Channel Account Manager - Japan

Japan

S&M – Sales /

Full-time /

Remote

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their educations and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

The Role

Reporting to the APAC Director, the role of the Channel Account Manager (Japan) will focus on proactively managing the alignment with Parchment channel partners to achieve quota attainment and ensure the delivery of exceptional customer experience. Additionally, the Channel Account Manager (Japan) will be expected to conduct direct selling in Japan and navigate opportunities as best conducted either through channel partners or Instructure directly. The Channel Account Manager (Japan) will be a main point of contact and trusted advisor within Japan to demonstrate a customer path to value that helps achieve high levels of customer retention, loyalty and ongoing ROI, both with direct institution customers and via our channel partners.

The Channel Account Manager (Japan) is expected to use consultative and strategic selling skills along with a strong understanding of the Educational Technology industry. Help channel partners meet channel program expectations and protect the Instructure brand. Help manage and facilitate expectations from Japanese channel partners and direct institution engagement, by providing clear translation of requirements or requests and managing responses as agreed.

The Channel Account Manager (Japan) will be an enthusiastic and engaged person, who takes pride in working to a high standard and has a genuine desire to service customers/channel partners in an effective manner. You will be required to meet regularly with key customer stakeholders, developing strong relationships and providing timely propositions and resolutions. You will act as a natural link between Delivery, Customer Support and Development in driving a positive overall experience and helping translate from Japanese to English.

By ensuring customers are satisfied and benefiting from Parchment’s solutions, you will help with initiatives such as generating effective case studies, conducting webinars, feature update videos and producing other artifacts and collateral to promote greater awareness and means for customers to share ideas and benefits of Parchment’s solutions.

Responsibilities:

• Discover and manage sales opportunities with all designated partners in territory, providing accurate sales forecast

• Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements in Salesforce

• Management and execution of territory planning

• Meet with partners, participate in joint sales calls to customers and assist partners in closing opportunities

• Assist partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources

• Train partners on product, processes, and effective sales techniques

• Coordinate partner access to sales engineering, field marketing and overlay resources as appropriate

• Conduct direct selling to institutions where channel partner option is not relevant

• Disseminate all communications and announcements to and from Japanese/English

• Coordinate local partner participation in events and campaigns

• Drive product promotions and programs

• Attend events and conference calls, as designated by management

• Maintain a high level of knowledge on all products, programs and promotions

• Manage tasks to completion per project schedule, or direction from manager/management independently

• Support the development of collateral related to Instructure sales for channel partners

Requirements:

• Fully fluent in Japanese and English

• Understanding of technology use in education marketplace and companies

• 4+ years’ of related experience in the channel management with Channel Partners

• Proven success of building strong relationships and partnerships

• 3+ years of direct selling experience

• Minimum of intermediate understanding of company financial measures

• Engaging, friendly and articulate over the phone, and professional in written communications

• Self-motivated and competitive with the ability to prioritize and manage competing demands in a fast-paced environment

• Create internal & customer facing presentations and materials (email etc.)

• Experience with Salesforce and Microsoft Office Tools

• Manage multiple, competing demands to reach project deliverables and meet deadlines

• Ability to engage with cross-functional work teams

• Demonstrate strong written and oral communication skills

• Ability to travel

Get in on all the awesome at Instructure:

• Excellent benefits and perks, because we want you to be happy and healthy

• iMacs or Macbooks

• Most importantly, you get to work with a tight knit team who embrace innovation and are committed to being excellent at what they do

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.

All Instructure employees are required to successfully pass a background check upon being hired.

EOE Veteran/Disability