Sales Development Representative - APJ

Tokyo /
Marketing – Sales Development /
Exempt Full Time
Exabeam is the Smarter SIEM™ company. We help security operations and insider threat teams work smarter, allowing them to detect, investigate and respond to cyberattacks in 51 percent less time. Security organizations no longer have to live with excessive logging fees, missed distributed attacks and unknown threats, or manual investigations and remediation. With the modular Exabeam Security Management Platform, analysts can collect unlimited log data, use behavioral analytics to detect attacks, and automate incident response, both on-premise or in the cloud. Exabeam Smart Timelines, sequences of user and device behavior created using machine learning, further reduce the time and specialization required to detect attacker tactics, techniques and procedures.

Position Overview

The Sales Development Representative position provides a high-level of impact to drive lead generation, navigate prospect organizations, and identify and create new qualified sales opportunities. This high impact role will help organizations use Security Management Platform to proactively protect their business.

Responsibilities:

    • Partner with Regional Sales Director in the Japan territory to identify and qualify target accounts/prospects
    • Research accounts, identify key players, generate interest, and develop accounts
    • Provide in depth information to the Sales team to enable the most qualified and productive demos
    • Log, track, and maintain prospecting activity in Outreach
    • Maintain all contacts/opportunities, and record all progress in Salesforce
    • Leverage taught sales techniques to overcome objections and maximize customer interactions
    • Provide appropriate feedback to ensure continuous process optimization

90-day Timeline for Success:

    • Month 1:
    • Guided training to comfortably and effectively deliver Exabeam’s value proposition
    • Understand targeted prospect needs and how Exabeam can solve their problems
    • Go through territory analysis and account planning with RSDs and have regular cadence with them established

    • Month 2:
    • In addition to 50% quota ramp-up, you should be actively prospecting target accounts and learned all internal processes

    • Month 3:
    • At 100% quota, you are moving full-speed ahead and helping new SDRs as they come onboard

Requirements:

    • Bi-literacy in English and Japanese fluency (written and spoken)
    • BA/BS degree from an accredited institution or relevant experience
    • 1-2 years' experience in a lead generation or sales/business development role in SaaS product/software
    • Ability to fearlessly interact with potential customers via phone or in-person and overcome any obstacles associated with prospecting
    • Experience with Salesforce (or similar CRM), Outreach, or ZoomInfo/DiscoverOrg highly desired
    • Ability to travel 2x Quarter to support regional Conferences/Events
    • Strong interpersonal skills and ability to quickly pivot to address changing priorities
Exabeam is privately funded by Lightspeed Venture Partners, Cisco Investments, Norwest Venture Partners, Acrew Capital, Icon Ventures, and investor Shlomo Kramer. For more information visit https://www.exabeam.com or follow us on LinkedIn and Twitter.

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