Account Manager (Remote Japan)

At Gurobi Optimization, we're on a mission!

A mission that focuses on mathematical optimization. We empower our customers to expand their use of mathematical optimization technology in order to make smarter decisions and solve some of the world's toughest and most impactful business problems. We're looking for passionate, dedicated, innovative game-changers to join our team and drive the future of Gurobi. 

As an Account Manager—Japan at Gurobi Optimization, your role is multifaceted and includes three core responsibilities. Firstly, you will manage and execute the renewal process for Gurobi’s software licenses. This pivotal role requires close collaboration with sales management to ensure renewals are processed promptly and accurately, maintaining strong client relationships and revenue continuity.

Secondly, you will focus on expanding Gurobi's presence within our current client base. This involves nurturing existing client relationships, identifying opportunities for upselling or cross-selling Gurobi’s solutions, and strategically positioning our offerings to meet evolving client needs. Your efforts will contribute directly to increasing client satisfaction and driving revenue growth.

Thirdly, you will manage incoming leads within your designated territory. This includes guiding these opportunities through the sales pipeline, from initial contact to contract closure. Through proactive lead generation and effective sales strategies, you will promote Gurobi's excellence to commercial clients across various industries and geographic locations, both large and small.

What you will be doing?

• Manage the end-to-end license renewal process, including preparing renewal quotes, negotiating terms, and closing renewal deals.
• Communicate with customers to understand their needs and ensure a smooth renewal experience.
• Assist in resolving any issues related to license renewals, including billing and contract discrepancies.
• Drive revenue growth by identifying opportunities to sell Gurobi's software solutions.
• Present, promote, and sell Gurobi software to new potential customers (inbound leads) and existing clients.
• Establish, develop, and maintain positive business relationships with customers, ensuring their satisfaction with Gurobi's products and services.
• Secure and expand relationships with key customers through face-to-face meetings, addressing their needs and challenges.
• Develop an extensive network of contacts within each customer organization, identifying all key stakeholders involved in the buying process.
• Participate in trade shows and company training events to expand outreach and connect with potential customers.
• Work towards achieving agreed-upon sales targets and outcomes within the designated timeframe.
• Collaborate with other team members within the sales organization and cross-functional teams to coordinate sales efforts effectively.
• Maintain a comprehensive Customer Relationship Management (CRM) system, ensuring it contains up-to-date customer information, interactions, and sales opportunities.
• Provide management with detailed reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Stay informed about industry best practices, competitive threats, and developments in the optimization space to remain competitive.
• Continuously improve your skills and knowledge through company-provided and independent development and training opportunities.

What experience and qualifications should you have?

• A BA/BS degree or equivalent is a mandatory requirement.
• Possess 3-5 years of experience in Sales or Account Management roles, with exposure to various field facets. International experience is advantageous.
• Demonstrate at least 3 years of experience in B2B software sales within the technology sector, with a preference for optimization and analytics solutions expertise.

What skills and abilities should you have?

• Proven track record of success in account management, demonstrating high drive and achievement.
• Strong understanding of software licensing and renewal processes.
• Proficient in consultative selling, approaching sales with confidence and enthusiasm.
• Effective communication skills, both orally and in writing, facilitating solid interpersonal connections and rapid rapport building.
• Strong critical thinking abilities, capable of simplifying complex situations for effective problem-solving.

What other requirements should you have?

• Proficient in B2B SaaS sales.
• Fluent in macOS, Microsoft 365, and Power BI.
• Comfortable with learning and using Salesforce.
• Trained in negotiation techniques, providing a strong foundation for negotiation skills.
• Utilizes CRM and analytics tools methodically and precisely for efficient business operations.
• Skilled at initiating contact with inbound leads and expanding connections to key stakeholders to close deals.
• Driven by a competitive mindset and a desire for achievement.
• Highly self-motivated and capable of working efficiently in a remote work environment.

Your Alignment with our Gurobi Core Values:

• Customer Focus: Verbal & written communication skills that bring clarity and build trust. 
• Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others.
• Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team. 
• Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance. 
• Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.