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仕事の概要

 

Large Enterprise Account Executive, Japan

Rubrik’s Sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional growth and opportunity  through our world-class sales enablement program. Our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential, and take your career to the next level. All this while doing something truly purposeful, protecting the world's data.
 
As an Enterprise Account Executive, you’ll own new logo growth across Japan’s large enterprise market, with the autonomy to shape your territory and the backing of a global team and a world-class enablement program to take your career to the next level. We are seeking a relentless self-starter who is hyper-focused on acquiring new logos by discovering and developing new opportunities, managing pipeline, and executing account strategies, while also encouraging existing customer expansion. The AE must drive pipeline generation daily while working with Sales Engineers, Sales Development, Channel Development, and Rubrik Channel Partners to exceed sales quotas.  
 

Rubrikのセールス組織は、企業や政府機関がサイバー攻撃、悪意ある内部関係者、事業中断に対するレジリエンスを実現できるよう支援する、部門横断型のエリートセールス・プロフェッショナルの集団です。世界トップレベルのセールス・イネーブルメント・プログラムを通じて、継続的な成長の機会を提供します。「One Rubrik」セリングアプローチにより、目標達成、収入の最大化、そしてキャリアの飛躍に必要なあらゆるリソースをご活用いただけます。そしてそれは、世界のデータを守るという、真に意義のある仕事を通じて実現できます。

エンタープライズ・アカウント・エグゼクティブとして、あなたは日本の大企業市場における新規顧客(ニューロゴ)獲得を担います。テリトリーを自らの裁量で切り拓くことができ、グローバルチームと世界トップレベルのイネーブルメント・プログラムがあなたのキャリアの飛躍を支えます。私たちが求めているのは、新たな商機の発掘と育成、パイプライン管理、アカウント戦略の実行を通じて新規顧客の獲得に徹底的にこだわり、同時に既存顧客の拡大も推進できる、粘り強く自律的な方です。AEは、セールスエンジニア、セールス・デベロップメント、チャネル・デベロップメント、Rubrikのチャネルパートナーと連携しながら、日々パイプライン創出に取り組み、セールスクォータの達成を目指します。

 

What You’ll Do

  • Define and execute a territory plan for Japan’s large enterprise accounts, owning bookings growth from first conversation to close
  • Generate net new pipeline through your own prospecting and outreach, opening doors at accounts that have never worked with Rubrik
  • Lead complex, multi-stakeholder sales cycles, using a disciplined qualification methodology to forecast accurately and win
  • Present Rubrik’s cyber resilience solutions in complex data center and cloud environments, helping customers see how fast they can recover when it matters most
  • Partner with Sales Engineers, Sales Development, Channel Development, and Rubrik partners to co-sell and scale your territory
  • Share local market insight with Rubrik leadership, helping shape how we grow in Japan
  • Collaborate with and learn from a high-performing One Rubrik sales team that invests in your continued growth

主な業務内容

  • 日本の大企業アカウントを対象としたテリトリープランを策定・実行し、最初の商談からクローズまで、ブッキングの成長に責任を持つ
  • 自らのプロスペクティングとアウトリーチを通じて新規パイプラインを創出し、Rubrikとこれまで取引のなかった企業との接点を開拓する
  • 複数のステークホルダーが関わる複雑な営業サイクルをリードし、規律ある案件評価(クオリフィケーション)の手法を用いて、正確な予測と受注を実現する
  • 複雑なデータセンターおよびクラウド環境において、Rubrikのサイバーレジリエンス・ソリューションを提案し、いざという時にどれだけ迅速に復旧できるかをお客様に示す
  • セールスエンジニア、セールス・デベロップメント、チャネル・デベロップメント、Rubrikのパートナーと連携し、共同で販売を進めながらテリトリーを拡大する
  • 現地市場に関する知見をRubrikのリーダーシップと共有し、日本での成長戦略の策定に貢献する
  • 継続的な成長を支援する、高いパフォーマンスを誇る「One Rubrik」セールスチームと協働し、互いに学び合う

 

Experience You’ll Need

  • 10+ years of enterprise Account Executive experience selling Security, Infrastructure, Data, or SaaS solutions
  • A track record of landing net new logos in large enterprise accounts, with at least 3 years at a large company (1,000+ employees) and experience in a hypergrowth environment (ideally large company followed by startup or scale-up)
  • Strong, consistent achievement as an AE, evidenced by President’s Club, top-performer awards, or sustained quota attainment
  • Proven ability to self-source deals and build pipeline from scratch through your own outbound prospecting, rather than relying on customer or partner referrals
  • A repeatable new logo pipeline generation process you can walk us through, from cold account to qualified opportunity
  • Hands-on experience with MEDDIC or MEDDPICC, or another proven enterprise qualification methodology
  • A stable career with meaningful tenure and measurable impact in each role
  • Experience working with channel partners and selling complex solutions

求めるご経験

  • セキュリティ、インフラ、データ、またはSaaSソリューションを扱うエンタープライズ・アカウントエグゼクティブとしての10年以上の経験
  • 大企業アカウントにおける新規顧客(ニューロゴ)獲得の実績。大手企業(従業員1,000名以上)での3年以上の勤務経験、およびハイパーグロース環境での経験(大手企業からスタートアップ、スケールアップへというキャリアが望ましい)
  • President’s Club、トップパフォーマー表彰、または継続的なクォータ達成などで裏付けられた、AEとしての安定した高い実績
  • 顧客やパートナーからの紹介に頼らず、自らのアウトバウンド活動によって案件を創出し、ゼロからパイプラインを構築した実証済みの能力
  • 未開拓のアカウントから有望な商談(クオリファイド・オポチュニティ)に至るまでの、再現性のあるニューロゴ・パイプライン創出プロセスを具体的に説明できること
  • MEDDICまたはMEDDPICC、もしくはそれに準ずる実績のあるエンタープライズ向け案件評価手法の実務経験
  • 各職務において意義ある在籍期間と測定可能な成果を残してきた、安定したキャリア
  • チャネルパートナーとの協業経験、および複雑なソリューションの販売経験

 

Above all, you will have the ability to operate in a fast-paced, changing environment, self-starter, and operate in a highly matrixed organization. Demonstrate Rubrik’s RIVET values and be a role model, collaborating effectively and creating a positive environment.

何よりも、変化の激しい環境で成果を出せること、自ら率先して行動できること、そしてマトリックス型の組織で円滑に仕事を進められることが重要です。RubrikのRIVETバリューを体現し、ロールモデルとして、周囲と効果的に協働しながら、前向きな職場環境を築いていただける方を求めています。

#LI-FT1

 

 

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes. 

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Inclusion @ Rubrik

At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

Our inclusion strategy focuses on three core areas of our business and culture:

  • Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.

  • Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.

  • Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.

Rubrik provides reasonable accommodations to qualified applicants and employees with disabilities in accordance with applicable law. If you need an accommodation to participate in the application process or to perform your job, please contact hr@rubrik.com. Accommodations may include changes to the application process, documents in an alternate format, a sign language interpreter, or specialized equipment.

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