Role Description 外資系Saas企業で、優秀な人材と一緒に日本の中小企業の成長をサポートしませんか？HubSpotは、マーケティング、セールス、カスタマーサクセスの各ソフトウェアをつないだ統合的なプラットフォームを提供しているクラウドアプリケーション企業で、日本のスタートアップ企業、中堅中小企業の皆さまの成長を支援するために、これらのプラットフォームを提案するコンサルティングセールスチームのマネージャーを募集しております。 HubSpotの営業チームは、主に電話/Web会議を通じて、お客様に組織成長の為のソリューションの提案、HubSpotの価値を提供し販売する役割を担っています。対象となる企業は、Small Business (従業員数100名以下）/Mid Market(101-500名)/Corporate（501名以上）の3セグメントに分かれている中で、今回はMid Market担当の営業マネージャーを募集しております。 HubSpotのマネージャーは、グローバル規模の営業戦力を持ち、数字の見通しをたて、毎月ごとの営業ターゲットをもち、自身のチームを強くすることを求められる、非常に刺激的で成長を感じられるポジションです。 このミッションを遂行するために、私たちはカルチャーコードを大切にし、企業として社員をとても大切にしています。また、私たちは、従業員がどこにいても最高の仕事ができると感じられる会社を作りたいと考えています。HubSpotのオフィスは東京にありますが、この営業のポジションは、日本全国どこでもリモートワーク可能な柔軟な勤務形態となっています。 このロールで経験できること - 自身の営業チームが毎月ごとの営業ターゲットを達成できるように導く：アクティビティ指標の設定や、営業機会や数字の見通しを立てる - メンバーが継続的に成長できるように、建設的なフィードバックを行い、信頼関係を築く - メンバーの営業スキルの底上げ - 他のチームとの協業でグローバル規模のプロジェクトで成果を上げる - 採用を通じて自身のチームを強化 - 最新のプロダクト知識と市場状況の獲得 Qualifications - 2年以上のマネージメント経験 - 5年以上のSaaSまたはウェブ/IT製品の営業経験 - 複数のステークホルダー（ビジネスオーナー、マーケティング担当者、その他のエグゼクティブ）を巻き込んだ複雑な商談（取引）経験 - 目標達成への意欲 - 優れたコミュニケーション能力 - クロージングスキル・経験 - 日本語でのビジネス経験 - 英語の読み書きをビジネスで使った経験 Requirements - Over 2 years of people management experience - Professional fluency in Japanese and English (preferred) - Experience leading a consultative sales process - Experience with direct and indirect sales, especially channel sales is a plus - Superior coaching skills - ability to observe, evaluate & use various techniques to improve results - Detail oriented and the ability to manage multiple objectives - Good prospecting skills - demonstrate effectiveness on first part of the HubSpot sales methodology (Research & Connect, Explore & Strategize, Demo & Close Call) - Strong analytic skills to identify trends and gaps in activities and results in order to drive changes in team behaviours and build growth plans - Ability to work across management team to drive business results - Strong individual & team motivation skills - Personal responsibility to hit monthly team goal & positive attitude Benefits - Generous remuneration and stock units - Interactive employee training and onboarding in Japan - Life Assurance - Long term illness cover - Unlimited vacation - Fitness reimbursement - Amazing colleagues to learn from and enjoy company social outings, parties, and events

• Seeks to understand Wolters Kluwer, Wolters Kluwer CP&ESG, and TeamMate business initiatives. • Researches and understands how TeamMate offerings fit into the prospect/client business now and in the future. • Effectively listens to prospect/client’s problem space, subdivides the problem areas into constituent parts • Effectively demonstrates how TeamMate software solutions address client problems (with a focus on how TeamMate can accommodate their desired methodology, business needs etc.). • Identifies risks, recognizes impact, and consults with client to discuss mitigation plans associated with the deployment of the TeamMate product offerings. • Stays informed of industry trends, regulatory changes and other relevant internal audit information/best practices and understands the impact of this information to clients • Identifies and suggests improvements to presales materials and processes. • Shares expertise and experience to help other team members. • Works cooperatively and collaboratively with others to accomplish corporate, department and project goals / objectives. • Exhibits behavior that demonstrates Wolters Kluwer core values – Win as a Team, Make it Better, Aim High and Deliver, and Focus on Customer Success. • Actively participates in manager, team and department meetings. • Provides activity reporting as defined by management. • Professionally and effectively engages with client employees. • Performs other duties as assigned by supervisor.

Role Description We have an opportunity for a District Sales Manager, Strategic and Named Accounts to lead our Eastern Canada Sales Team. In this role, you will lead a team of Strategic and Named Account Executives responsible for: - New logo acquisition - Customer expansion - Strategic account development - Revenue growth across an assigned district You will coach sellers through complex enterprise sales cycles, drive disciplined pipeline and forecast management, and partner cross-functionally to execute Infoblox’s go-to-market strategy. The District Sales Manager will be responsible for building a high-performance sales culture focused on: - Accountability - Customer value - Partner leverage - Operational excellence - Predictable revenue growth This role requires a hands-on sales leader with strong enterprise sales experience, the ability to develop talent, and a track record of exceeding goals in cybersecurity, networking, cloud, SaaS, infrastructure, or adjacent enterprise technology markets. Qualifications - 8+ years of enterprise technology sales experience - 3+ years of sales leadership experience, including leading quota-carrying enterprise sales teams - Proven success leading enterprise sellers responsible for new logo acquisition and customer expansion - Experience selling cybersecurity, networking, cloud, SaaS, infrastructure, or adjacent enterprise technology solutions - Strong understanding of enterprise account management, strategic account planning, customer expansion, competitive displacement, and new logo acquisition strategies - Strong executive presence, communication skills, and ability to influence customers, partners, sellers, and internal stakeholders - Bachelor’s degree or equivalent experience Requirements - Demonstrated ability to coach prospecting, executive engagement, value selling, deal strategy, negotiation, and closing motions - Experience managing forecast accuracy, pipeline coverage, territory planning, sales process discipline, and enterprise account execution - Demonstrated success partnering with Channel, Marketing, Business Development, Customer Success, Professional Services, and Technical Sales organizations - Ability to leverage AI-powered technologies, analytics platforms, and data-driven insights to improve forecasting, pipeline quality, customer engagement, and seller productivity - Experience coaching teams on responsible use of AI for account research, stakeholder mapping, customer engagement, sales planning, and operational execution - Curiosity and commitment to continuously learning emerging technologies and their impact on enterprise customers, go-to-market strategy, and sales effectiveness Benefits - Comprehensive health coverage, generous PTO, and flexible work options - Learning opportunities, career-mobility programs, and leadership workshops - Sixteen paid volunteer hours each year, global employee resource groups, and a “No Jerks” policy that keeps collaboration healthy - Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations - Charitable Giving Program supported by Company Match - We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $155,000 - 160,000 plus bonus or commissions

• Represent ECCO and Truck-Lite product lines in a professional and upstanding manner to promote sales growth and a positive reputation with fleet customers • Directly interface with existing and potential customers through various means to promote and sell ECCO and Truck-Lite products and/or services • Identify key contacts and pursue business at the top 300 National Fleets • Drive continuous sales growth and attain expected margins for assigned territory • Partner with the Regional Managers and Rep Agencies to coordinate follow up on all fleet accounts • Support the NPI process to justify and initiate development/procurement of products essential to the catalog/fleet standardization product offering • Represent the company at various customer visits, trade shows, seminars, community and/or business meetings to promote the company; interface directly with customers’ corporate management/field personnel • Coordinate the accurate input and processing of purchase orders with customer service and operations • Obtain and manage bids and special pricing for customers within the territory, negotiating and obtaining appropriate approvals • Conduct training activities on a continuing basis for distributors’ salespeople • Develop intimate knowledge of the end users and distribution channels within the territory • Oversee the “test and evaluation” program with major fleet accounts • Stay current on and provide all product pricing information, product operation, and new product training • Complete reports monthly on the status of the customer base in the areas of success, failures, needs, and other areas as assigned • Actively participate in the establishment of budgets • Continually update customer database • Perform other related duties as assigned