Global Account Director at Workato

<div class="content-intro"><h2><span style="color: rgb(8, 55, 99);"><strong>About Workato</strong></span></h2> <p><span style="color: rgb(8, 55, 99);">Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit <span style="color: rgb(0, 212, 216);"><a style="color: rgb(0, 212, 216);" href="https://www.workato.com/" data-tooltip-link-label="undefined">workato.com</a>.</span></span></p> <h2><span style="color: rgb(8, 55, 99);"><strong>Why join us?</strong></span></h2> <p><span style="color: rgb(8, 55, 99);">Ultimately, Workato believes in fostering a <strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong>. We are driven by <strong>innovation </strong>and looking for<strong> team players </strong>who want to actively build our company.&nbsp;</span></p> <p><span style="color: rgb(8, 55, 99);">But, we also believe in <strong>balancing productivity with self-care</strong>. That’s why we offer all of our employees a vibrant and dynamic work environment <span style="color: rgb(0, 212, 216);"><a style="color: rgb(0, 212, 216);" href="http://www.workato.com/careers">along with a multitude of benefits</a></span> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="color: rgb(8, 55, 99);">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="color: rgb(8, 55, 99);">Also, feel free to check out why:</span></p> <ul> <li style="color: rgb(8, 55, 99);"><span style="color: rgb(8, 55, 99);"><span style="color: rgb(0, 212, 216);"><a style="color: rgb(0, 212, 216);" href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12">Business Insider</a></span> named us an “enterprise startup to bet your career on”</span></li> <li style="color: rgb(8, 55, 99);"><span style="color: rgb(8, 55, 99);"><span style="color: rgb(0, 212, 216);"><a style="color: rgb(0, 212, 216);" href="https://www.forbes.com/cloud100/#a57477b5f941">Forbes’ Cloud 100</a></span> recognized us as one of the top 100 private cloud companies in the world</span></li> <li style="color: rgb(8, 55, 99);"><span style="color: rgb(8, 55, 99);"><a style="color: rgb(8, 55, 99);" href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="color: rgb(0, 212, 216);">Deloitte Tech Fast 500</span></a> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></li> <li style="color: rgb(8, 55, 99);"><span style="color: rgb(8, 55, 99);"><a style="color: rgb(8, 55, 99);" href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="color: rgb(0, 212, 216);">Quartz</span></a> ranked us the #1 best company for remote workers</span></li> </ul></div><h1><strong>Responsibilities</strong></h1> <p>We are looking for an exceptional Global Strategic Account Director to join our growing Japan team.<br>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.<br>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.<br><br>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.<br><br>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.</p> <p><span style="font-weight: 400;">In this role, y</span><span style="font-weight: 400;">ou will also be responsible to:</span></p> <ul> <li> <p>Champion a small portfolio of strategic Japan-headquartered multinational corporate accounts.</p> </li> <li> <p>Develop and execute comprehensive global account plans spanning Japan headquarters, overseas subsidiaries, business units and regions.</p> </li> <li> <p>Build trusted relationships with C-level and senior executives across the customer’s global organization.</p> </li> <li> <p>Use Japan headquarters relationships and executive sponsorship to open doors and accelerate engagement internationally.</p> </li> <li> <p>Identify successful use cases and strategic initiatives from overseas regions and bring them back to Japan headquarters and other parts of the corporate group.</p> </li> <li> <p>Map customer organizations, business priorities, technology environments, buying centers, decision-makers and partner ecosystems.</p> </li> <li> <p>Identify enterprise-wide and repeatable use cases that can be scaled across countries and business units.</p> </li> <li> <p>Create and orchestrate large, multi-region strategic opportunities in collaboration with regional Account Owners.</p> </li> <li> <p>Coordinate closely with regional sales, customer success, pre-sales, professional services, partner and marketing teams.</p> </li> <li> <p>Work with local Account Owners, who retain responsibility for regional customer engagement, opportunity execution, procurement and closing.</p> </li> <li> <p>Align internal teams around a consistent global account strategy and customer experience.</p> </li> <li> <p>Lead global opportunity strategy, executive engagement, commercial planning and deal orchestration.</p> </li> <li> <p>Act as a strategic advisor to customers on automation, integration, orchestration and the governance of enterprise AI.</p> </li> <li> <p>Maintain clear visibility into global account plans, pipeline, risks, dependencies and next steps.</p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p>10+ years of enterprise technology sales experience, preferably in SaaS, PaaS, cloud, data, integration, automation or AI.</p> </li> <li> <p>Proven success selling complex solutions to large multinational enterprises.</p> </li> <li> <p>Experience managing Japan-headquartered companies or comparable global strategic accounts.</p> </li> <li> <p>Demonstrated ability to create and close large, multi-stakeholder opportunities across multiple countries, business units and buying centers.</p> </li> <li> <p>Track record of both new business development and expansion within strategic accounts.</p> </li> <li> <p>Experience engaging and influencing C-level executives.</p> </li> <li> <p>Experience working with regional sales teams, channel partners and cross-functional stakeholders across multiple geographies.</p> </li> <li> <p>Ability to influence and coordinate teams in a matrixed global organization.</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <h4>Language and cultural capability</h4> <p>&nbsp;</p> <p>&nbsp;</p> <ul> <li> <p>Business-fluent Japanese, with the ability to engage credibly with senior Japanese executives.</p> </li> <li> <p>Fluent business English, with the ability to lead global internal and external discussions.Demonstrated experience working across Japanese and international business cultures.<br>Comfortable managing relationships and priorities across multiple regions and time zones.</p> </li> </ul> <h4>Personal characteristics</h4> <ul> <li> <p>Strategic, commercially minded and able to see beyond individual transactions.</p> </li> <li> <p>Strong executive presence and communication skills.</p> </li> <li> <p>Entrepreneurial, proactive and comfortable building new approaches.</p> </li> <li> <p>Highly collaborative, with the ability to align teams without direct authority.</p> </li> <li> <p>Skilled at navigating complex organizations and building consensus among diverse stakeholders.</p> </li> <li> <p>Customer-focused, persistent and capable of operating effectively in ambiguous environments.</p> </li> </ul> <p><strong>(REQ ID: 2938)</strong></p>