Account Executive (Adabas & Natural)

Software AG helps companies to manage and optimize their operations, infrastructure and technology with products that simplify complexity, increase transparency and prepare organizations for change.

Trusted by the world’s best brands for more than 50 years, Software AG’s AI-enabled process intelligence, application development, high-performance database, and strategic portfolio management solutions are used by banks, retailers, manufacturers, governments and more.

Software AG’s  Adabas  database & Natural development platform are used by the world’s leading organizations to build and deploy high-performance, mission-critical applications for IBM Z®, Linux® and cloud. Governments and businesses (in finance, manufacturing, retail and more) tailor these applications to give their organization a distinct competitive advantage and optimize them to meet the most demanding operational service level agreements. With a pledge to innovate Adabas & Natural to 2050 and beyond, we ensure our customer’s mission-critical Adabas & Natural applications are Future ready. Now.

Many enterprises rely on mission-critical COBOL mainframe applications, which are essential but expensive to operate. Efforts to reduce these costs often involve risky replacement projects or complex data migrations, posing significant operational challenges.

Jopaz is a new cutting-edge mainframe software product on IBM Z® designed to help enterprises significantly reduce mainframe operating costs – without modifying existing COBOL code and without migrating data. Jopaz reduces COBOL batch workloads on the General Processor by up to 80%, providing significant and immediate cost savings while maintaining operational resilience and integrity on IBM Z

Be you, join us .

A unique opportunity for a highly motivated and results-driven Account Executive to join our team in Tokyo as part of the Software AG APJ region.

You will be responsible for identifying and acquiring new business opportunities for Software AGs’ new portfolio of mainframe and other platform products.

You will collaborate with Product Management, Partners and Marketing teams to develop strategies to reach potential clients. Then you will use consultative and value-based selling techniques to build relationships with prospects and new clients and close deals, ensuring long-term partnerships and company success.

In its new chapter this position provides a ‘start up’ type opportunity backed by a 50-year-old company and its heritage including the management of some existing clients.

Essential Functions

Understanding and articulating the business value / ROI of the Software AG platform.

Identify and target potential clients in assigned industries or regions.

Work with pre-sales to tailor and deliver compelling sales presentations

Manage the entire sales cycle, from hunting and prospecting to pipeline generation, opportunity management, and successful deal closing.

Work closely with internal teams (e.g., finance, legal, operations) to ensure smooth contract execution

Maintain accurate records of interactions with clients, leads, and sales progress.

Use CRM software to track sales activities and pipeline, and to provide regular updates and reports to the sales leadership team

Close deals and achieve sales targets and quotas.

Minimum Requirements

A minimum of 12-15 years of successful enterprise software sales experience, with a focus on new product sales.

Experience in a "New Business Hunter" role in a related field or industry.

Excellent communication, presentation, and negotiation skills.

Ability to build and maintain relationships with senior executives and key decision-makers.

Highly motivated, self-driven, and results-oriented with the ability to work independently.

Excellent Japanese and English language skills are necessary.

Nice to Haves

Good understanding of the mainframe market and the associated ecosystem of partners and solution providers

A well-connected network of c-level executives where your relationship could be advantageous.

Experience in growth businesses.

What’s in it for you?

Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.

Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%.  Work anywhere in your country or abroad for up to 10 days per year.

Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.