Account Manager

About the role

You will manage and expand business for our CPaaS and API solutions within the Japanese market. This role is specifically tailored for the Video API vertical, where your primary focus will be on helping digital and cloud-based companies enhance their user experiences through real-time communication technology. You will act as the primary strategic partner for a portfolio of key accounts, ensuring their technical and commercial needs are met with scalable solutions. The position requires a balance of proactive hunting and deep relationship management to unlock new value within existing customer organizations. You will translate complex technical capabilities into clear business outcomes that drive adoption and retention. Success in this role will be measured by your ability to grow wallet share and secure long-term partnerships. You will be instrumental in positioning Vonage as the leading provider of programmable video in Japan.

Key facts

What you'll do

• Orchestrate the end-to-end sales lifecycle for Video API products, guiding prospects from initial discovery to successful implementation and renewal.
• Champion the expansion of Video API adoption specifically within the Mid-Market segment in Japan, identifying new use cases and vertical applications.
• Serve as the central liaison, coordinating with Pre-Sales, Legal, Engineering, and Customer Success teams to de-risk complex enterprise deals and ensure seamless execution.
• Articulate the product vision and technical value proposition to diverse audiences, tailoring your message for technical practitioners and C-level decision-makers alike.
• Maintain rigorous sales forecasting and pipeline visibility, providing accurate revenue performance data to support strategic business planning.
• Drive the creation of a robust pipeline by sourcing new prospects and uncovering expansion opportunities within your existing client base.
• Develop and execute account plans that target high-impact initiatives and align with the strategic growth objectives of the Video API vertical.
• Leverage data and market insights to refine your sales approach and prioritize efforts where they will yield the highest return.
• Build and nurture executive-level relationships that establish trust and position your solutions as critical to the client's digital transformation.
• Act as the internal advocate for the customer, ensuring their voice is heard in product discussions and company decisions.

Requirements

• Possess a proven background in Enterprise technology sales, with a specific focus on SaaS, Cloud, or API-based communications solutions.
• Demonstrate a consistent ability to prospect and acquire new clients using a mix of networking, cold calling, and sophisticated lead generation techniques.
• Have direct experience working in close collaboration with Pre-Sales Consultants to craft compelling technical narratives and responses.
• Show an ability to build and maintain strong professional relationships with executive leadership across both business and technical functions.
• Function effectively as an independent worker who takes ownership of results while also thriving within a collaborative and cross-functional team environment.
• Exhibit a strong commitment to ethical sales practices and compliance with all corporate policies and regulatory requirements in Japan.
• Bring a high level of professionalism and resilience to manage quotas in a fast-paced and competitive market.
• Be prepared to travel domestically within the Tokyo region and surrounding areas to meet with stakeholders and attend industry events.

Nice to have

• Bring a background in selling WebRTC-based solutions, understanding the nuances of real-time communication technologies.
• Draw on industry experience in sectors such as healthcare, finance, social media, or gaming to inform your sales strategy.
• Have experience designing CPaaS solutions for clients who are migrating communication infrastructure to the cloud.
• Maintain a track record of consistently exceeding sales targets through a solution-oriented and consultative approach.

Skills & tools

• Demonstrate expertise in CPaaS platforms and how they integrate into broader technology ecosystems.
• Show proficiency with WebRTC standards and the role they play in modern application development.
• Possess a deep understanding of Video API architectures and their business applications.
• Have a history of success in Enterprise Sales, navigating long sales cycles and complex procurement processes.
• Utilize advanced Pipeline Management techniques to forecast accurately and prioritize high-value opportunities.

Practical notes

• Benefits and specific compensation details will be provided by the recruiter during the interview process.
• Vonage encourages applicants to apply even if they do not meet every preferred qualification.
• This is a full-time position based in Tokyo, Japan, requiring domestic travel within the region.
• The role is part of the dedicated Video API vertical team, requiring alignment with global strategies and local market execution.
• Applicants are advised to apply promptly as the engagement is full-time and roles may fill on a rolling basis.
• Successful candidates must be eligible to work in Japan without sponsorship, as the company is unable to provide visa sponsorship for this position.
• The selection process will involve interviews with members of the Video API vertical team and relevant stakeholders.
• The day-to-day work will involve collaboration with international teams, requiring fluency in English for internal communications.