Responsibilities

We are looking for an exceptional Global Strategic Account Director to join our growing Japan team.
This is a senior strategic sales role focused on a small number of high-priority, Japan-headquartered multinational corporations. You will champion the development of global relationships and account strategies, helping Workato expand from individual country or subsidiary engagements into broader, enterprise-wide partnerships.
You will work closely with Japan headquarters, overseas subsidiaries, regional business units and Workato teams across the world to identify strategic opportunities, align executive stakeholders and create multi-region growth.

The role combines executive engagement, global account planning, commercial leadership and cross-regional orchestration. It is ideal for an experienced enterprise technology seller who understands both the Japanese business environment and the complexities of global multinational organizations.

We particularly welcome internationally experienced candidates based in Japan who are fluent in Japanese and English and have a proven track record of working with Japanese headquarters and global multinational organizations.

In this role, you will also be responsible to:

• Champion a small portfolio of strategic Japan-headquartered multinational corporate accounts.

• Develop and execute comprehensive global account plans spanning Japan headquarters, overseas subsidiaries, business units and regions.

• Build trusted relationships with C-level and senior executives across the customer’s global organization.

• Use Japan headquarters relationships and executive sponsorship to open doors and accelerate engagement internationally.

• Identify successful use cases and strategic initiatives from overseas regions and bring them back to Japan headquarters and other parts of the corporate group.

• Map customer organizations, business priorities, technology environments, buying centers, decision-makers and partner ecosystems.

• Identify enterprise-wide and repeatable use cases that can be scaled across countries and business units.

• Create and orchestrate large, multi-region strategic opportunities in collaboration with regional Account Owners.

• Coordinate closely with regional sales, customer success, pre-sales, professional services, partner and marketing teams.

• Work with local Account Owners, who retain responsibility for regional customer engagement, opportunity execution, procurement and closing.

• Align internal teams around a consistent global account strategy and customer experience.

• Lead global opportunity strategy, executive engagement, commercial planning and deal orchestration.

• Act as a strategic advisor to customers on automation, integration, orchestration and the governance of enterprise AI.

• Maintain clear visibility into global account plans, pipeline, risks, dependencies and next steps.

Requirements

Qualifications / Experience / Technical Skills

• 10+ years of enterprise technology sales experience, preferably in SaaS, PaaS, cloud, data, integration, automation or AI.

• Proven success selling complex solutions to large multinational enterprises.

• Experience managing Japan-headquartered companies or comparable global strategic accounts.

• Demonstrated ability to create and close large, multi-stakeholder opportunities across multiple countries, business units and buying centers.

• Track record of both new business development and expansion within strategic accounts.

• Experience engaging and influencing C-level executives.

• Experience working with regional sales teams, channel partners and cross-functional stakeholders across multiple geographies.

• Ability to influence and coordinate teams in a matrixed global organization.

Soft Skills / Personal Characteristics

Language and cultural capability

• Business-fluent Japanese, with the ability to engage credibly with senior Japanese executives.

• Fluent business English, with the ability to lead global internal and external discussions.Demonstrated experience working across Japanese and international business cultures.
  Comfortable managing relationships and priorities across multiple regions and time zones.

Personal characteristics

• Strategic, commercially minded and able to see beyond individual transactions.

• Strong executive presence and communication skills.

• Entrepreneurial, proactive and comfortable building new approaches.

• Highly collaborative, with the ability to align teams without direct authority.

• Skilled at navigating complex organizations and building consensus among diverse stakeholders.

• Customer-focused, persistent and capable of operating effectively in ambiguous environments.

(REQ ID: 2938)