Technical Account Manager - Japan

This role is posted on behalf of Portcast, a startup supported by SGInnovate.

Background

Portcast is Singapore-based B2B SaaS platform providing real time vessel and container visibility, tracking and dynamic predictive analytics for LSPs, LogTech, Shippers & BCOs. We're focused on building the next-gen visibility platform to predict how cargo moves across the world and enable data-driven decisions. Backed by some of the major investors in the tech industry, we believe that the logistics industry is at the inflection point of large-scale digitization. We are a team of ambitious industry experts, data storytellers and passionate engineers. We offer a fast-paced, innovative environment where you will be empowered to sell our AI-product to C-level executives. We are customer-obsessed and are constantly working to provide our customers access to actionable and insightful data to build resilient supply chains. By leveraging proprietary machine learning algorithms and real-time external market data, Portcast empowers its clients achieve real-time visibility, reduce operational costs and improve customer experience, thereby improving supply chain profitability. Our proprietary data analytics engine is custom-designed for the logistics industry.

About the role:

We are seeking a driven, customer-centric, innovative, and results-oriented Account Manager to focus on the Japanese market. You will be instrumental in establishing and expanding our market presence. This role involves handling and supporting Customer Success and working closely with our channel partner in Japan. It is a combination of hunting for new business, being deeply involved with the product, and managing the partner account. You will handle and solve technical queries from leads in Japan and leads from our partner.

What success looks like in this role:

Consistently meeting or exceeding the company's quarterly and annual sales goals within the Japanese market through your ambitious approach in sales & account management.

A consistent and growing stream of clients in Japan opting for paid trials and subsequently becoming customers.

What You'll Do:

• Develop and execute a strategic sales plan tailored to the Japanese market to expand our customer base and solidify our market presence.
• Handle and solve technical queries from leads in Japan or leads from our partner.
• Work closely with Customer Success, translating Japanese to English to ensure a smooth handover of accounts after closing, facilitating a seamless transition for trial management and ongoing customer support.
• Lead end-to-end sales processes, from lead generation to closing SaaS contracts with senior executives in Japanese B2B companies.
• Proactively hunt for new customers and nurture leads within Japan, leveraging your personal network, proactive lead generation efforts, and market insights.
• Drive pipeline growth by identifying and engaging potential clients in Japan, as well as forecasting sales targets.
• Collaborate with marketing and product teams to refine sales assets and product offerings to suit the Japanese market.
• Provide regular updates on sales metrics, pipeline status, challenges, and support needs, while also offering insights for product improvements specific to the Japanese market.

To thrive in this role, you must have:

• Account Management experience, both hunting and farming, with a proven target achievement and a consistent record of exceeding quotas.
• Proven career in commercial or sales roles within the logistics & shipping industry, or related sectors such as ocean freight or maritime space, specifically within the Japanese market.
• Preferably experienced in B2B SaaS sales.
• Comfortable immersing yourself in the product, troubleshooting issues independently, and involving leadership only in case of bottlenecks or critical issues.
• Curiosity to be deeply involved in the product, understand customer use cases, solve tech queries, and support Customer Success with any translation needed from Japanese accounts.
• Strong ability to create and implement sales plans in a fast-paced environment, with specific experience in the Japanese market.
• Demonstrated ability to lead by example and dive into the details to achieve goals.
• Proven ability to pitch to senior executives and navigate complex sales cycles, with an understanding of Japanese business culture and practices.
• Outstanding presentation and negotiation skills, with a knack for closing deals effectively in Japan.
• Native-level proficiency in Japanese and fluency in English, with excellent communication skills in both languages.
• In-depth knowledge of Japanese business etiquette and cultural norms to effectively engage with local clients.
• Self-starter with the ability to take ownership of the sales process from end to end, capable of working autonomously and driving results without constant oversight.

Join us at Portcast and be part of a high performing team that is shaping the future of the logistics and shipping industry through cutting-edge predictive analytics. If you are passionate about sales, innovation, and the Japanese market, we want to hear from you!

Level of relevant working experience

6 - 10 years

Interested candidates can apply directly to the role at: https://central.sginnovate.com/hub/marketplace/openings/e6f85df3-de35-4e72-ab01-02e5b9493740