R3 is an enterprise blockchain software firm working with a broad ecosystem of more than 300 members and partners across multiple industries from both the private and public sectors to develop on Corda, our open-source blockchain platform, and Corda Enterprise, a commercial version for enterprise usage.
Our global team of over 300 professionals in 13 countries is supported by over 2,000 technology, financial, and legal experts drawn from our global member base.
Our Corda platform is already being used in industries from financial services to healthcare, shipping, insurance and more.
It records, manages, executes institutions’ financial agreements in perfect synchrony with their peers, creating a world of frictionless commerce.
Orchestrates and leads the execution of the account strategy, incorporating sales plans to close Corda Enterprise Software Licenses, Support, and Professional Services contracts
Work with R3’s Strategic Alliance Team to map partner capabilities and opportunities within the Strategic Account
Being the Sales Lead on the account(s) with a primary focus on Corda Enterprise License growth in partnership with Professional Services
Responsible for orchestrating R3 virtual team members around a single, multi-year account strategy
Coordinates all customer-facing functions, including executive sponsor engagement, HQ visits, workshops, and customer events - all to achieve tighter more profitable business plans, thus increasing customer satisfaction and further solidifying the SAE’s position as a trusted advisor
Completes long-term business strategy, education, and planning and creates the R3 innovation roadmap with the customer
Drives and identifies co-innovation opportunities then facilitates moving from pipeline to delivery of these opportunities
Develops long term C-level relationships, builds and manages a strong joint R3 customer governance model, and ensures that the R3 assigned executive sponsor is appropriately engaged
Proactively identifies customer problems and proposes R3 solutions in addition to those already identified
Creates barriers to entry for competitors, protecting R3’s base
Works with technical staff to drives adoption of Corda Enterprise within the client developer community
Provides leadership around business case development and value realization / ROI
Education & Experience
10+ years of business experience in Sales or Consulting with complex business software / IT solutions
5+ years of Global Account Management experience / leading account teams in a virtual and matrixed organisation
Executive-level communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialog under challenging conversations
Possess strong presentation skills and command credibility with senior executives
Several years in a direct, quota-carrying sales roles with a proven track record of achieving and / or exceeding consistent quarterly and annual targets
Accurate Sales Forecaster with confidence with Quarterly Business Reviews, and overall deal / pipeline cadence
Knowledge of financial, competitive, regulatory environment (as applicable)
Experience in Pricing, Proposal Management, and Software / SAAS and IT Professional Services Contract Negotiations
Demonstrated leadership abilities to lead business discussions with customers and architect the value of the R3 Corda Enterprise solution
High Tech, Financial, and SAAS Industry Expertise strongly preferred as well as experience working platform solutions
Knowledge of the Distributed Ledger Technology ecosystem a plus
A problem solver and team player with an entrepreneurial spirit
Excellent business communication skills in Japanese