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NEXUS CORPORATION • Tokyo, Tokyo, Japan
Role & seniority: Senior Director / executive lead for consultative sales and quality engineering services with portfolio growth responsibility (target $20M+).
Stack/tools: AI-first Quality Engineering offerings (AI Assurance, agentic AI-driven QE, test automation, performance testing); complex QE solution design; multi-agent AI architectures; proposal creation, estimates, and deal negotiations; partner/alignment and GTM execution.
Client relationship management and business development to build and manage a $20M+ portfolio; own the opportunity cycle (Prospect-Evaluate-Propose-Close).
Delivery assurance and governance; collaborate with delivery stakeholders to fulfill client commitments; account planning and governance.
Drive top-line revenue through GTM for QE offerings; build and execute GTM strategy, pipeline with industry verticals, account leaders, and partners; lead strategic joint solutions and deal closure.
10+ years in sales/relationship/account management with strong growth track record.
Deep AI-first understanding of Quality Engineering solutions and offerings; value proposition and estimation.
Hands-on experience building/architecting multi-agent AI solutions; complex QE solution design.
Experience in large QE discovery/assessment engagements; proposal creation, estimates, and negotiations.
Ability to manage large, multi-location consulting teams; industry insight.
Nice-to-h
Candidate is responsible for consultative selling and bringing in the subject matter expertise as it relates to Quality Engineering services. Responsible for overall portfolio level growth that includes growth in existing relationships and new customer acquisitions
Client relationship management and business development: manage client relationships, build a portfolio to $20M+, own the opportunity management cycle: Prospect-Evaluate-Propose-Close
Client delivery assurance: collaborate with all delivery stakeholders involved to ensure fulfillment of all commitments to the client
Account planning and governance: create the account plan including relationships required, opportunities to be pursued, price decisions, etc Drive top line revenue growth from Quality engineering GTM solutions/offerings
Build GTM strategy with a clear execution plan
Build pipeline by collaborating with industry vertical leaders, individual account leaders and Partner teams
Leverage the Partner resources to maximize large deal pipeline origination
Track deals very closely to increase pipeline, conversion and report to stakeholders
Drive strategic solutions with partners
Design and build joint go-to-market offerings, execution plans with Partners
Work with Internal teams to build out the differentiators
Work with Partners with marketing/branding and campaigns to create excitement and lead generation
Advise clients on solutions that leverage solutions
Drive market adoption of GTM solutions/offerings working directly with client stakeholders
Drive solution design, Value proposition, Proposal submission
Work with Partners, Client stakeholders and Internal stakeholders to drive Commercial negotiation and deal closure
職務内容：
クライアントリレーション管理およびビジネス開発：顧客関係を統括し、2,000万ドル以上のポートフォリオを構築するとともに、案件創出サイクル（見込み顧客の発掘／要件評価／提案／成約）を主導
クライアントへのデリバリー保証：関係するすべてのデリバリーステークホルダーと協力し、クライアントへのコミットメントを確実に履行
アカウント計画とガバナンス：必要な関係構築、訴求機会、価格決定などを含むアカウント計画の策定
クオリティエンジニアリングのGTMソリューション／提供サービスを通じて、売上のトップライン成長を推進
明確な実行計画に基づくGTM戦略を策定
業界別リーダー、各アカウントリーダー、パートナーチームと連携し、案件パイプラインを構築
パートナーのリソースを活用し、大型案件のパイプライン創出を最大化
案件を詳細に追跡し、パイプラインと成約率の向上を図り、ステークホルダーへ報告
パートナーと共に戦略的ソリューションを推進
パートナーと共同で、GTM提供サービスや実行計画を設計・構築
社内チームと連携し、競合との差別化要素を構築
パートナーと協力し、マーケティング／ブランディング施策およびキャンペーンを展開して、市場での認知向上とリード創出を推進
弊社ソリューションを活用した最適な解決策について、クライアントに助言
クライアントのステークホルダーと直接連携し、GTMソリューション／提供サービスの市場採用を推進
ソリューション設計、バリュープロポジション策定、提案書の提出をリード
パートナー、クライアント側ステークホルダー、および社内ステークホルダーと協働し、商談交渉から契約締結までを推進
Requirements Bachelor’s degree or foreign equivalent required from an accredited institution 10+ years of experience, with strong sales/relationship management/account management experience Deeper understanding of AI first approach to Quality engineering solutions and offerings (For Ex: AI Assurance, Agentic AI led QE for different types of testing like Agile/DevSecOps QE, Test Automation, Performance testing offerings), value proposition and estimation for different offerings Hands-on experience in building, architecting Multi Agent AI solutions Experience in complex QE solution design for customers with different levels of maturity Experience in a large QE solution discovery and assessment engagement Experience in Proposal creation, Estimates for QE offerings, Negotiation with customers/partners and internal stakeholders Good understanding of industry specific business issues and drivers Experience managing large multi-location consulting engagement teams 学士、または認定機関で求められる学士相当の資格 10年以上の経験と、優れた営業／リレーションシップマネジメント／アカウントマネジメント経験を有することが望まれる クオリティエンジニアリングソリューションおよび提供サービスにおける AI‑first アプローチへの深い理解（例：AI Assurance、アジャイル／DevSecOps 向けのエージェント型AI主導QE、テスト自動化、性能テストなど）、および各種提供サービスにおけるバリュープロポジションと見積りの知識を有していること マルチエージェントAIソリューションの構築およびアーキテクチャ設計に関する実務経験 成熟度の異なる顧客向けに複雑なQEソリューションを設計した経験 大規模なQEソリューションのディスカバリーおよびアセスメント案件に携わった経験 QE提供サービスに関する提案書作成、見積り業務、および顧客・パートナー・社内ステークホルダーとの交渉経験 業界特有のビジネス課題や成長要因に関する深い理解 複数拠点にまたがる大規模コンサルティングチームを管理した経験