies, such as Challenger SalesStrong business acumen with a solid understanding of general business principlesExcellent communication skills (both verbal and written), with experience engaging through email, phone, web interactions, and in-person meetingsStrong organizational skills, with a demonstrated track record of successfully utilizing web-based selling tools, such as Salesforce, SalesLoft, LinkedIn Sales Navigator, and DiscoverOrgStrong interpersonal skills with a history of success in highly collaborative team environmentsRelationship-driven approach with experience managing complex accountsStrong ability to prioritize and manage multiple tasks effectively in a dynamic, collaborative sales environmentFluency in both Japanese and English (spoken and written) is highly desirableLocation requirement: Candidates must be located in Japan.Preferred:Bachelor’s degree in business, sales, or a related field is a plus, but not required. Relevant experience will also be consideredExperience working with technology, learning & development, or human resources