Your will be part of the Enterprise APAC team, focusing on the Japanese companies that are mid-market and above. You will be reporting directly to the Enterprise APAC Area Director and will be working closely with him/her to drive lead generation avenues for the Japanese Enterprise business unit.
Enterprise Japan sales team consist of three sales directors. You will be working closely with the three sales directors, working hand-in-hand to drive lead generation for each of them. Each sales director has an assigned ‘named list’ of prospects that amount to 100+ up-market logos.
What you'll do:
Business development and sales support role in our APAC Enterprise Sales division, working very closely with the Japan Enterprise Sales Directors to accelerate sales & revenue growth in Japan
Focus on driving the top of the sales funnel - such as sales pipeline generation, and lead qualification of new & existing clients for the purpose of driving sales & revenue
Qualify inbound leads, and reach out to outbound prospects effectively within the ‘named list’ of prospects, ensuring a growing and steady stream of opportunities to be converted to successful deals
Initiate early conversations with clients to understand their pain points, grow their excitement towards Meltwater, and start building value by sharing our differentiating factors
Book a steady flow of demos and meetings for interested clients, where you will also introduce the Sales Director who continues with the sales process
Some element of presales work, such as putting together business proposals, presentations, pitch decks, proof of concepts, and collecting use cases
Become an expert user of our SaaS platforms
Specialize in knowledge in the Social Media, Communications & Digital Marketing industry
Contribute to Meltwater APAC Enterprise Sales division's sales performance
Skills & Requirements
Who are you?
You are responsible for driving all lead-generation activities within the ‘named list’ of prospects of each sales directors. You will focus on working with the Area Director to come up with strategies on driving lead-generation campaigns as well as engage in out-bound reach-out for these ‘named list’ prospects.
Your target is measured by number of successfully booked meetings for the sales directors. To hit your target, you will need to successfully book 10 qualified meetings for each sales director per month. Across the three sales directors, you are expected to book 30 qualified meetings per month. Qualified meeting here is defined by a meeting where the prospect attends the secondary meeting set.
Within the ‘named list’, you can reach out to any departments within the company or any of its subsidiaries. Our past experience shows that the four key departments that have the highest conversion rates are: (1) Corporate Affairs/Media Relations, (2) Marketing, (3) Digital Analytics and (4) Market Research.
About the company
Meltwater helps companies make better, more informed decisions based on insights from the outside. We believe that business strategy will be increasingly shaped by insights from online data. Organizations will look outside, beyond their internal reporting systems to a world of data that is constantly growing and changing. Our customers use these insights to make timely decisions based on real-time analysis.
More than 25,000 companies use the Meltwater media intelligence platform to stay on top of billions of online conversations, extract relevant insights, and use them to strategically manage their brand and stay ahead of their competition. With more than 50 offices on six continents, Meltwater is dedicated to personal, global service built on local expertise. Meltwater also operates the Meltwater Entrepreneurial School of Technology (MEST), a nonprofit organization devoted to nurturing future generations of entrepreneurs.