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Title:  Venue Account Executive

Job ID:  2344
Location: 

Tokyo, 13, JP, 060-0004

Category:  Sales
Description: 

Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise and data insights to clients across the globe. We’re here to help you make smarter decisions with insightful technology, industry expertise and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we’re there. And through it all, we deliver confidence with the right solutions in moments that matter. 

Short Description

We are seeking a high-energy, motivated Account Executive to represent DFIN as we continue to expand our market share as a virtual data room provider.  The Account Executive is responsible for selling virtual data room services for merger & acquisition (M&A) purposes to all levels within the advisory services communities which consist of investment banks, private equity firms, and law firms.  This is a fast-paced team with a high volume of transactional business where we are trying to increase our market share position. 

 

DFIN is utilized as a cloud content management tool in mergers, acquisitions, divestitures, capital raises, corporate restructuring, and other strategic transactions.  Given the importance of penetrating the top-tier accounts, this individual may be assigned to work as part of a sales team or independently to sell to prospects and existing clients with the purpose of ensuring our platform is the preferred provider of data room services in all assigned accounts.  The Account Executive will have the opportunity to engage with clients at social events such as sporting events and concerts, entertain them in fine restaurants, and in other fun interactive and creative ways.  This is an excellent opportunity to grow a successful sales career with a company with proven technology and strong brand awareness.

 

Responsibilities

  • Identify and establish relationships with investment bankers through prospecting and marketing leads for new accounts and expansion of contacts within existing accounts.
  • Meet or exceed set Key Performance Indicators (KPI’s), for example on number of calls and meetings and other sales based activities.
  • Identifies the need for, and collects, information to better understand client issues and problems.
  • Collects account history from all relevant DFIN departments and published sources.
  • Uses LinkedIn Sales Navigator or other relevant system to locate new senior Advisory professionals and builds on these contacts to create business relationships.
  • Develop sales strategy and account plans within account deck to gain greater market share to include proactive research of potential deal activities and trends.
  • Deliver the DFIN value proposition in the field, phone meetings and video conference.  Employs value based conversations to arrive at a highly differentiated solution.
  • Engages customers in “unscripted” dialogue that focuses on addressing the customer’s problems.
  • Articulates the value DFIN solutions can solve, leveraging the strength of the DFIN brand, scale, and market position to place DFIN at a competitive advantage.
  • Build and maintain strong sales pipeline and forecast, through discovery calls and meetings.
  • Drive the sales process and manage the contract and approval process of new deals, including negotiating on price
  • Conducts opportunity and account review sessions with manager using our Customer Engagement Model tools. Completes required reports by deadline, maintains accurate forecast.
  • Manage all information in our Salesforce CRM system related to the account(s).

Essential Qualifications

  • Bachelors’ degree or equivalent experience
  • 2-5 years of technology or software sales experience
  • (Including) at least 12 months of relevant experience in a quota bearing sales role.
  • Ability to effectively communicate in Japanese and English.
  • Developed prospecting and researching skills.
  • Ability to run customer meetings, product demonstrations and customer presentations
  • Must be able to be situational fluent in front of the customer, to be ready to respond and to adapt to what they are saying and to respond to objections by differentiating the DFIN solution and value.
  • Ability to manage a high transactional book of business, with a focus on driving a large amount of sales activity into the defined territory list.
  • Demonstrates tenacious sense to urgency to address client issues.
  • Must be a good communicator and skilled at developing relationships through sales outreach.
  • Demonstrates the ability to prioritize critical activities
  • Able to think and act creatively and tactically.
  • A positive attitude and professional demeanor is essential along with the flexibility to work in a fast paced, rapidly changing environment with many clients.
  • Entrepreneurial attitude.
  • Actively uses Twitter, LinkedIn and other “social selling” tools to connect positively with new and existing customers.

Desired Qualifications

  • Minimum 2 years of relevant experience in a quota bearing sales role.
  • Salesforce CRM system experience.
  • Demonstrated ability to work effectively cross functionally with internal resources to ensure customer success.
  • A proven history of being intellectually curious and a fast learner.
  • A track record of being a team player.
  • General knowledge of mergers and acquisitions and broader financial services industry.
  • Good working knowledge of SaaS environments, business applications, industry trends and initiatives.


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