Enterprise Account Executive-TMT

📌 Core Information

🔹 Job Title: Enterprise Account Executive - TMT

🔹 Company: ServiceNow

🔹 Location: Tokyo, Japan

🔹 Job Type: Full-time

🔹 Category: Sales

🔹 Date Posted: April 23, 2025

🔹 Experience Level: 7+ years

🔹 Remote Status: On-site (Tokyo office)

🚀 Job Overview

Key aspects of this role include:

• Driving new business sales revenue through account and territory planning
• Building and maintaining relationships with C-suite personas across multiple products
• Orchestrating account strategies across a broad virtual team
• Acting as a trusted advisor to customers by understanding their business and IT roadmap

ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to work effectively with cross-functional teams.

📋 Key Responsibilities

✅ Develop and execute account and territory plans to drive new business sales revenue

✅ Establish and maintain relationships with C-suite personas across multiple products

✅ Oversee client relationship mapping and orchestrate account strategies across a broad virtual team

✅ Act as a trusted advisor to customers by understanding their business and IT roadmap and advising on ServiceNow's capabilities

✅ Identify and engage the right specialist/support resources to bring into a deal at the right time

ASSUMPTION: This role requires a strong focus on customer success and a collaborative approach to working with internal teams.

🎯 Required Qualifications

Education: Bachelor's degree or equivalent experience

Experience: 7+ years of sales experience within a software or solutions sales organization

Required Skills:

• Fluency in Japanese (mandatory)
• Proven ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
• Strong problem-solving skills and the ability to understand the "bigger picture" of IT
• Ability to promote a customer success focus in a "win as a team" environment

Preferred Skills:

• Experience in the technology, media, and telecommunications (TMT) industry
• Knowledge of ServiceNow products

ASSUMPTION: Given the requirement for Japanese fluency and authorization to work in Japan, this role is likely targeted at local candidates with relevant sales experience.

💰 Compensation & Benefits

Salary Range: Based on industry standards for experienced sales roles in Tokyo, the estimated salary range for this position is ¥12,000,000 - ¥18,000,000 per year. This range is inclusive of base salary and variable compensation.

Benefits:

• Comprehensive health, dental, and vision insurance
• Retirement savings plan with company match
• Generous time off policies, including vacation, sick time, and company holidays
• Employee stock purchase plan
• Tuition reimbursement and professional development opportunities

Working Hours: Full-time position with standard business hours (Monday - Friday, 9:00 AM - 6:00 PM JST). Occasional evening and weekend work may be required to meet customer needs.

ASSUMPTION: The salary range provided is an estimate based on market research and may vary depending on the candidate's experience and qualifications. ServiceNow offers a competitive benefits package to attract and retain top talent.

📌 Applicant Insights

🔍 Company Context

Industry: ServiceNow operates in the software development industry, focusing on enterprise cloud, service management, and custom app development.

Company Size: ServiceNow is a large organization with over 10,000 employees globally. This size offers opportunities for career growth and exposure to diverse projects.

Founded: ServiceNow was founded in 2004 and has since grown to become a global market leader in AI-enhanced technology for businesses.

Company Description:

• ServiceNow provides an intelligent cloud-based platform that connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work.
• The company serves over 8,100 customers, including 85% of the Fortune 500, and has a strong presence in the technology, media, and telecommunications (TMT) industry.
• ServiceNow is committed to making the world work better for everyone and fostering an inclusive and diverse work environment.

Company Specialties:

• Service Management
• Enterprise Cloud
• Custom App Development
• Platform
• IT Service Management (ITSM)
• Security Operations
• Customer Service Management
• IT Operations Management (ITOM)
• Governance, Risk, and Compliance (GRC)
• Human Resources Service Delivery
• Digitizing workflows

Company Website: ServiceNow.com

ASSUMPTION: ServiceNow's large size and global presence offer opportunities for career growth and exposure to diverse projects. The company's focus on AI-enhanced technology and customer success makes it an attractive employer for sales professionals.

📊 Role Analysis

Career Level: This role is at the senior level, requiring a proven track record in sales and a strategic mindset.

Reporting Structure: The Enterprise Account Executive reports directly to the Regional Sales Manager and works closely with cross-functional teams, including Solutions Consultants, Solutions Specialists, Success resources, Partners, and Marketing.

Work Arrangement: This role is based in Tokyo, Japan, and requires on-site work at the Ark Mori Building office. Occasional travel may be required to meet customer needs.

Growth Opportunities:

• Progression to a sales management or leadership role within ServiceNow's sales organization
• Expansion into new markets or product lines as the company continues to grow
• Development of skills in areas such as account management, strategic planning, and team leadership

ASSUMPTION: This role offers opportunities for career growth and development within ServiceNow's sales organization. The company's strong focus on customer success and strategic planning provides a solid foundation for professional growth.

🌍 Location & Work Environment

Office Type: Modern, collaborative office space in the Ark Mori Building, Tokyo

Office Location(s): Ark Mori Building, 1-12-32 Akasaka, Minato-ku, Tokyo 107-6012, Japan

Geographic Context:

• Tokyo is a major global city and the capital of Japan, offering a vibrant culture, diverse dining options, and excellent public transportation.
• The Ark Mori Building is located in the heart of the Minato-ku ward, close to numerous shopping, dining, and entertainment options.
• The office is easily accessible by public transportation, with the Akasaka Station (Chiyoda Line) and Tameikesanno Station (Ginza, Hibiya, and Namboku Lines) nearby.

Work Schedule: Standard business hours (Monday - Friday, 9:00 AM - 6:00 PM JST) with occasional evening and weekend work as needed to meet customer needs.

ASSUMPTION: The office location in the Ark Mori Building provides a modern and collaborative work environment, with easy access to public transportation and nearby amenities.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the hiring manager
• In-depth behavioral and situational interviews with cross-functional team members
• Final interview with the Regional Sales Manager
• Background check and offer extension

Key Assessment Areas:

• Sales experience and track record
• Language skills (Japanese fluency)
• Problem-solving and strategic thinking
• Customer focus and relationship-building skills
• Adaptability and cultural fit

Application Tips:

• Highlight relevant sales experience and achievements in your resume
• Tailor your cover letter to demonstrate your understanding of ServiceNow's products and the TMT industry
• Prepare for behavioral and situational interview questions that focus on your sales experience and problem-solving skills
• Research ServiceNow's products, company culture, and values to show your enthusiasm for the role

ATS Keywords: Enterprise Account Executive, TMT, Sales, Account Planning, Territory Planning, Business Development, C-Level Relationships, Negotiation, Customer Success, AI Integration, Relationship Building, Problem Solving, Workflow Automation, Insights Analysis, Team Collaboration, Strategic Thinking, Client Advisory, Trust Building

ASSUMPTION: The application process for this role is likely to be competitive, with a strong focus on sales experience and language skills. Applicants should be prepared to demonstrate their problem-solving skills and understanding of the TMT industry.

🛠️ Tools & Technologies

• Salesforce
• Microsoft Office Suite
• Google Workspace
• ServiceNow's product suite (e.g., ServiceNow ITSM, ServiceNow CSM, ServiceNow ITOM)

ASSUMPTION: This role requires proficiency in sales tools such as Salesforce and Microsoft Office Suite. Familiarity with ServiceNow's product suite is preferred but not required, as training will be provided.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsessed
• Integrity
• Teamwork
• Accountability
• Agility

Work Style:

• Collaborative and team-oriented
• Results-driven and focused on customer success
• Adaptable and open to change
• Transparent and communicative

Self-Assessment Questions:

• Do you have a proven track record of success in sales, with a focus on building and maintaining relationships with C-suite personas?
• Are you fluent in Japanese and comfortable working in a multicultural environment?
• Do you thrive in a collaborative, team-oriented work environment and enjoy working with cross-functional teams?

ASSUMPTION: ServiceNow values a customer-obsessed, collaborative, and results-driven work environment. Applicants should be comfortable working in a multicultural setting and demonstrate a strong commitment to customer success.

⚠️ Potential Challenges

• Managing a large territory or account portfolio, requiring strong organizational and time management skills
• Navigating a complex, matrixed organization with multiple stakeholders
• Adapting to a fast-paced, ever-changing work environment
• Balancing the demands of customer needs with internal team dynamics

ASSUMPTION: This role presents challenges related to territory management, organizational complexity, and adaptability. Applicants should be prepared to manage a large workload and navigate a dynamic work environment.

📈 Similar Roles Comparison

• Compared to other sales roles, this position focuses more on strategic account planning and relationship-building with C-suite personas
• In the TMT industry, this role requires a strong understanding of technology trends and their impact on business operations
• Career progression in this role may lead to sales management or leadership positions within ServiceNow's sales organization

ASSUMPTION: This role differs from other sales positions in its focus on strategic account planning and relationship-building with C-suite personas. Applicants should have a strong understanding of the TMT industry and be prepared to manage complex, strategic sales cycles.

📝 Sample Projects

• Developing a comprehensive account plan for a large TMT customer, including target personas, messaging, and tactical execution
• Collaborating with cross-functional teams to deliver a successful customer implementation or renewal, ensuring customer satisfaction and retention
• Conducting market research and analysis to identify new sales opportunities within the TMT industry

ASSUMPTION: These sample projects reflect the strategic, collaborative, and customer-focused nature of the role. Applicants should be prepared to manage complex, strategic sales cycles and work effectively with cross-functional teams.

❓ Key Questions to Ask During Interview

• Can you describe the typical sales cycle for an Enterprise Account Executive in the TMT industry?
• How does ServiceNow support the success of its sales team, both in terms of training and resources?
• What is the company's approach to customer success, and how does this role contribute to that strategy?
• How does ServiceNow foster a culture of collaboration and teamwork within its sales organization?
• What opportunities exist for career growth and development within ServiceNow's sales organization?

ASSUMPTION: These interview questions focus on the role's specific responsibilities, the company's sales strategy, and opportunities for career growth and development. Applicants should be prepared to ask thoughtful, informed questions that demonstrate their interest in the role and the company.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the following link: Apply Now
• Tailor your resume to highlight your relevant sales experience, achievements, and skills
• Write a cover letter that demonstrates your understanding of the TMT industry, ServiceNow's products, and your fit for the role
• Prepare for behavioral and situational interview questions that focus on your sales experience and problem-solving skills
• Follow up with the hiring manager one week after submitting your application to express your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.