Description
This is a Japan-focused overlay Business Development role designed to accelerate enterprise pipeline creation and account relationship development across a defined set of high-priority manufacturing and industrial accounts currently underserved by the existing field sales team.
You will operate as a senior individual contributor within the Strategic Sales organization, working in close partnership with AVP Makiko Hatakeyama and the broader RSM/RSD team. The position is structured as a BDE overlay for FY27, with a planned transition to a full IC RSM role with defined account ownership in FY28.
Responsibilities
- Build executive-level relationships at targeted enterprise accounts , including Fujitsu, Canon, Daikin, Bridgestone, Murata Manufacturing, Murata Machinery, Kobe Steel, Sumitomo Heavy Industries, and Toppan , where Splunk currently has limited or no active coverage
- Develop account plans and multi-year engagement strategies for assigned accounts in close coordination with the Strategic Sales AVP and field RSMs
- Generate qualified pipeline through proactive outbound engagement, industry networking, and executive-level business development activities
- Serve as an enterprise sales coach and best-practice resource for the broader RSM/RSD team, sharing proven methodologies for account entry, C-level engagement, and deal structuring in complex Japanese enterprise environments
- Identify and shape high-value opportunities ($1M+ deal size) with deal cycles of 12–18 months, tailoring proposals to customer business outcomes and Splunk’s platform value
- Collaborate with SE, marketing, and partner teams to build account-specific value propositions and go-to-market approaches
- Contribute to pipeline reporting and account planning processes in Clari, ensuring visibility and forecast quality for assigned accounts
- Actively participate in any deals that develop during the BDE period, contributing to close activities as appropriate; compensation will reflect contribution to closed revenue
Specialization and Focus
- Demand Generation / Business Development
- Enterprise Account Entry and Relationship Development
- Deal Shaping in complex, high-value Japanese enterprise environments
- Enterprise Sales Enablement and Coaching (RSM/RSD team)
Customer Engagement
- Customer Intimacy: High , executive relationship building is the primary activity
- Customer Focus: Manufacturing and Industrial vertical, Japan domestic
- Sales Motion: New business development and account whitespace expansion
- Product Focus: Platform and solution-level selling; security and observability use cases
Key Working Partners
- Strategic Sales AVP (Makiko Hatakeyama) , primary manager and strategic direction
- RSM/RSD team , joint account planning and deal execution
- SE organization , technical validation and customer engagement
- Marketing / DG team , demand generation campaigns and account-based marketing
- Partner team , channel and alliance engagement for target accounts
Success Measures
- Pipeline created at target accounts (volume and value)
- Executive relationships established at C/VP level across assigned accounts
- Quality and completeness of account plans for FY28 RSM transition
- Contribution to closed revenue in FY27 (tracked and compensated accordingly)
- Measurable improvement in enterprise sales capability of RSM/RSD team through coaching activities
Typical Deal Profile
- Deal Size: $1M+ in ARR
- Deal Complexity: High , multi-stakeholder, long-cycle Japanese enterprise
- Deal Cycle: 12–18 months (pipeline built in FY27, close expected FY28+)
Minimum Qualifications
- Bachelor’s degree + 12 years of related experience, or Master’s + 8 years, or equivalent
- Demonstrated track record in enterprise sales or business development within Japan’s manufacturing or industrial sector
- Proven ability to build C-level executive relationships and navigate complex organizational buying processes in Japanese enterprise accounts
- Native or business-level Japanese; business-level English
Preferred Qualifications
- Prior experience at a cybersecurity, data analytics, or enterprise software company
- Existing relationships at one or more of the target accounts listed above
- Experience in both direct sales (quota-carrying IC) and overlay/BDE roles
- Familiarity with Splunk’s platform, use cases, or competitive landscape