Global Account Director

About Workato

Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com

• Why join us?
• Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.
• But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.
• If this sounds right up your alley, please submit an application. We look forward to getting to know you!
• Also, feel free to check out why:

Business Insider

named us an “enterprise startup to bet your career on”

Forbes’ Cloud 100

• recognized us as one of the top 100 private cloud companies in the world
• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
• Quartz ranked us the #1 best company for remote workers
• Responsibilities
• We are looking for an exceptional Global Strategic Account Director to join our growing Japan team.

This is a senior strategic sales role focused on a small number of high-priority, Japan-headquartered multinational corporations. You will champion the development of global relationships and account strategies, helping Workato expand from individual country or subsidiary engagements into broader, enterprise-wide partnerships.

• You will work closely with Japan headquarters, overseas subsidiaries, regional business units and Workato teams across the world to identify strategic opportunities, align executive stakeholders and create multi-region growth.
• The role combines executive engagement, global account planning, commercial leadership and cross-regional orchestration. It is ideal for an experienced enterprise technology seller who understands both the Japanese business environment and the complexities of global multinational organizations.
• We particularly welcome internationally experienced candidates based in Japan who are fluent in Japanese and English and have a proven track record of working with Japanese headquarters and global multinational organizations.

In this role, y

• ou will also be responsible to:
• Champion a small portfolio of strategic Japan-headquartered multinational corporate accounts.
• Develop and execute comprehensive global account plans spanning Japan headquarters, overseas subsidiaries, business units and regions.
• Build trusted relationships with C-level and senior executives across the customer’s global organization.
• Use Japan headquarters relationships and executive sponsorship to open doors and accelerate engagement internationally.
• Identify successful use cases and strategic initiatives from overseas regions and bring them back to Japan headquarters and other parts of the corporate group.
• Map customer organizations, business priorities, technology environments, buying centers, decision-makers and partner ecosystems.
• Identify enterprise-wide and repeatable use cases that can be scaled across countries and business units.
• Create and orchestrate large, multi-region strategic opportunities in collaboration with regional Account Owners.
• Coordinate closely with regional sales, customer success, pre-sales, professional services, partner and marketing teams.
• Work with local Account Owners, who retain responsibility for regional customer engagement, opportunity execution, procurement and closing.
• Align internal teams around a consistent global account strategy and customer experience.
• Lead global opportunity strategy, executive engagement, commercial planning and deal orchestration.
• Act as a strategic advisor to customers on automation, integration, orchestration and the governance of enterprise AI.
• Maintain clear visibility into global account plans, pipeline, risks, dependencies and next steps.

Requirements

• Qualifications / Experience / Technical Skills
• 10+ years of enterprise technology sales experience, preferably in SaaS, PaaS, cloud, data, integration, automation or AI.
• Proven success selling complex solutions to large multinational enterprises.
• Experience managing Japan-headquartered companies or comparable global strategic accounts.
• Demonstrated ability to create and close large, multi-stakeholder opportunities across multiple countries, business units and buying centers.
• Track record of both new business development and expansion within strategic accounts.
• Experience engaging and influencing C-level executives.
• Experience working with regional sales teams, channel partners and cross-functional stakeholders across multiple geographies.
• Ability to influence and coordinate teams in a matrixed global organization.

Soft Skills / Personal Characteristics

• Language and cultural capability
• Business-fluent Japanese, with the ability to engage credibly with senior Japanese executives.
• Fluent business English, with the ability to lead global internal and external discussions.Demonstrated experience working across Japanese and international business cultures.
• Comfortable managing relationships and priorities across multiple regions and time zones.

Personal characteristics

• Strategic, commercially minded and able to see beyond individual transactions.
• Strong executive presence and communication skills.
• Entrepreneurial, proactive and comfortable building new approaches.
• Highly collaborative, with the ability to align teams without direct authority.
• Skilled at navigating complex organizations and building consensus among diverse stakeholders.
• Customer-focused, persistent and capable of operating effectively in ambiguous environments.
• (REQ ID: 2938)