The ideal candidate is a proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. They should be skilled at leveraging demand gen pillars, qualifying customers, presenting tailored demos, and maintaining accurate sales data.

Key responsibilities include:

• Selling Abnormal security solutions to achieve new annual recurring revenue quota
• Managing enterprise accounts from initial conversations to contract signing and upselling
• Prospecting and generating new business opportunities with enterprise accounts
• Collaborating with Customer Success to ensure timely renewals and expansion sales
• Documenting results and maintaining accurate data across sales systems

Requirements:

• 3+ years of direct experience selling into enterprise-sized organizations
• Proven track record of overachieving sales quotas
• Technical competence in areas such as security, email, cloud, and AI
• Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience with success in a competitive environment
• Bachelor's degree or equivalent work experience
• Proficiency in English

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As a Customer Success Manager, you will work with existing customers and partners to define improvements in their IT security roadmap, grow revenue via prospecting, qualifying, selling, and closing from existing enterprise client accounts, and manage client relationships through all phases of the sales cycle.

Responsibilities:

• Work with customers to define improvements in their IT security roadmap
• Grow revenue via prospecting, qualifying, selling, and closing from existing enterprise client accounts
• Manage client relationships through all phases of the sales cycle
• Provide a consultative solutions sales process to prospects to enhance customer's security practices
• Conduct one-on-one and group sales presentations
• Track customer information, forecasts, and reports
• Develop and maintain prospect and customer lists
• Plan and strategize marketing activities with the Marketing and Channel teams

Requirements:

• Experience selling On-Demand, SaaS solutions or subscription-based products to a diverse customer base
• BA/BS degree and 3+ years of sales experience focused on growing existing business or new business
• Large account management or project management experience
• Proven track record for closing large and mid-size companies
• Strong time management skills
• Ability to adapt, overcome objections, and learn complex solutions
• Strong oral and written communication skills
• Working knowledge of computer applications such as Microsoft Office and Salesforce.com
• Ability to travel up to 40%

Ideal Skills:

• Network Security background

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Key Responsibilities:

• Achieve monthly, quarterly, and yearly sales and profit goals
• Contribute to the development and implementation of sales strategies and tactics for products/services, new markets, and new applications
• Collaborate with Sales/BD Managers and Technical Account Managers to secure business in competitive situations
• Share market knowledge and customer feedback with Senior Management, Sales, and Marketing teams
• Report timely to Head of Business Development
• Introduce GenScript to new markets – Industrial, Academic, and Government institutions
• Drive business expansion in collaboration with inside technical support team (TAM)
• Build a business reference network for business expansion
• Work through channel partners and key customers to achieve sales targets

Qualifications:

• Master's or PhD in Biology/Life Science discipline
• At least 1 year of hands-on lab experience preferred; Life science research, molecular biology, or related research experience is a plus
• At least 2 years of relevant sales experience preferred with a high level of technical and professional expertise
• Knowledge of the Biological and CRO market with an emphasis on Gene Synthesis, Protein, Peptide, BioAssay, Antibody, or Cell Line Products
• Socially active within the network of the life science industry
• Ability to communicate effectively in English, verbally and in writing
• Ability to work independently or within a team and drive to succeed in an international business environment
• Ability to accurately forecast sales within the territory on a monthly basis
• Ability to travel overnight up to 30%

Benefits:

• Medical, dental, and vision insurance
• 401(k) retirement plan with a company match that vests fully on day one
• Paid parental leave after three months of employment
• Paid time off policy that includes vacation time, personal time, sick time, floating holidays, and company holidays
• Flexible spending and health savings accounts
• Life and AD&D insurance
• Short- and long-term disability coverage
• Legal assistance
• Supplemental plans such as pet, critical illness, accident, and hospital indemnity insurance
• Commuter benefits
• Well-being initiatives
• Peer-to-peer recognition programs

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You have spent years in the engine room of sales, where the difference between a deal closing on time and slipping a quarter often comes down to someone who knows how to move paper, spot a missing signature, and get the right people in the room before it becomes a problem.

Responsibilities

• Work directly with sales reps to prepare, review, and push sales orders and workflow processes through to completion
• Research account history, pricing exceptions, and order patterns in Salesforce to build accurate quote proposals
• Draft and finalize contracts that meet internal policy and legal standards, coordinating with legal and business ops as needed
• Serve as the go-to contact for customers on order status, account setup, and license configuration questions
• Coordinate post-order work like revenue reconciliation, order splits, and ensuring all paperwork matches what finance expects
• Meet regularly with account managers to review pipeline, flag potential blockers, and proactively smooth the path to close
• Partner with technical teams to troubleshoot portal access issues, license installations, and customer onboarding snags

The Impact You Will Have

• You will reduce deal cycle time by catching issues early and routing approvals efficiently
• You will improve data accuracy across Salesforce, finance systems, and reporting dashboards that leadership relies on
• You will enable account managers to spend more time selling and less time chasing internal approvals
• You will build trust with customers by being responsive, accurate, and clear about what happens next
• You will identify process bottlenecks and drive automation or workflow improvements that scale across the team
• You will ensure compliance with company policy and legal requirements on every deal, reducing risk and rework
• You will strengthen collaboration between sales, finance, legal, and operations through clear communication and follow-through

Requirements

• Bachelor's degree in business, accounting, or a related field
• At least 3 years in sales operations, sales support, or deal desk roles, ideally in an IT or software company
• Hands-on experience with Salesforce or similar CRM platforms, and a solid understanding of Quote to Cash workflows
• Advanced proficiency in Microsoft Excel and PowerPoint for analysis, reporting, and stakeholder presentations
• Strong written and verbal English communication skills, comfortable working in a global business environment
• Experience with IT sector sales operations is a plus, especially if you have worked with software licensing or subscription models

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You will contribute to the development of the Anthropic Economic Index and its extension to generate regionally relevant insights, establish new methodologies to measure the usage, diffusion, and impact of AI throughout the economy, and work to broaden access to and usage of the insights generated by the Index.

Key responsibilities:

• Build and maintain relationships with academic institutions, policy think tanks, and other research partners as the primary point of contact for these organizations on economic impact work in your region
• Advance research collaborations that answer country- or regional-specific economic impact questions
• Translate research insights into actionable recommendations for policy discussions
• Make fundamental contributions to the development and expansion of the Anthropic Economic Index, including country- and regional-specific analysis
• Design and collaborate on empirical research on AI's economic effects with governments, academia, industry, and civil society in your region
• Develop new methodological approaches, in collaboration with partners in your region, for studying AI's impact on labor markets and the future of work; productivity and task transformation; economic inequality and displacement; industry-specific disruption and adaptation; and aggregate economic trajectories under varying AI-adoption scenarios
• Work cross-functionally with other technical teams to improve our measurement infrastructure and data collection
• Amplify external engagement through research publications, policy briefs, and presentations to diverse stakeholders

Minimum qualifications:

• PhD in Economics
• Strong track record of empirical research, particularly studies combining novel data sources and economic theory or implementing frontier methods in causal inference and machine learning
• Demonstrated experience working in, and relevant relationships across, the region
• Proficiency in Python, R, SQL, or similar tools for large-scale data analysis
• Demonstrated ability to lead complex research projects from conception to publication
• Demonstrated ability to communicate technical findings to diverse audiences
• Demonstrated ability to build relationships across academic, policy, and industry communities

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Responsibilities:

• Prospecting for new business opportunities via outbounding initiatives.
• Qualifying, nurturing and developing a volume of inbound leads on set target accounts.
• Generating sales-ready meetings and opportunities for the Account Executives.
• Researching contacts and generating demand through call and email campaigns.
• Utilising active listening skills to uncover customer needs and business outcomes.
• Consistently achieving quota by hitting call, email, and meeting targets.
• Collaborating with other members of the sales and marketing organisation to drive deals forward.
• Attending in-person and online marketing events to represent the xDR Organisation.
• Using and maintaining our SaaS toolkit (SDFC, Outreach etc) to keep data accurate.
• Achieving and exceeding monthly set quotas of qualified opportunities.

Requirements:

• 2+ years of previous corporate/business experience.
• Excellent written/verbal communication skills in Japanese.
• Highly motivated, driven and self-starting individual.
• Ability to work in a fast-paced, team environment.
• Ability to understand customer needs and meet that need with a successful product sale.
• Excellent time management/organisational skills.

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You will contribute to the development of the Anthropic Economic Index and its extension to generate regionally relevant insights, establish new methodologies to measure the usage, diffusion, and impact of AI throughout the economy, and work to broaden access to and usage of the insights generated by the Index.

Key responsibilities:

• Build and maintain relationships with academic institutions, policy think tanks, and other research partners as the primary point of contact for these organizations on economic impact work in your region
• Advance research collaborations that answer country- or regional-specific economic impact questions
• Translate research insights into actionable recommendations for policy discussions
• Make fundamental contributions to the development and expansion of the Anthropic Economic Index, including country- and regional-specific analysis
• Design and collaborate on empirical research on AI's economic effects with governments, academia, industry, and civil society in your region
• Develop new methodological approaches, in collaboration with partners in your region, for studying AI's impact on labor markets and the future of work; productivity and task transformation; economic inequality and displacement; industry-specific disruption and adaptation; and aggregate economic trajectories under varying AI-adoption scenarios
• Work cross-functionally with other technical teams to improve our measurement infrastructure and data collection
• Amplify external engagement through research publications, policy briefs, and presentations to diverse stakeholders

Minimum qualifications:

• PhD in Economics
• Strong track record of empirical research, particularly studies combining novel data sources and economic theory or implementing frontier methods in causal inference and machine learning
• Demonstrated experience working in, and relevant relationships across, the region
• Proficiency in Python, R, SQL, or similar tools for large-scale data analysis
• Demonstrated ability to lead complex research projects from conception to publication
• Demonstrated ability to communicate technical findings to diverse audiences
• Demonstrated ability to build relationships across academic, policy, and industry communities

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Japan is Spotify's only single-country region, and we're entering an exciting new chapter focused on partnerships and sustainable growth. Working across marketing, product, data and commercial teams, you'll shape our growth strategy, turn customer insights into action and find new ways to connect Japanese listeners with Spotify Premium. You'll have the opportunity to make a meaningful impact while developing your leadership responsibilities over time.

Responsibilities

• Lead Spotify's growth strategy in Japan, driving Premium subscriber acquisition, conversion, retention and revenue performance.
• Own and deliver the Premium growth plan, identifying opportunities across the customer journey and translating them into measurable business outcomes.
• Work closely with Marketing, Music and Partnerships leadership to shape growth priorities based on consumer insights, market trends and competitive dynamics.
• Partner with our Partnerships team to unlock subscriber growth through telecommunications, device, payment and content partners.
• Design and run experiments across paid, owned and in-app channels, using data and clear success metrics to improve conversion and retention.
• Develop CRM and lifecycle marketing strategies across email, push notifications and in-app messaging, creating relevant experiences that engage and retain listeners.
• Collaborate with Product, Data Science, Payments and Finance teams to build business cases, evaluate performance and identify scalable growth opportunities.
• Lead and develop a team member, share learnings with regional Growth teams and explore how AI-powered tools can improve decision-making and execution.

Requirements

• Experience driving growth in a digital consumer business, such as streaming, entertainment, e-commerce or consumer technology.
• A track record of owning subscriber or commercial growth targets and understand how acquisition, conversion and retention contribute to sustainable growth.
• Experience in digital marketing, CRM and lifecycle campaigns, with the ability to turn customer insights into meaningful action.
• Confidence using data, analytics tools and experimentation to make decisions, evaluate performance and identify opportunities. Familiarity with SQL can help.
• Understanding of subscription business economics, including customer lifetime value, subscriber acquisition cost and gross margin.
• Ability to combine analytical thinking with creative marketing instincts and a strong understanding of Japanese consumer behaviour and culture.
• Comfortable collaborating across functions, influencing stakeholders and taking ownership of initiatives in a fast-moving environment.
• Enjoy developing others, curious about using AI to improve how you work, and communicate fluently in Japanese and confidently in business English.

Location

• This role is based in Tokyo.
• We offer flexibility to work where you work best, with some in-person meetings.

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In this role, you will:

• Build and manage a growing portfolio of new accounts across industries to help ElevenLabs meet its revenue goals.
• Proactively identify and generate new business opportunities that align with ElevenLabs' product offering and roadmap.
• Run agile, high-velocity outbound and outreach , moving fast from first touch to close.
• Negotiate contracts and close sales in collaboration with the Growth team.
• Develop and maintain a deep, hands-on understanding of ElevenLabs' products and how they map to customer use cases.
• Own KPI and sales performance tracking, providing weekly updates to the wider ElevenLabs team.

Requirements:

• Proven track record of meeting & exceeding sales targets in a fast-paced environment, including self-sourced pipeline.
• 5-7 years of previous experience in sales in a SaaS organisation.
• Strong product intuition , able to learn a technical product deeply and clearly articulate its value to customers. Genuine curiosity about Voice GenAI.
• A proactive, agile operator who moves fast rather than waiting for leads to come in.
• Excellent communication and interpersonal skills, with the ability to build and maintain relationships with stakeholders at all levels of an organisation.
• A hybrid customer- & product-driven mentality that prioritises client satisfaction and scale.
• High fluency in Japanese; working proficiency in English.

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You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across Japan, working closely with founders and senior technical leaders.

This is an Outbound, High Touch sales role requiring strong discipline, resilience, and commercial focus.

You will own the full sales cycle - from account selection and prospecting through discovery, solution design, proposal, negotiation, and close.

We are seeking someone who combines strong sales execution with technical credibility, and who is comfortable engaging across Engineering, DevOps, Security, Network, IT, and Infrastructure teams.

Key Responsibilities:

• Strategic Territory Planning: Formulate and execute tailored sales strategies to systematically maximize market penetration in Japan.
• Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on Application Security, Performance & Dev Platform.
• Revenue Generation: Consistently achieve and exceed quarterly revenue targets by closing high-value, complex solutions.
• Value Proposition & Offerings: Clearly articulate Cloudflare’s unique value, connecting our Cloud/Security platform directly to client business outcomes.
• Pipeline & Deal Management: Build and maintain a healthy, predictable sales pipeline from lead qualification to contract negotiation and closure.
• Ecosystem Co-Selling: Identify, enable, and collaborate with strategic partners to scale sales reach and accelerate solution adoption.
• Client Advocacy: Foster strong, long-term relationships with key customer accounts to drive ongoing retention and customer satisfaction.
• Field Travel: Travel within Japan as required (up to ~60% dependent on business needs).

Key Qualifications & Experience

• Proven Sales Record: 10+ years of successful Field / Direct Sales experience in the IT, Cloud, or Cyber Security industry.
• Domain Expertise: Demonstrated success selling Network Infrastructure, SaaS, Enterprise Security, or Cloud Architecture (IaaS/PaaS) directly to enterprise clients.
• Lead Ownership: Proven ability to manage the complete sales lifecycle as a lead account owner and relationship orchestrator.
• Language Proficiency: Fluent in Japanese (Native level) and Working proficiency in English (both written and verbal).
• Technical Aptitude: Core understanding of networking fundamentals, web infrastructure, and internet security. A technical background (Computer Science, Engineering, or MIS) is a strong plus.
• Executive Presence: Outstanding presentation, negotiation, and interpersonal communication skills with a consultative mindset.
• Education: Bachelor’s degree or equivalent practical experience.

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Join Anthropic's Customer Success team as one of the founding members of our Japan Customer Success team as we pioneer the future of enterprise AI adoption.

As a Customer Success Manager at Anthropic, you'll be the strategic partner and trusted advisor to our most complex customers across Japan, helping them harness the full potential of all our Claude capabilities: API, Claude for Enterprise, and Claude Code.

Key Responsibilities

• Build trusting, strategic relationships with key Japanese customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion
• Become an expert in Anthropic's products across API, Claude for Enterprise, and Claude Code, understanding the technical nuances and best practices for each to guide customers to the right solutions
• Leverage your deep knowledge of the customer and regional nuances to proactively drive usage planning, understanding current and future consumption and adoption and how it creates realized value for the customer
• Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both our consumption-based and seat-based products to drive full value from contracted commitments
• Serve as the customer's thought partner, enhancing their knowledge of Claude products by socializing Anthropic's product roadmap, driving awareness of new products, and engaging Product PMs as the voice of Japanese customers
• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment
• Identify potential use cases and lines of business not currently onboarded, partnering with customers to discover new applications for Claude across different departments, teams, and workflows
• Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement
• Own the customer experience across their lifecycle: manage comprehensive account and success plans grounded in the customer's business objectives, conduct Quarterly Business Reviews, and serve as the primary conduit between the customer and Anthropic
• Build Anthropic's brand and customer relationships as part of our founding in-region CS team, developing Japan-specific processes, playbooks, and best practices where needed that account for regional business cultures

Requirements

• Experience in customer-facing roles (Customer Success, Consulting, Solutions Architect, Solutions/Functional Consultant, Success Engineer or similar)
• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns
• Experience explaining and demonstrating technical products to various audiences
• Strong project management skills and ability to manage multiple customer relationships
• Passion for AI and interest in responsible development of advanced systems
• Fluency in English and Japanese

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As a Security Specialist Solutions Architect, you will bring deep expertise in SIEM solutions, security technologies, and consultative selling to support customers in securing their data and infrastructure.

What You Will Be Doing

• Architect next-generation security solutions: Design and implement innovative solutions using Elastic's latest advancements in AI, to help improve incident response
• Harness the power of the Elastic Security Solution to enable organizations to achieve their use case requirements and improve overall operational efficiency
• Deliver compelling proof-of-value (POV) projects: Showcase the value of Elastic Security’s detection, AI, and Incident Response capabilities, demonstrating the potential to improve the analyst experience and shorten the time it takes for an analyst to make an informed decision.
• Be a leader with a point of view and promote our vision: Share your expertise through presentations, blog posts, and other channels, positioning Elastic as the leader in SIEM and Analytics
• Champion collaboration and knowledge sharing: Nurture a collaborative environment within the Solutions Architecture team and across departments, promoting knowledge sharing and driving continuous improvement.
• Stay ahead of the curve: Continuously learn and explore the ever-evolving landscapes of SIEM and Analytics and related technologies, ensuring our solutions are always at the forefront of innovation.

What You Bring

• 8+ years of experience in crafting and architecting enterprise-level SIEM solutions.
• Extensive experience with SIEM platforms and vendor solutions in enterprise environments
• Deep understanding of AI and its impact on SIEM and Analytics solutions.
• Strong understanding of SOC workflows, processes, and operational challenges.
• Knowledge of a wide range of security solutions, the type of data they produce and build content to satisfy Use Case Requirements
• Background that includes forensic analysis, troubleshooting, and threat mitigation.
• Experience with Behavioral Analytics, and Machine Learning techniques.
• Ability to work independently and thrive in fast-paced environments.
• Proven success in consultative selling, RFI/RFP responses, and customer presentations.
• Superb communication and presentation skills, able to engage both technical and non-technical audiences
• Collaborative spirit and a passion for sharing knowledge and expertise.
• Unwavering commitment to continuous learning and staying ahead of the curve in technology and emerging trends
• Certifications such as CISSP, CEH, or GIAC are a plus
• Willingness to travel 30% of the time

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

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As a Manager, Account Executive at Anthropic, you will lead a team of Account Executives driving the adoption of safe, frontier AI with top enterprises across Japan. This role is critical to Anthropic's Japan expansion.

You will leverage your leadership expertise to propel revenue growth while developing a high-performing team. Working closely with Applied AI Engineering, Product, GTM, and Marketing teams, you will help enterprise customers deploy AI solutions and refine our market positioning for Japan.

The ideal candidate will have a deep understanding of Japanese business culture, a passion for developing people, and the ability to navigate Japan's consensus-driven sales environment.

Responsibilities:

• Build and lead a high-performing team of Account Executives, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on Japanese enterprise buying cycles and decision-making processes
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales
• Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails
• Build strong partnerships across the organization to drive strategic initiatives
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments
• Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus

Requirements:

• 10 years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies
• 3+ years of sales leadership experience within the Enterprise segment
• Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations
• Strong technical acumen with ability to enable credible AI conversations
• Track record of successful partnership with technical teams throughout the customer journey
• Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
• Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives
• Strategic approach to market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development
• Business-level Japanese required; English proficiency strongly preferred

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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Join Anthropic's Customer Success team as a founding member of our Japan Customer Success team, pioneering enterprise AI adoption. As a Customer Success Manager, you'll be a strategic partner to complex customers across Japan, helping them harness Claude capabilities.

Key Responsibilities

• Build strategic relationships with key Japanese customer decision-makers to understand their business objectives and identify optimization opportunities.
• Become an expert in Anthropic's products, including API, Claude for Enterprise, and Claude Code, to guide customers to the right solutions.
• Drive usage planning, monitor usage patterns, and identify optimization opportunities to maximize value from contracted commitments.
• Serve as a thought partner, enhancing customers' knowledge of Claude products and socializing Anthropic's product roadmap.
• Document and quantify customer value realized through business outcomes, ROI, and impact metrics.
• Identify potential use cases and lines of business not currently onboarded, and develop change management strategies to drive end-user adoption.
• Own the customer experience across their lifecycle, managing comprehensive account and success plans.

Requirements

• Experience in customer-facing roles, such as Customer Success, Consulting, or Solutions Architect.
• Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns.
• Experience explaining and demonstrating technical products to various audiences.
• Strong project management skills and ability to manage multiple customer relationships.
• Passion for AI and interest in responsible development of advanced systems.
• Fluency in English and Japanese.

Preferred Qualifications

• 6+ years of experience in a relevant field.
• Experience driving success across both consumption-based and seat-based business models.
• Strategic mindset to identify growth opportunities and translate them into actionable expansion plans.
• Cross-functional collaborator who represents the customer in a positive, proactive manner.

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We are looking for a Partner Account Manager to join the Japan Partner Sales team at Cloudflare. As a Partner Account Manager, you will develop and execute strategies to drive adoption and revenue growth with partners throughout Japan.

Responsibilities

• Develop and execute strategies to achieve partner and sales organization goals, including go-to-market initiatives and sales plays.
• Build and maintain strong business and technical relationships with strategic partners and internal teams.
• Manage and drive partner pipeline, co-sell opportunities, and new customer engagements to generate revenue and market adoption.
• Advise sales teams and customers on the value of partner engagement, helping to create and launch new bundles and offerings.
• Create and drive enablement plans, including advanced training and certifications for both sales and technical teams and support partner market expansion in new verticals and geographies.
• Prepare and deliver regular business reviews to leadership, presenting metrics, progress, and overall business health.
• Manage partner programs, including MDF, SPIFF, and other incentive programs, to drive growth and success.
• Embed AI tools and workflows across the partner lifecycle and raise the bar for how Cloudflare and our partners work together in an AI-first way.

Desirable Skills, Knowledge, and Experience

• 3-5 years of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management.
• Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth.
• Strong understanding of cloud infrastructure, SaaS, and security solutions.
• Expertise in partner programs, including tiered partner structures and managing partner incentives.
• Ability to manage complex, global partner relationships and influence partner strategies.
• Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders.

What Makes Cloudflare Special?

Cloudflare is committed to helping build a better Internet, with initiatives such as Project Galileo and the Athenian Project, and the release of 1.1.1.1, a faster, more secure, and privacy-centric public DNS resolver.

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As a Manager, Account Executive at Anthropic, you will lead a team of Account Executives driving the adoption of safe, frontier AI with top enterprises across Japan. This role is critical to Anthropic's Japan expansion.

You will leverage your leadership expertise to propel revenue growth while developing a high-performing team. Working closely with Applied AI Engineering, Product, GTM, and Marketing teams, you will help enterprise customers deploy AI solutions and refine our market positioning for Japan.

The ideal candidate will have a deep understanding of Japanese business culture, a passion for developing people, and the ability to navigate Japan's consensus-driven sales environment.

Responsibilities:

• Build and lead a high-performing team of Account Executives, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on Japanese enterprise buying cycles and decision-making processes
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales
• Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails
• Build strong partnerships across the organization to drive strategic initiatives
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments
• Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus

Requirements:

• 10 years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies
• 3+ years of sales leadership experience within the Enterprise segment
• Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations
• Strong technical acumen with ability to enable credible AI conversations
• Track record of successful partnership with technical teams throughout the customer journey
• Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
• Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives
• Strategic approach to market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development
• Business-level Japanese required; English proficiency strongly preferred

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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You will be working with Japan Auth0 resellers and distributors, focused on providing value to Japan's most mature Product Development teams (Engineering, Product, Security and Architecture).

Key responsibilities:

• Build a plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Create compelling artifacts, documents and presentations to convey ideas
• Run Executive Stakeholder alignment and Quarterly Business Reviews
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Utilize partners to identify and open opportunities
• Build and nurture effective working partnerships within your Okta ecosystem

Requirements:

• 8+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand within the Product, Digital and Engineering organizations
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a company's business and transformation outcomes
• Outstanding communication and presentation skills
• Prior experience working with Engineering, Product and Digital Transformation Initiatives
• Fluent Japanese
• Expertise using a Sales Framework such as MEDDPICC

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You will be working with Japan Auth0 resellers and distributors, focused on providing value to Japan's most mature Product Development teams (Engineering, Product, Security and Architecture).

Key responsibilities:

• Build a plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Create compelling artifacts, documents and presentations to convey ideas
• Run Executive Stakeholder alignment and Quarterly Business Reviews
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Utilize partners to identify and open opportunities
• Build and nurture effective working partnerships within your Okta ecosystem

Requirements:

• 8+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand within the Product, Digital and Engineering organizations
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a company's business and transformation outcomes
• Outstanding communication and presentation skills
• Prior experience working with Engineering, Product and Digital Transformation Initiatives
• Fluent Japanese
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler

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You will define how global ideas are translated, adapted, and evolved for Japan, while developing original ideas rooted in Japanese culture.

You will shape creative direction, elevate craft, and ensure local relevance while protecting global brand integrity.

As part of the International Creative Studio, you'll collaborate closely with creative colleagues across OpenAI and cross-functional partners in Japan.

Together with the Japan Marketing Lead, you will select and co-lead agencies in Japan, while guiding creators and production partners to deliver bold, distinctive, and world-class work that connects with local audiences.

You will play a key role in shaping and evolving OpenAI's visual identity and creative frameworks for Japan, ensuring they resonate with local audiences while remaining true to our global brand vision and principles.

Responsibilities:

• Lead creative direction for brand campaigns, marketing, digital, content, experiential, events, and partnerships in Japan, across consumer and B2B audiences
• Translate global brand strategy and creative vision into culturally resonant work for Japanese audiences, developing locally originated ideas alongside global campaign adaptations
• Set and maintain a high bar for concept, craft, and storytelling across all creative outputs, with close attention to Japanese language, typography, and visual expression
• Partner closely with the International and U.S. Creative Studio, Japan Marketing, and cross-functional partners to align on creative direction, systems, and brand standards
• Guide and mentor designers, art directors, and creative partners working on Japan, providing clear direction, feedback, and inspiration
• Collaborate with Japan Marketing to turn audience insights and product capabilities into clear, locally relevant ideas and stories
• Shape and evolve OpenAI's visual systems and creative frameworks for Japan while maintaining a consistent global brand
• Select and co-lead agencies in Japan together with the Japan Marketing Lead, aligning on agency partners, briefs and creative direction
• Interpret strategy and briefs, identifying the core creative tension and turning it into distinctive ideas that resonate in Japan
• Act as a trusted creative partner to cross-functional stakeholders in Japan, balancing ambition, cultural nuance, and brand responsibility

Requirements:

• Have a strong, distinctive portfolio demonstrating creative leadership, conceptual clarity, and exceptional craft across multiple mediums
• Bring experience leading brand work in Japan, with a portfolio that demonstrates local cultural relevance and strong global brand stewardship
• Have experience working within a global brand organization, bridging global creative leadership and local marketing teams
• Can interpret global creative direction through a local cultural lens, articulate nuanced consumer insights and creative preferences that may be lost in translation, and constructively navigate differing perspectives to deliver work that resonates locally while maintaining global brand consistency
• Have deep cultural fluency in Japan and a strong understanding of local audiences, language, visual culture, storytelling, and creative communities
• Are equally comfortable setting creative vision and getting hands-on when needed
• Have a refined design eye and a strong, well-articulated point of view
• Enjoy collaborating across languages, cultures, and time zones in complex, fast-moving environments
• Are an empathetic leader who elevates teams through clarity, trust, and constructive feedback
• Balance creativity with strategic rigor and strong brand stewardship
• Are excited by the role of creativity in shaping how transformative technology shows up in people's lives in Japan
• Have strong cross-functional collaboration skills

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We’re building Spotify’s audiobook business in Japan and looking for someone to lead our relationships with Japanese publishers. You’ll help build our publisher portfolio and secure a catalogue that resonates with listeners in Japan. After launch, you’ll keep owning and growing these partnerships so they deliver lasting value for Spotify and our publishing partners.

Responsibilities

• Map the Japanese publishing and audiobook landscape and identify priority publishers, rights holders, and catalogue opportunities.
• Build a strong pipeline of major and independent publishers, and take partnerships from first conversation through negotiation, agreement, and onboarding.
• Lead commercial and licensing negotiations, including distribution terms and content licensing budgets, and design creative deal structures that improve economics and share risk.
• Identify and prioritize the audiobook catalogues and titles that matter most to listeners in Japan, using data, financial models, and market insights.
• Own long-term publisher relationships, aligning on shared goals and running regular performance reviews informed by data and partner feedback.
• Partner with operations and publishers on catalogue onboarding, metadata readiness, and smooth content delivery, resolving issues that affect partners or listeners.
• Represent publishing partners internally, working with product, editorial, growth, operations, and cost management teams on launch priorities and long-term improvements.
• Stay close to developments in the Japanese publishing and audiobook market and turn them into new partnership and growth opportunities.

Requirements

• You have full professional proficiency in Japanese and English and can lead complex commercial negotiations in both languages.
• You have experience in licensing, partnerships, business affairs or business development in digital content, such as books, audiobooks, music, podcasts, video or TV.
• You have a track record of managing complex commercial relationships with rights holders.
• Knowledge of the Japanese book publishing and audiobook ecosystem, including publishers, rights holders and distribution models, and an established network in the industry is preferred.
• You understand licensing and commercial models between rights holders, and digital platforms, and you’ve led or supported negotiations in a digital content environment.
• You’re comfortable assessing catalogues, interpreting performance data and financial models, and managing budgets to balance partner value, cost, and long-term growth.
• You’re a confident, collaborative negotiator who finds solutions that work for both Spotify and its partners.
• You take ownership, build relationships and opportunities from the ground up, and stay steady in ambiguous, fast-moving environments.
• You can balance immediate launch priorities with building a sustainable long-term publisher strategy.

Location

• This role is based in Tokyo.

We offer you the flexibility to work where you work best! There will be some in person meetings, but still allows for flexibility to work from home.

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The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

By taking advantage of all structured and unstructured data , securing and protecting private information more effectively , Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts.

You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration,and is critical to our growth in the Enterprise segment.

Responsibilities

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements

• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.

Benefits

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

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You’ll be equally as comfortable with the CIO, CISO or VP Ops as you would hosting a room of Red Team members; from talking business benefits to bits and bytes.

The successful DSA drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to exceed their assigned quota.

Responsibilities:

• Articulate the value of the Tanium platform to decision makers and expertly manage the complex sales cycle
• Nurture and develop relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform
• Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts
• Generate appropriate sales development activity to ensure healthy pipeline management
• Accurately forecast, maintaining excellent SFDC hygiene
• Conduct online webinars or in-person presentations to generate qualified leads
• Travel as needed

Requirements:

• Significant enterprise software sales experience, generating and closing large & complex software transactions with the biggest customers in the region
• A strong team mentality - selling is a team sport at Tanium, where managing and using virtual resources to tackle large and complex sales cycles is a must have skill
• Proven track record of exceeding quota
• Experience calling on and presenting to C-Suite level contacts
• Background building and cultivating relationships with partner ecosystems to bring a partner-centric go-to-market approach to our customers
• The ability to evangelize and build new business opportunities within an assigned territory and/or accounts.
• Excellent communication and presentation skills

Benefits:

• 5 days set aside as volunteer time off (VTO) to contribute to the communities you live in and give back to the causes you care about most

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You will be in a customer-facing role, working with and supporting Solution Architects, that requires hands-on production experience with large-scale data warehousing technologies and lakehouse architecture.

The impact you will have:

• Provide technical leadership to guide strategic customers to successful cloud transformations on large-scale data warehousing workloads
• Prove the value of the Databricks Intelligence Platform for customer workloads by architecting production workloads, including end-to-end pipeline load performance testing and optimization
• Become a technical expert in an area such as data warehousing evaluations or helping set up successful workload migrations
• Assist Solution Architects with more advanced aspects of the technical sale including custom proof of concept content, estimating workload sizing and performance, and tuning workloads for production
• Provide tutorials and training to improve community adoption
• Contribute to the Databricks Community

What we look for:

• 5+ years experience in a technical role with expertise in data warehousing
• Experience with design and implementation of data warehousing technologies including relational databases, SQL, data analytics, MPP, and OLAP
• Deep Specialty Expertise in at least one of the following areas: Experience scaling large analytical data warehouse workloads in the cloud that are performant and cost-effective; Maintained, extended, or migrated a production data warehouse system to evolve with complex needs; Experience migrating on-premise EDW workloads to the public cloud
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Production programming experience in SQL and Python, or Java for developing UDFs
• Experience with the AWS, Azure, or GCP clouds
• 2 years professional experience with data warehousing and big data technologies
• 2 years customer-facing experience in a pre-sales or post-sales role
• Fluent proficiency in Japanese is a must, and business-level English is preferred

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As a leader of Applied AI Solutions Architecture in Japan, you will drive the adoption of frontier AI by enabling the deployment of Anthropic's products across Japanese enterprises and digital-first organizations.

Responsibilities

• Lead and grow a team of Applied AI professionals in Tokyo, providing both technical guidance and career development
• Set goals and reviews for your team, promoting growth and output
• Partner with the existing Japan Applied AI leadership to align on team structure, coverage, and best practices
• Work with a handful of the highest-value enterprise customers on their overall AI adoption strategies
• Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies
• Contribute to thought leadership through conference presentations, webinars, and technical content creation
• Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates enterprise customer ROI from Anthropic products
• Drive collaboration across cross-functional teams to influence and unify stakeholders at all levels of the organization
• Travel regularly to customer sites for executive-level sessions, technical workshops, and building relationships
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products
• Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities
• Stay current with emerging AI/ML trends and the competitive landscape in the Japanese enterprise tech sector

Requirements

• 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role
• 3+ years of technical go-to-market management experience, specifically managing pre-sales teams
• Native or business-level fluency in Japanese and professional proficiency in English
• Experience working with Japanese enterprise customers and understanding local business culture and decision-making processes
• Experience with the unique technical requirements and technical procurement processes of Japanese enterprises
• Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
• An organizational mindset and enjoyment of scaling teams in a fast-growing, evolving environment
• Excellent communication, collaboration, and coaching abilities
• Comfort with uncertain, ambiguous, and fast-moving environments typical of the tech industry
• Strong executive presence and the ability to foster deep relationships with technical leaders and engineering teams
• At least a high-level familiarity with the architecture and operation of large language models and/or ML in general
• Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems
• The ability to make ambiguous problems clear and identify core principles that translate across scenarios
• A passion for making powerful technology safe and societally beneficial
• Creative thinking about the risks and benefits of new technologies
• An active interest in emerging research and industry trends
• Understanding of developer tooling, SDKs, and technical integration patterns common in enterprise tech companies

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As a leader of Applied AI Solutions Architecture in Japan, you will drive the adoption of frontier AI by enabling the deployment of Anthropic's products across Japanese enterprises and digital-first organizations.

Responsibilities

• Lead and grow a team of Applied AI professionals in Tokyo, providing both technical guidance and career development
• Set goals and reviews for your team, promoting growth and output
• Partner with the existing Japan Applied AI leadership to align on team structure, coverage, and best practices
• Work with a handful of the highest-value enterprise customers on their overall AI adoption strategies
• Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies
• Contribute to thought leadership through conference presentations, webinars, and technical content creation
• Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates enterprise customer ROI from Anthropic products
• Drive collaboration across cross-functional teams to influence and unify stakeholders
• Travel regularly to customer sites for executive-level sessions, technical workshops, and building relationships
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products
• Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities
• Stay current with emerging AI/ML trends and the competitive landscape in the Japanese enterprise tech sector

Requirements

• 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role
• 3+ years of technical go-to-market management experience, specifically managing pre-sales teams
• Native or business-level fluency in Japanese and professional proficiency in English
• Experience working with Japanese enterprise customers and understanding local business culture and decision-making processes
• Experience with the unique technical requirements and technical procurement processes of Japanese enterprises
• Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
• An organizational mindset and enjoyment of scaling teams in a fast-growing, evolving environment
• Excellent communication, collaboration, and coaching abilities
• Comfort with uncertain, ambiguous, and fast-moving environments
• Strong executive presence and the ability to foster deep relationships with technical leaders and engineering teams
• At least a high-level familiarity with the architecture and operation of large language models and/or ML in general
• Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems
• The ability to make ambiguous problems clear and identify core principles that translate across scenarios
• A passion for making powerful technology safe and societally beneficial
• Creative thinking about the risks and benefits of new technologies
• An active interest in emerging research and industry trends
• Understanding of developer tooling, SDKs, and technical integration patterns common in enterprise tech companies

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You will build trusted relationships with investment professionals by developing a deep understanding of their investment processes, research workflows, priorities, and challenges. You will serve as a responsive, practical partner to investment teams, helping resolve day-to-day workflow issues and improve how teams operate.

Key responsibilities include:

• Investigating, prioritizing, and driving requests through resolution in coordination with relevant internal platform teams
• Providing hands-on guidance on internal research, data, and technology tools, troubleshooting workflow issues, and strengthening adoption of existing capabilities
• Translating investment needs into practical AI use cases and partnering with the firm’s AI experts to design, prototype, test, and implement solutions
• Identifying opportunities to improve investment workflows and delivering solutions that help teams derive greater value from internal tools and platform resources

To be successful in this role, you will need:

• Approximately 7–10 years of relevant financial-services experience, including substantial experience in equity investing
• Deep understanding of fundamental equity research, including company analysis, financial modeling, investment thesis development, and ongoing monitoring
• Strong familiarity with Japanese equities and the working practices of investment professionals
• Hands-on experience building and integrating AI solutions into research or related investment workflows beyond using off-the-shelf tools
• Ability to explain AI implementation choices, limitations, and results clearly and practically
• Strong execution, communication, and collaboration skills, with a service-oriented mindset and the ability to manage competing priorities
• Native-level Japanese and fluent business English, with the ability to discuss investment research and communicate complex requirements effectively in both languages

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As we expand deeper into the regulated Japanese market, maintaining a robust, transparent, and technically sound information security GRC program is critical. You will architect the systems and processes that automate trust , a pragmatic operator who understands that GRC exists to enable the business, balancing rigorous standards with the velocity of a high-growth company.

Responsibilities:

• Own and evolve Japan financial services and payments compliance posture across JFSA supervisory expectations, APPI, and local Japanese banking and payments technology controls supporting X Money.
• Build and maintain Compliance-as-Code capabilities , policy-as-code, automated control validation, continuous evidence collection, and monitoring integrated into CI/CD.
• Operate and extend GRC platforms as the backbone for control mapping, evidence management, and continuous compliance.
• Partner with Architects and Engineering Leads to bake JFSA and APPI requirements into design early.
• Design, implement, and validate technical controls relevant to Japanese banking and payments environments.
• Operate the cybersecurity and compliance risk register , identify, quantify, and track risks.
• Lead risk assessments and compliance reviews for new products, payment flows, features, vendors, and architectural changes.
• Liaise with Legal and the Data Privacy team on security-relevant intersections with APPI.
• Own and cultivate relationships with external auditors, assessors, and JFSA supervisory contacts.
• Develop, maintain, and continuously improve policies, standards, and procedures aligned to JFSA, APPI, and local banking and payments technology requirements.

Basic Qualifications:

• Bachelor's degree in computer science, Information Security, Cybersecurity, risk management, or an engineering/STEM field , or equivalent practical experience.
• 8+ years of experience owning or materially operating a GRC, information security compliance, or ISMS program in fintech, banking, payments, SaaS, or other regulated technology environments , with primary Japan exposure.
• Demonstrable experience owning or materially operating an ISMS and control library.
• Hands-on experience with JFSA supervisory expectations and local Japanese banking and payments technology controls.
• Strong understanding of information security risk management, control assessment, risk treatment, and governance reporting.

Preferred Skills and Experience:

• 10+ years of information security compliance, GRC engineering, or technology audit experience in fintech or financial services with a primary Japan focus.
• Experience in a SaaS, fintech, financial services, regulated technology, or B2B enterprise software environment.
• Hands-on experience implementing technical controls and integrating compliance checks into CI/CD / DevSecOps pipelines.
• Familiarity with secure SDLC practices.
• Deep familiarity with JFSA expectations for technology risk management, third-party technology risk, and incident reporting.

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Your role involves working directly with sales reps to prepare, review, and push sales orders and workflow processes through to completion. You will research account history, pricing exceptions, and order patterns in Salesforce to build accurate quote proposals. You will also draft and finalize contracts that meet internal policy and legal standards, coordinating with legal and business ops as needed.

Key responsibilities include:

• Working with sales reps to prepare, review, and complete sales orders and workflow processes
• Researching account history, pricing exceptions, and order patterns in Salesforce
• Drafting and finalizing contracts that meet internal policy and legal standards
• Serving as the go-to contact for customers on order status, account setup, and license configuration questions
• Coordinating post-order work like revenue reconciliation, order splits, and ensuring all paperwork matches what finance expects

The impact you will have:

• Reducing deal cycle time by catching issues early and routing approvals efficiently
• Improving data accuracy across Salesforce, finance systems, and reporting dashboards
• Enabling account managers to spend more time selling and less time chasing internal approvals
• Building trust with customers by being responsive, accurate, and clear about what happens next
• Identifying process bottlenecks and driving automation or workflow improvements

Requirements:

• Bachelor's degree in business, accounting, or a related field
• At least 3 years in sales operations, sales support, or deal desk roles, ideally in an IT or software company
• Hands-on experience with Salesforce or similar CRM platforms, and a solid understanding of Quote to Cash workflows
• Advanced proficiency in Microsoft Excel and PowerPoint for analysis, reporting, and stakeholder presentations
• Strong written and verbal English communication skills

You will join a collaborative Deal Operations team that works closely with account managers, legal, finance, and technical staff across Synopsys. The team is focused on delivering accurate, timely sales and order management support while driving continuous improvement in processes and systems.

Rewards and benefits include a comprehensive range of health, wellness, and financial benefits.

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The Enterprise Account Executive Opportunity The successful Okta Enterprise Account Executive is a highly motivated, self-driven, and experienced sales candidate who is passionate about security and helping customers protect themselves against the biggest identity threats.

As an Okta Enterprise Account Executive, you will be focused on providing value to C-Suite decision makers on their ability to drive the most secure environment possible for their workforce.

You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers.

What You'll Be Doing:

• Establish a vision and plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets
• Holistically embrace, access, and utilize Okta partners to identify and open opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
• Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
• Travel as necessary to build and cultivate customer and prospect relationships

What you'll bring to the role:

• 8+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand with C-level decision makers
• Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
• Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
• Significant experience selling in partnership with GSI’s & the wider partner ecosystem
• Experience in account management to the manufacturing industry, especially automotive, heavy, chemical and machinery is a plus.
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (we use MEDDPICC)

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As we expand deeper into the regulated Japanese market, maintaining a robust, transparent, and technically sound information security GRC program is critical. You will architect the systems and processes that automate trust , a pragmatic operator who understands that GRC exists to enable the business, balancing rigorous standards with the velocity of a high-growth company.

Responsibilities:

• Own and evolve Japan financial services and payments compliance posture across JFSA supervisory expectations, APPI, and local Japanese banking and payments technology controls supporting X Money.
• Build and maintain Compliance-as-Code capabilities , policy-as-code, automated control validation, continuous evidence collection, and monitoring integrated into CI/CD.
• Operate and extend GRC platforms (e.g., Vanta) as the backbone for control mapping, evidence management, and continuous compliance.
• Partner with Architects and Engineering Leads to bake JFSA and APPI requirements into design early.
• Design, implement, and validate technical controls relevant to Japanese banking and payments environments.
• Operate the cybersecurity and compliance risk register , identify, quantify, and track risks.
• Lead risk assessments and compliance reviews for new products, payment flows, features, vendors, and architectural changes.
• Liaise with Legal and the Data Privacy team on security-relevant intersections with APPI.
• Own and cultivate relationships with external auditors, assessors, and JFSA supervisory contacts.
• Develop, maintain, and continuously improve policies, standards, and procedures aligned to JFSA, APPI, and local banking and payments technology requirements.

Basic Qualifications:

• Bachelor's degree in computer science, Information Security, Cybersecurity, risk management, or an engineering/STEM field , or equivalent practical experience.
• 8+ years of experience owning or materially operating a GRC, information security compliance, or ISMS program in fintech, banking, payments, SaaS, or other regulated technology environments , with primary Japan exposure.
• Demonstrable experience owning or materially operating an ISMS and control library.
• Hands-on experience with JFSA supervisory expectations and local Japanese banking and payments technology controls.
• Strong understanding of information security risk management, control assessment, risk treatment, and governance reporting.

Preferred Skills and Experience:

• 10+ years of information security compliance, GRC engineering, or technology audit experience in fintech or financial services with a primary Japan focus.
• Experience in a SaaS, fintech, financial services, regulated technology, or B2B enterprise software environment.
• Hands-on experience implementing technical controls and integrating compliance checks into CI/CD / DevSecOps pipelines.
• Familiarity with secure SDLC practices.
• Deep familiarity with JFSA expectations for technology risk management, third-party technology risk, and incident reporting.

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OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world's best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy.

You will be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You will work with researchers, engineers, and solution strategists to help customers evolve their industry with AI.

This role is based in Tokyo, Japan. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

Responsibilities

• Manage approximately a dozen key accounts, developing and executing strategies for a comprehensive account plan
• Lead our enterprise prospects' journeys from consideration to successful deployment
• Partner with solutions and research engineering to build and execute complex customer programs and projects
• Own a consumption revenue target
• Manage consumption revenue forecasts
• Analyse key account metrics to create reports and provide insights to internal and external stakeholders
• Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
• Support the recruitment and onboarding of other teammates
• Support the development of company culture

Requirements

• 7+ years selling platform-as-a-service and/or software-as-a-service
• Achieving revenue targets >$1M per year for more than 3 years
• Designing and executing complex deal strategies
• Supporting the growth of fast-growing, high-performance companies
• Working directly with c-level executives
• Communicating technical concepts to customers and internal stakeholders
• Leading high-visibility customer events (CAB, conferences, product launches, etc.)
• Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence

Nice to Have

• Are customer-centric. You are motivated to deeply understand your customer's priorities and help them achieve their vision for using our models to improve their products and services. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.
• Are proficient in both Japanese and English. This is essential to effectively perform key responsibilities such as partnering with customers, driving the sales cycle, managing accounts, collaborating with cross-functional teams, and communicating with headquarters.
• Have a passion or deep curiosity in artificial intelligence. You embrace the opportunity to help deploy our technology in a way that benefits humanity. You're excited to educate our customers on AI and how to plan for the future.
• Are a builder. You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.
• Are excited by new challenges. You don't have the answers to every question up front, but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. You're willing to experiment with new solutions.
• Are a strategist. You deeply understand go to market best practices and raise the bar for our organisation. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

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OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world's best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy.

You will be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You will work with researchers, engineers, and solution strategists to help customers evolve their industry with AI.

This role is based in Tokyo, Japan. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

Responsibilities

• Manage approximately a dozen key accounts, developing and executing strategies for a comprehensive account plan.
• Lead enterprise prospects' journeys from consideration to successful deployment.
• Partner with solutions and research engineering to build and execute complex customer programs and projects.
• Own a consumption revenue target.
• Manage consumption revenue forecasts.
• Analyse key account metrics to create reports and provide insights to internal and external stakeholders.
• Closely monitor the industry landscape to contribute to product roadmap and other corporate strategies.
• Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
• Support the recruitment and onboarding of other teammates.
• Support the development of company culture.

Requirements

• 7+ years selling platform-as-a-service and/or software-as-a-service.
• Achieving revenue targets >$1M per year for more than 3 years.
• Designing and executing complex deal strategies.
• Supporting the growth of fast-growing, high-performance companies.
• Working directly with c-level executives.
• Communicating technical concepts to customers and internal stakeholders.
• Leading high-visibility customer events.
• Gathering, distilling, and processing complex market intelligence.

Nice to Have

• Are customer-centric, motivated to deeply understand customers' priorities, and help them achieve their vision.
• Proficient in both Japanese and English.
• Passionate about artificial intelligence and deploying technology to benefit humanity.
• Excited to build strong systems and processes from the ground up.
• Willing to experiment with new solutions and solve bespoke issues.
• Strategic thinker who understands go-to-market best practices.

Benefits

OpenAI offers a range of benefits including:

• Competitive salary
• Relocation assistance
• Hybrid work model

How to Apply

If you're interested in this exciting opportunity, please apply through our careers page.

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You will act as the main contact for customers on IP programs, manage project schedules and deliverables, coordinate cross-functional teams globally, identify and mitigate project risks, report progress to leadership and customers, and improve project management processes.

The impact you will have includes accelerating customer SoC product and High Speed, Serdes IP launches, reducing risk and improving delivery success, enhancing Synopsys' reputation with key customers, driving adoption of Synopsys IP, shaping internal best practices, and mentoring and supporting your team.

To be successful in this role, you will need:

• BSEE or equivalent with 10+ years relevant experience
• Expertise in SoC design, high-speed IP, Serdes, and IC manufacturing
• Strong program/project management skills
• Experience working with customers
• Excellent communication and leadership skills

You will be part of the Program Management Office within Silicon IP, collaborating globally with engineering, sales, and support teams to deliver innovative solutions for our customers.

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This role is focused on securing new logos and driving revenue growth by targeting Enterprise accounts in diverse sectors.

You are a proactive "hunter" who thrives on building relationships, navigating complex sales cycles, and closing high-value deals.

You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships.

You will report to the Director, Sales in Japan.

The impact you will have:

• Secure new Enterprise accounts across multiple industries, creating a strong foundation for long-term partnerships.
• Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets.
• Identify and close quick wins while managing longer, complex sales cycles.
• Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact.
• Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates.
• Use a solution-based approach to selling and creating value for customers.
• Develop a deep and detailed understanding of the customer's business.
• Provide leadership to the customer, important staff, and technical teams.
• Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization.
• Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

What we look for:

• 5+ years of experience selling multi-million dollar complex software deals to the region's recognizable organizations within the Enterprise segment.
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• Background in selling usage-based PaaS/ SaaS solutions, or other Data/ AI/ML technologies.
• 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message.
• 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use.
• Build customer champions and collaborative teams to support the implementation of the expansion plan.
• Understanding of how to develop a clear partner strategy and manage it successfully.

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You will own the market's SMB growth strategy and revenue outcomes across acquisition, activation, retention, and expansion. You will translate a deep understanding of Japanese businesses into programs that help advertisers succeed.

Key responsibilities:

• Own SMB revenue and growth goals in Japan, developing strategies and measurable marketing programs.
• Build acquisition, onboarding, activation, and lifecycle programs for SMBs.
• Identify priority customer segments, verticals, and growth opportunities through customer insight and market analysis.
• Recruit, engage, and grow SMB-focused agencies and partners.
• Develop locally relevant case studies, webinars, events, and educational content.
• Partner with Sales to connect marketing programs with customer opportunities.
• Adapt global campaigns and programs for Japan, balancing local customer needs with shared resources.
• Measure commercial impact, test new approaches, and scale successful programs.

Requirements:

• Experience in digital advertising, growth marketing, or advertiser marketing with a track record of delivering measurable business growth.
• Deep understanding of Japan's advertising market, including SMB needs and agency relationships.
• Experience building programs from scratch and setting priorities in ambiguity.
• Strong knowledge of self-serve advertising and performance marketing.
• Experience working with agencies and partners to reach and grow advertisers.
• Strong analytical judgment and ability to connect customer insight to revenue outcomes.
• Strong communication skills in Japanese and English.

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The APAC team is responsible for bringing OpenAI’s mission, products, and partnerships to life across one of the company’s most strategically important regions. As we scale our presence across Asia-Pacific, we are building a regional operating model that enables strong local execution, consistent global alignment, and long-term impact across businesses, products, markets, and functions.

About the Role

We are looking for a Strategy & Operations Lead to lead and scale operational excellence across Japan. This leader will translate global strategy into regional execution, ensure operating discipline across markets and functions, and help the business scale with consistency, speed, and rigor.

This person will act as a key bridge between global leadership and regional teams, bringing clarity to priorities, building scalable operating systems, and ensuring the region is set up to deliver against ambitious business goals while keeping the long-term opportunity in mind.

This role is based in Tokyo, Japan and we use a hybrid model of 3 days in office.

Responsibilities

• Define and implement the Japan operating strategy in alignment with APAC & global objectives and regional priorities.
• Drive execution across key markets, ensuring consistency while adapting to local needs, regulations, and market dynamics.
• Partner with global leadership to prioritize initiatives, allocate resources, and ensure strong execution in-region.
• Establish KPIs, reporting frameworks, and operating cadences to track performance and inform decision-making.
• Build and optimize scalable processes across business lines, including consumer, product, partnerships, and other key functions.
• Identify operational gaps and inefficiencies, and implement continuous improvement initiatives.
• Support market entry strategies and operational readiness for Japan.
• Enable strategic partnerships through strong operational frameworks and close partnership with relevant teams.
• Help build a strong regional functional leadership team and ensure the regional operating system runs smoothly and efficiently.
• Collaborate closely across functions to drive accountability and deliver against regional goals.
• Ensure seamless coordination between global and regional stakeholders.
• Act as a central point of accountability for operational delivery across Japan.
• Build, lead, and mentor a high-performing regional operations team.
• Foster a culture of accountability, inclusion, operational rigor, and continuous learning.
• Develop leadership bench strength across key markets and functions.

Requirements

• Significant experience leading regional or international operations in a fast-scaling, complex business environment.
• Strong strategic and operational judgment, with the ability to translate high-level goals into clear execution plans.
• Experience operating across multiple markets, functions, and business lines, ideally within Japan.
• A track record of building scalable operating systems, processes, metrics, and reporting frameworks.
• Strong cross-functional leadership skills and the ability to influence senior stakeholders across global and regional teams.
• Excellent business judgment, with a bias toward action and strong accountability for outcomes.
• Experience supporting market expansion, operational readiness, and/or regional growth initiatives.
• Strong people leadership skills, including experience building and developing high-performing teams.
• Comfort operating in ambiguity and creating structure in fast-moving environments.
• High integrity, low ego, and a collaborative leadership style.
• Strong written and verbal communication skills, with the ability to bring clarity to complex topics.

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Key Responsibilities:

• Deliver a coordinated approach to client engagement and present the firm to clients
• Develop new and existing relationships with clients, including agent lenders, corporate treasurers, and pension funds
• Cross-sell the firm with MSIM, GCM, PWM, and ISG divisions, including sales and trading desks
• Articulate client needs and provide feedback on client and liquidity flows
• Collaborate with cross-divisional teams to monetize firm assets externally in secured financing transactions

Required Skills:

• Excellent communication and interpersonal skills
• Strong interest in sales/relationship management and financial markets, particularly equity and fixed income financing markets
• Understanding of key regulatory requirements and frameworks across financing markets
• Effective team player with strong analytical, oral, and written communication skills
• Proficiency in PPT, Excel, Bloomberg, and fluency in English (Japanese preferred)

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As a Technical Program Manager- Simulation, you will act as an IC role across Japan, Korea, and the broader region, setting the operational foundation for how customer programs are planned, executed, and delivered.

Key responsibilities include:

• Building and implementing PMO methodologies, governance frameworks, and best practices that work across cultures, business units, and customer engagement models
• Overseeing a portfolio of complex customer programs and strategic initiatives, ensuring alignment with business goals, resource capacity, and delivery commitments
• Partnering with the Pipeline and Portfolio team within Professional Services to conduct resource planning, capacity forecasting, and project prioritization
• Providing executive-level reporting, program health assessments, and strategic recommendations to regional and global leadership
• Managing, coaching, and developing a team of Project Managers at various levels

The impact you will have:

• Defining how Synopsys delivers customer programs across APAC, setting the standard for execution, governance, and operational excellence
• Creating visibility into program health, resource constraints, and capacity planning that helps leadership make better decisions faster
• Driving a culture of accountability, transparency, and continuous improvement that raises the bar for how we manage programs regionally

Requirements:

• Bachelor's degree in Engineering, Business, Computer Science, or a related field
• PMP Certification
• 10 or more years of Program or Project Management experience, leading complex, customer-facing initiatives
• Strong experience managing executive stakeholders and customer relationships
• Experience leading geographically distributed teams across multiple countries and time zones
• Fluent English communication skills, both written and verbal

Preferred skills:

• Experience with EDA, semiconductor, CAE, CAD, PLM, or digital engineering solutions
• PgMP, PMI-ACP, or Lean Six Sigma certifications

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Responsibilities:

• Prospecting for new business opportunities via outbounding initiatives.
• Qualifying, nurturing and developing a volume of inbound leads on set target accounts.
• Generating sales-ready meetings and opportunities for the Account Executives.
• Researching contacts and generating demand through call and email campaigns.
• Utilising active listening skills to uncover customer needs and business outcomes.
• Consistently achieving quota by hitting call, email, and meeting targets.
• Collaborating with other members of the sales and marketing organisation to drive deals forward.
• Attending in-person and online marketing events to represent the xDR Organisation.
• Using and maintaining our SaaS toolkit (SDFC, Outreach etc) to keep data accurate.
• Achieving and exceeding monthly set quotas of qualified opportunities.

Requirements:

• 2+ years of previous corporate/business experience (inside-sales desirable).
• Excellent written/verbal communication skills in Japanese.
• Highly motivated, driven and self-starting individual.
• Ability to work in a fast-paced, team environment.
• Ability to understand customer needs and meet that need with a successful product sale.
• Excellent time management/organisational skills.

The Okta Experience:

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

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Key Responsibilities:

• Strategic Technical Partnership: Provide technical expertise to understand the partner landscape, drive strategic programs, and identify opportunities to deepen partner technical capabilities.
• Joint Solution Development: Collaborate with partners to identify high-value industry-specific GenAI applications, develop joint solutions, and codify reference architectures.
• Customer Deal Support: Provide deep technical expertise and solution architecture guidance to unblock strategic customer deals.
• Partner Ecosystem & Events: Represent Anthropic at partner events and lead or support partner-specific developer events.
• Product Feedback: Validate and gather feedback on Anthropic's products and offerings.

Preferred qualifications:

• 5+ years of experience in technical customer-facing/partner-facing roles.
• Track record of partnering with GSIs and/or cloud providers.
• Exceptional ability to build relationships and communicate technical concepts.
• Strong presentation and technical communication skills.
• Experience designing scalable cloud architectures and integrating with enterprise systems.
• Familiarity with common LLM frameworks and tools or a background in machine learning or data science.
• Fluent in Japanese and English.

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Key Responsibilities:

• Strategic Technical Partnership: Provide technical expertise to understand the partner landscape, drive strategic programs, and identify opportunities to deepen partner technical capabilities.
• Joint Solution Development: Collaborate with partners to identify high-value industry-specific GenAI applications, develop joint solutions, and codify reference architectures and best practices.
• Customer Deal Support: Intervene in strategic customer deals to provide deep technical expertise and solution architecture guidance.
• Partner Ecosystem & Events: Represent Anthropic at partner events, lead or support partner-specific developer events, hackathons, and technical enablement sessions.
• Product Feedback: Validate and gather feedback on Anthropic's products and offerings, especially related to partner use cases and deployment patterns.

Preferred qualifications:

• 5+ years of experience in technical customer-facing/partner-facing roles.
• Track record of partnering with GSIs and/or cloud providers to solve complex technical challenges.
• Exceptional ability to build relationships and communicate technical concepts to diverse stakeholders.
• Strong presentation and technical communication skills.
• Experience designing scalable cloud architectures and integrating with enterprise systems.
• Familiarity with common LLM frameworks and tools or a background in machine learning or data science.
• Fluent in Japanese and English.

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The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

By taking advantage of all structured and unstructured data , securing and protecting private information more effectively , Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts.

You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration,and is critical to our growth in the Enterprise segment.

Responsibilities

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements

• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.

Benefits

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

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Your primary focus will be on:

• Analysis to enable robust strategy building
• Operationalizing strong cross-functional governance of the Japan business
• Execution of growth programs

You will partner closely with multiple cross-functional teams to achieve origin guest growth ambitions and be part of the single most accountable team regarding guest demand growth.

Responsibilities include:

• Analyzing data to unveil insights that inform growth strategies
• Collaborating with cross-functional teams, including Community, International, Policy, Legal, Hosts Communications, Marketing, Operations, Product, and Finance
• Operationalizing strong cross-functional governance to execute strategies and deliver results
• Building frameworks to support decision-making in-country
• Owning and supporting execution of origin guest growth plans

Requirements:

• 8+ years of experience in analytics, strategy, and project management, preferably in tech platform industries, hospitality, or online travel agencies
• Demonstrated track record of leading and delivering complex programs with cross-functional teams in fast-paced environments
• Strong strategic thinking, analytical, and problem-solving skills
• Bias for action and execution with an entrepreneurial perspective
• Ability to thrive in dynamic and ambiguous environments
• Strong communication, interpersonal, and stakeholder management skills
• Proficiency in English and Japanese
• Comfortable with Excel, SQL

We offer a collaborative and dynamic work environment where you can grow and develop your skills.

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Key Responsibilities:

• Partner with the Japan GM to set country growth plan and roadmap priorities
• Use user research, funnel and cohort data, and competitive insight to find local friction and prioritize opportunities
• Run performance marketing tests and experiments across onboarding, activation, and retention
• Collaborate with cross-functional teams, including Product, Engineering, Design, Data Science, Partnerships, and Marketing
• Own the country growth scorecard and measure incremental user and revenue gains

Requirements:

• 10+ years of experience in product growth, growth marketing, data science, or growth strategy and operations
• User-first approach with a track record of turning local research into product and growth priorities
• Strong command of acquisition, activation, retention, and monetization funnels
• Practical performance marketing experience and analytical fluency in cohort analysis and growth economics
• Experience adapting and running campaigns across markets and influencing central and regional teams

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OpenAI’s User Operations team shepherds our customers’ adoption of AI and ensures that our customers' product experience is nothing short of exceptional. We are building the very first post-AGI support team. We resolve complex issues, provide technical guidance, and support customers in maximizing value and adoption from deploying our products. We work closely with Sales, Technical Success, Product, Engineering and others, to deliver the best possible experience to our customers at scale. OpenAI's customers represent a range of diverse backgrounds and maturity, from early-stage startups to established global enterprises.

About the Role

We’re looking for dedicated, experienced, and deeply curious individuals to help solve some of the most complex challenges faced by our customers while building the future of post-AGI support alongside us. In this role, you’ll work directly with customers through support tickets and live calls, troubleshooting high-impact issues and resolving novel, often ambiguous technical problems in one of the fastest-moving environments in technology. As AI adoption rapidly accelerates, the work you do will directly support mission-critical systems being built on OpenAI’s platform, serving as a critical line of defense for customers operating at massive scale.

Beyond resolving technical issues, you’ll help define what world-class support looks like in an AGI-driven future. You’ll partner closely with Engineering, Product, and Operations to improve systems, reduce bugs, and elevate the customer experience, while leveraging automation, agents, and our own AI technology to transform how support operates at scale.

This role is based in Tokyo. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. To succeed in this position you must be fully bilingual,fluent in both Japanese _and_ English (spoken and written). Please note that your resume must be submitted in English, and the interview process will include conversations in both languages.

Note: each person in this role will be expected to work a standard 5x8 work week, with 1 of the days covering weekend shifts each week (e.g., work weeks covering Tuesday - Saturday or Sunday - Thursday)

Responsibilities

• Working directly with customers to troubleshoot and resolve their most complex technical issues, including API failures, integration challenges, authentication errors, and production incidents. Providing end-to-end ownership through debugging logs, analyzing system behavior, reproducing issues, and delivering expert guidance.
• Becoming a trusted expert on OpenAI’s products and platform, serving as a go-to resource for complex technical issues.
• Serving as a critical escalation point and line of defense for complex technical issues, partnering closely with customers and Engineering teams to troubleshoot, resolve, and proactively prevent recurring problems while leveraging scripting and emerging AI capabilities to improve internal tooling and automate operational workflows
• Taking learnings from resolving customer issues and creating our approach to scaling these solutions, partnering with Product and Go-To-Market teams.
• Driving operational excellence by identifying opportunities for automation and AI-powered workflows, implementing scalable improvements that increase team efficiency, reducing manual effort, and elevating the overall support experience.
• Providing occasional holiday and weekend support on call coverage, as needed, to support business and customer needs.

Requirements

• Have 8+ years of experience in User Operations, Engineering, Support Engineering or similar technical roles, ideally within high-growth tech startups or other fast-paced environments.
• Are comfortable using emerging technologies (ie. Codex, ChatGPT, OpenAI API, etc.) to script or engineer code (e.g., Python) for automating repetitive tasks and integrating tools.
• Have expert-level SaaS troubleshooting skills with the ability to rapidly understand new technologies and complex concepts.
• Polished enterprise communication and are calm with high-stakes customers during live incident calls
• Proven experience building strong relationships with customers and cross-functional partners to drive resolution to complex issues.
• Exceptional critical thinker and problem solver with the ability to clearly communicate complex technical issues to both customers and internal teams.
• Thrive in ambiguity, adapt rapidly to change, continuously learn, and proactively seek opportunities for growth.
• Bring a humble, team first mindset, a genuine eagerness to help others, and the curiosity to quickly learn whatever knowledge is needed to help both your teammates and our customers succeed.
• Bachelor’s degree in Computer Science, Computer Engineering, another relevant technical field, or equivalent practical experience.

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Responsibilities:

• Lead end-to-end recruiting for GTM roles
• Develop and execute strategic recruiting plans, including competitive mapping, targeted sourcing, and building long-term talent pipelines
• Build trusted partnerships with GTM leadership to understand business priorities, team structures, ideal candidate profiles, and required competencies across different functions
• Create exceptional candidate experiences that showcase Anthropic's mission, growth trajectory, and unique growth opportunity for GTM professionals
• Design and implement scalable recruiting processes that effectively assess functional expertise, business acumen, and cultural alignment
• Track recruiting metrics and use data to identify bottlenecks, optimize processes, and maintain a high-quality hiring bar
• Coach hiring managers on recruiting best practices, interview techniques, and strategies for building diverse, high-performing teams

Requirements:

• Have 5+ years of full-cycle recruiting experience with meaningful exposure to GTM functions
• Are comfortable working in ambiguous environments and help hiring teams build structure and excellent recruiting practices
• Have strong stakeholder management skills - you can share examples of frameworks you've built that drive hiring while coaching teams to improve their recruiting
• Are highly organized with strong attention to detail - you stay on top of data integrity and maintain regular touchpoints with candidates and hiring managers
• Are comfortable analyzing recruiting data and can connect key metrics to monitor recruiting health and maintain a great hiring experience
• Are passionate about AI's potential to positively impact the world while understanding its risks and limitations

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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Responsibilities:

• Lead end-to-end recruiting for GTM roles
• Develop and execute strategic recruiting plans, including competitive mapping, targeted sourcing, and building long-term talent pipelines
• Build trusted partnerships with GTM leadership to understand business priorities, team structures, ideal candidate profiles, and required competencies across different functions
• Create exceptional candidate experiences that showcase Anthropic's mission, growth trajectory, and unique growth opportunity for GTM professionals
• Design and implement scalable recruiting processes that effectively assess functional expertise, business acumen, and cultural alignment
• Track recruiting metrics and use data to identify bottlenecks, optimize processes, and maintain a high-quality hiring bar
• Coach hiring managers on recruiting best practices, interview techniques, and strategies for building diverse, high-performing teams

Requirements:

• Have 5+ years of full-cycle recruiting experience with meaningful exposure to GTM functions
• Are comfortable working in ambiguous environments and help hiring teams build structure and excellent recruiting practices
• Have strong stakeholder management skills - you can share examples of frameworks you've built that drive hiring while coaching teams to improve their recruiting
• Are highly organized with strong attention to detail - you stay on top of data integrity and maintain regular touchpoints with candidates and hiring managers
• Are comfortable analyzing recruiting data and can connect key metrics to monitor recruiting health and maintain a great hiring experience
• Are passionate about AI's potential to positively impact the world while understanding its risks and limitations

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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As a Senior Scale Solution Engineer, you are a technical anchor for our scaled customer motion, advising customers across many stages of their lifecycle: from pre-sales evaluation through onboarding and into production. You independently take on complex engagements and build and improve AI-augmented workflows that enable the whole team to deliver high-quality guidance at scale.

The impact you will have:

• You will ensure customers have an excellent experience by independently owning engagements across their lifecycle.
• You will be the go-to expert on the Databricks Data + AI Platform, owning technical direction and building reusable AI-augmented workflows.
• You will work directly with multiple customers concurrently and set the quality bar for the team.

What we look for:

• Excellent communication and interpersonal skills, with the ability to assess customer needs, foster relationships, address objections, and effectively showcase the value of the Databricks platform.
• Undergraduate degree or higher in Computer Science, Information Systems, or similar relevant experience.
• 4+ years of experience in a technical role, preferably in the Data, AI, or Cloud field.
• Deep knowledge of at least one of the following cloud platforms, AWS, Azure, or GCP; familiarity with more than one is a plus.
• Knowledge of AI-driven development with programming languages like Python or SQL, including building and extending AI-augmented workflows.
• Understanding of the end-to-end data analytics and data engineering workflow, and their trade-offs.
• Excellent time management and prioritization skills.
• Excellent written and verbal communication in Korean and English.

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

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OpenAI’s User Operations team shepherds our customers’ adoption of AI and ensures that our customers' product experience is nothing short of exceptional. We are building the very first post-AGI support team. We resolve complex issues, provide technical guidance, and support customers in maximizing value and adoption from deploying our products. We work closely with Sales, Technical Success, Product, Engineering and others, to deliver the best possible experience to our customers at scale. OpenAI's customers represent a range of diverse backgrounds and maturity, from early-stage startups to established global enterprises.

About the Role

The Support Engineering team works closely with Engineering, Product, Technical Success, Go-to-Market, and other teams to deliver an exceptional experience for our most strategic customers. We combine deep technical troubleshooting with durable customer context, proactive reliability work, and clear ownership during critical moments. We use automation, agents, and our own technology to help build the future of technical support.

We’re looking for experienced, deeply curious technical problem-solvers to serve as trusted support partners for our Premium Support customers. You’ll work directly with customers on novel, ambiguous, and high-impact technical issues, using logs, telemetry, reproduction, and systems-level investigation to isolate causes and drive issues toward resolution.

Beyond resolving individual issues, you’ll use your deep understanding of OpenAI’s infrastructure and products, together with each customer’s architecture and operating context, to anticipate risk and make their workloads more resilient over time. You’ll proactively monitor integrations, identify emerging failure patterns and architectural breakpoints, and work with customers and internal teams to address them before they become incidents. Success means that as a customer’s workloads mature and scale, the day-to-day effort required to support them decreases through better monitoring, runbooks, automation, and preventative improvements.

This role is based in Tokyo. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. To succeed in this position you must be fully bilingual,fluent in both Japanese _and_ English (spoken and written).

Responsibilities

• Work directly with Premium Support customers to troubleshoot their most complex technical issues, including API failures, integration challenges, authentication errors, unexpected product behavior, performance degradation, and production incidents.
• Provide end-to-end technical ownership by analyzing logs and system behavior, reproducing errors, testing hypotheses, and isolating the likely failure domain.
• Become a trusted expert on OpenAI’s products and systems, serving as a critical escalation point and a technical backstop for our most strategic customers.
• Own the customer-specific response to high-impact incidents.
• Communicate clearly and proactively during periods of uncertainty, providing accurate updates to customer technical teams, business stakeholders, executives, and internal partners.
• Develop a detailed understanding of each customer’s architecture, integrations, dependencies, critical workloads, and operational constraints.
• Partner with Go-to-Market and Technical Success teams to understand the business importance of customer workloads and ensure that relevant commercial context informs severity, prioritization, and communication.
• Represent Support Engineering in relevant customer meetings, including QBRs, and partner closely with account teams to communicate technical health, surface risks and blockers early, coordinate follow-up, and provide customers and internal stakeholders with clear, proactive updates.
• Monitor customer integrations and support trends to identify emerging risks, recurring failure patterns, and readiness gaps before they become major escalations.
• Prepare for important launches, migrations, traffic increases, and business events by developing account-specific runbooks, validating escalation paths, coordinating support readiness, and providing heightened monitoring where needed.
• Lead or contribute to incident reviews and postmortems, identify opportunities to prevent recurrence, and track corrective actions through closure.
• Translate recurring customer pain into clear, evidence-backed feedback for Product and Engineering, with a particular focus on improving the reliability and performance of existing products, integrations, and deployments.
• Turn what you learn from customer investigations into scalable improvements, including troubleshooting guides, monitoring, internal tooling, support workflows, and AI-powered automation.
• Help shape the operating model, technical standards, and tooling for Premium Support as the function grows globally.

Requirements

• Have significant experience in Support Engineering, Solutions Engineering, Solutions Architecture, or another role involving hands-on diagnosis of complex production issues.
• Have expert-level troubleshooting skills and a strong track record of resolving ambiguous technical problems across APIs, distributed systems, cloud infrastructure, and enterprise integrations.
• Are comfortable working with logs, metrics, traces, API requests, authentication flows, and customer-provided code or configurations to understand system behavior and test hypotheses.
• Have experience leading or playing a central role in customer-impacting incidents, including severity assessment, technical coordination, stakeholder communication, root-cause analysis, and post-incident follow-through.
• Can write code or scripts to reproduce issues, interrogate systems, automate repetitive work, and improve internal tools.
• Can communicate complex technical issues clearly to engineers, customer technical teams, business stakeholders, and senior leaders.
• Build strong, high-trust relationships with customers and cross-functional partners while maintaining clear and scalable ownership boundaries.
• Look beyond the immediate issue to identify patterns, improve the system, and prevent the same problem from recurring.
• Thrive in ambiguity, update quickly as new information emerges, and are willing to learn whatever is needed to get the job done.
• Bring a humble, team-first mindset, strong judgment, and a genuine eagerness to help both customers and colleagues succeed.
• Are excited to use OpenAI’s products, agents, and emerging AI capabilities to transform how technical support operates at scale.

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Responsibilities:

• Manage and facilitate the entire recruiting process
• Develop and execute a sourcing strategy
• Collaborate with managers and the Talent Acquisition team to develop recruiting strategies
• Use data to set goals, validate activities, and measure success
• Update candidate records and job postings in recruiting systems
• Provide timely follow-up correspondence with candidates
• Advocate for candidates and deliver a world-class candidate experience
• Track recruiting activities and provide weekly candidate status reports
• Coordinate post-interview debrief meetings and provide debrief materials
• Build strong relationships with candidates, the Talent Acquisition team, and business partners
• Evaluate candidates using behavioral interviewing techniques

Requirements:

• Bilingual and fluent in Japanese
• Agency and in-house experience a plus
• Experience executing a full-cycle recruiting process
• Go-To-Market (Sales) Recruiting experience within the technology industry
• Sourcing experience and strong boolean searching skills
• Strong written and verbal communication skills
• Superb customer focus, attention to detail, and organizational skills
• Excellent communication and interpersonal skills

Benefits:

• 5 days of volunteer time off (VTO) per year
• Recognition as a great place to work
• Commitment to diversity and inclusion

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As a Billing Account Executive at Stripe, you'll use your sales and product expertise to help drive growth through new and existing Stripe customers. You'll collaborate with the core sales, marketing, product marketing, and product teams to develop deep product and industry knowledge and drive strategic deals.

Responsibilities

• Drive revenue to achieve and overperform on targets
• Lead new sales and upsell conversations of Stripe for existing and prospective customers
• Drive strategic thought leadership within assigned territory to ensure user success and revenue growth
• Understand the sales process and competitors for Stripe, including software, hardware, and payments
• Serve as both an internal and customer-facing expert on Stripe, especially for your specialized products
• Synthesize and relay customer feedback and our findings to inform Stripe's product roadmap
• Engage with Product, Marketing, and User Operations teams to help amplify our growth trajectory

Requirements

• 8+ years of sales or prospecting experience at a technology company and a track record of top performance
• Owning a direct sales quota, with direct sales experience closing new business and expanding existing users
• A proven ability to build strong collaborative working relationships with business partners
• The ability to deal with ambiguity and thrive in an unstructured, fast-moving environment
• A proven ability to be a self-starter capable of driving business results without significant supervision
• Fluent in written and spoken Japanese as this role will work closely with Japanese users and businesses

Preferred Qualifications

• 5+ years of experience selling financial services or similar software
• Experience in selling billing solutions
• Proven ability to sell in a fast-paced environment

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We are seeking an experienced Director of Global Supply Chain Integration in Japan to fill a unique hybrid role that sits between supply chain and growth.

Responsibilities

Drive Strategic Growth & Partnership Development

• Fuel Anduril's Japan expansion by directly supporting growth and corporate development teams as we forge relationships with industry leaders across Japan.
• Shape pre-contract strategy by driving scope definition, proposal development, and term sheet generation during pre-commit phases of international captures.
• Be the supply chain voice in critical go/no-go decisions, bringing market intelligence and risk assessment to leadership discussions.
• Monitor and analyze Japan’s industrial ecosystem dynamics, emerging manufacturing technologies, and regulatory developments to identify partnership opportunities.

Build & Optimize Japanese Supply Networks

• Develop regional supply base by proactively identifying and qualifying suppliers across diverse commodity categories that support multiple product domains.
• Lead end-to-end supplier engagement including selection, qualification, and onboarding for Anduril's Japanese partners,assessing technical capability, capacity, quality systems, and financial stability.
• Master multi-tier visibility by understanding and mitigating supply chain risks and constraints across tier 1, 2, and 3 suppliers (keiretsu and independent suppliers).
• Drive localization initiatives that strengthen competitive positioning and align with Japanese national security supply chain requirements and industrial participation expectations.

Provide Expert Advisory & Support

• Guide Japanese industry partners by providing strategic advisory support to their supply chain teams as they identify and develop regional suppliers.
• Support comprehensive sourcing strategies for partners executing on Anduril programs, ensuring alignment with technical requirements and security considerations.
• Navigate regulatory complexity by ensuring flawless compliance with Japanese regulations (Foreign Exchange and Foreign Trade Act, technology transfer restrictions, export controls, defense equipment transfer guidelines).
• Partner with business line teams to assess existing sourcing strategies and develop comprehensive approaches aligned with Anduril's product roadmap and cost targets.

Drive Cross-Functional Collaboration & Continuous Improvement

• Serve as primary liaison between Anduril's engineering, operations, program teams and Japanese manufacturing partners,bridging cultural and organizational boundaries.
• Partner closely with Product Sourcing Engineers and Global Sourcing Managers to deliver integrated solutions.
• Manage supplier performance including escalation protocols, corrective action oversight, and strategic capacity planning to support rapid scaling and new product introductions.

Required Qualifications

• Bachelor's degree in Supply Chain Management, Engineering, Business, or a related field.
• 15+ years of progressive experience in strategic sourcing or procurement focused on contract manufacturing, preferably within defense, aerospace, or advanced technology industries.
• Demonstrated success negotiating and managing complex manufacturing agreements with Japanese suppliers, with deep understanding of Japanese business culture, negotiation practices, and relationship-building expectations.
• Professional fluency in both Japanese and English (written and verbal), with proven ability to navigate cross-cultural communication and influence stakeholders at all organizational levels in both languages.
• Regulatory expertise in Japanese compliance landscape (FEFTA, Three Principles on Transfer of Defense Equipment, export controls, dual-use technology regulations).
• Broad commodity knowledge spanning electronics, precision manufacturing, materials, optics, sensors, and other defense-relevant categories.
• Demonstrated success managing complex supplier relationships and negotiating agreements with Japanese companies.
• Strong analytical and financial acumen, including expertise in total cost modeling, should-cost analysis, and make-vs-buy assessments, combined with proficiency in ERP systems and sourcing tools.
• Ability to obtain and maintain a security clearance, with willingness to travel domestically and internationally (approximately 30–40%) to support supplier engagement, audits, and program requirements.
• Ability to work across international timezones with U.S. partners.

Preferred Qualifications

• Past experience in Japanese Self-Defense Forces (JSDF) highly desirable.
• Track record of building supplier networks and partnerships in Japan.
• NPI strategic sourcing experience in fast-paced environments.
• Foundational understanding of manufacturing processes (e.g., electronics, machining).
• Strong financial acumen, including TCO and cost reduction.
• Past experience supporting growth teams or corporate development functions will be highly valued.

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Key Responsibilities:

• Schedule highly qualified meetings for field sales team members using a defined sales methodology and sales strategies within your territory.
• Manage lead generation and follow-up activity on inbound leads for your territory.
• Leverage world-class tools such as Salesforce, ZoomInfo, Outreach, and LinkedIn Navigator to drive impact across your territory.
• Collaborate with sales, marketing, partners, and product teams on messaging, field events, and defined campaigns.
• Build a strong understanding of the competitive landscape and current trends in the marketplace through regular trainings and enablement.
• Work with your leadership team to develop strong communications skills and deliver effective reporting back to the business.
• Meet or exceed minimum weekly activity metrics: calls, emails, conversations, and meetings.
• Work closely with your team and business partners in a highly collaborative environment.

Requirements:

• Bachelor's degree in Business or related area, or equivalent experience.
• 1+ years of Enterprise SaaS or Security experience preferred.
• Demonstrate passion for being part of a team focused on helping customers solve pressing needs in Security and IT.
• Build strong relationships across the business and become a trusted resource for the team.
• Work closely with a high-energy, dynamic sales team in optimizing strategic sales approaches.
• Be eager to learn, committed to self-improvement, and open to feedback.
• Competitive mentality driving you to exceed targets.

Benefits:

• 5 days of volunteer time off (VTO) to contribute to the community.
• Equal Opportunity and Affirmative Action employer.
• Recognition as a great place to work, including a place on the Forbes Cloud 100 list for ten consecutive years.

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Responsibilities:

• Develop and execute Japan's motorsports marketing strategy
• Identify opportunities to connect local motorsports communities with Red Bull's global assets
• Build relationships with automotive manufacturers, racing teams, federations, event organizers, and key industry stakeholders
• Support business growth through motorsports partnerships and activations
• Lead end-to-end planning and execution of motorsports-related campaigns and events
• Manage multiple projects simultaneously across different stakeholders
• Coordinate local and global motorsports initiatives
• Ensure projects are delivered on time, on budget, and to Red Bull's quality standards
• Build and maintain relationships across Japan's motorsports ecosystem
• Negotiate and manage contracts, partnership agreements, and budgets
• Identify opportunities to leverage Red Bull athletes, teams, and global properties in the Japanese market
• Contribute to compelling motorsports content and activation ideas
• Support storytelling initiatives that strengthen Red Bull's credibility and relevance within Japanese motorsports culture

Requirements:

• Deep interest in motorsports and strong knowledge of the Japanese motorsports landscape
• Minimum of 5 years' experience in project management, event marketing, sponsorship, brand marketing, sports marketing, or partnership management
• Experience managing budgets, contracts, and external stakeholders
• Ability to coordinate complex projects involving multiple teams and partners
• Strong communication and relationship-building skills
• Native level Japanese language skills
• Business level English communication skills

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This role builds and owns Tanium's digital marketing engine in Japan , turning global strategy into Japan-market execution through integrated, account-based digital programs that build measurable share of voice within named target accounts and convert engagement into qualified pipeline for the Japan field sales team.

Responsibilities:

• Building awareness & engagement within named target accounts
• Driving pipeline & revenue growth
• Leading account-based & regional campaigns
• Reporting on performance analytics
• Owning ABM platform & MarTech
• Managing budget & vendors
• Producing localized content & social media
• Tracking market insights & innovation

Requirements:

• 5–7 years in B2B digital marketing, demand generation, or field marketing, with a proven record in Japan-wide enterprise marketing roles
• Demonstrated delivery of pipeline and revenue outcomes through digital channels
• Hands-on expertise across paid search, paid social, programmatic, and ABM
• Advanced proficiency in MarTech platforms , Marketo or Eloqua, Salesforce, and ABM/intent tools
• Strong analytical skills: campaign reporting, optimization, and presenting insight to senior stakeholders
• Native or business-fluent Japanese (written and spoken), with the ability to create, judge, and refine Japanese-language B2B content and creative, paired with business-level English for daily global collaboration

Benefits:

• 5 days set aside as volunteer time off (VTO) to contribute to the communities
• Equal Opportunity and Affirmative Action employer

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You are a passionate and technically adept engineer who thrives in a fast-paced, collaborative environment. With a strong background in digital design and verification, you possess an in-depth understanding of RTL-based IP core development, particularly for high-speed memory interfaces such as HBM. You are driven by curiosity and innovation, eager to tackle complex challenges in the semiconductor industry.

Responsibilities:

• Designing and implementing RTL-based HBM controller IP cores for cutting-edge SoC applications.
• Interpreting and translating standard and product functional specifications into detailed micro-architectures.
• Making architectural and methodological judgments for both design and verification activities.
• Developing comprehensive verification strategies, including testbench architectures using SystemVerilog and UVM.
• Creating and maintaining verification plans, item lists, coverage metrics, and checker definitions to ensure thorough validation.
• Coordinating and leading design review meetings to ensure alignment and technical excellence across global teams.
• Providing technical leadership and mentoring to junior engineers, setting quality standards and driving innovation.
• Documenting progress, generating reports with “visible” verification metrics, and ensuring project milestones are met.

The Impact You Will Have:

• Delivering high-quality, robust HBM controller IP that accelerates time-to-market for Synopsys customers.
• Enabling key innovations for AI, automotive, server, and data center applications through advanced memory interface solutions.
• Reducing integration risk and enhancing system performance for a broad portfolio of end-customer products.
• Driving technical excellence and best practices across global, cross-functional engineering teams.
• Supporting Synopsys’ reputation as a leader in silicon IP by ensuring products meet and exceed industry standards.
• Contributing to continuous improvement by identifying and implementing process, methodology, and tool enhancements.
• Mentoring and developing the next generation of engineering talent within Synopsys.

Requirements:

• Extensive hands-on experience with RTL design and micro-architecture development from functional specifications.
• Proficiency in verification methodologies (UVM/VMM/OVM), SystemVerilog, and object-oriented verification techniques.
• Deep understanding of SoC/ASIC design flows, verification planning, and coverage-driven verification.
• Experience with simulation tools, Unix operating environments, and scripting languages (Perl, Python, TCL).
• Solid knowledge of protocols such as DDR, PCIE, AMBA (AXI/CHI), SD/eMMC, Ethernet, USB, and MIPI.
• Strong English communication skills and the ability to document and present technical concepts effectively.
• BSEE with 9~10+ years or MSEE with 7~12+ years of relevant experience.

Benefits:

• Comprehensive medical and healthcare plans that work for you and your family.
• In addition to company holidays, we have ETO and FTO Programs.
• Maternity and paternity leave, parenting resources, adoption and surrogacy assistance, and more.
• Purchase Synopsys common stock at a 15% discount, with a 24-month look-back.
• Save for your future with our retirement plans that vary by region and country.
• Competitive salaries.

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We are seeking an experienced Applications Engineering, Staff Engineer to work with Japanese Aerospace and Defense accounts. As a technical expert, you will lead technical discovery and solution design for customers, translating their product design challenges into simulation workflows using Ansys CAE software.

Responsibilities

• Lead technical discovery and solution design for Japanese Aerospace and Defense customers, translating their product design challenges into simulation workflows using Ansys CAE software including LS-DYNA, Mechanical, and Motion.
• Execute product demonstrations, technical evaluations, and proof-of-concept projects that prove out simulation accuracy and workflow efficiency on real customer problems.
• Negotiate technical success criteria with customers and internal teams, defining what good looks like before a project starts so everyone knows when you have delivered.
• Support sales opportunities throughout the lifecycle, from early technical discovery through contract negotiation, ensuring the technical story is clear and the solution is scoped correctly.
• Collaborate with Product Management and Technical Product teams to translate regional customer requirements into product feature requests and test new releases on industrial problems.
• Develop application best practices and deliver training sessions for customers, helping them get more value out of Synopsys solutions after the sale closes.
• Author technical content for conferences and field marketing, sharing expertise that builds credibility in the Japanese market.

The Impact You Will Have

• Enable Japanese Aerospace and Defense customers to adopt simulation-driven design workflows that reduce physical testing cycles and accelerate product development timelines.
• Directly influence product roadmap decisions by surfacing real customer needs to Product Management, ensuring future releases solve problems that matter in this region.
• Build long-term technical relationships with key accounts, becoming the trusted advisor they call when a tough simulation problem comes up.
• Expand Synopsys footprint in the Japanese market by proving technical value in high-stakes accounts where trust and expertise are the primary differentiators.
• Improve customer outcomes by developing and documenting best practices that help users get accurate results faster, reducing frustration and support escalations.
• Strengthen the feedback loop between field and product teams, ensuring new features are tested on real industrial problems before they ship.
• Contribute to the technical reputation of Synopsys in Japan through conference presentations, training delivery, and visible customer success stories.

Requirements

• Bachelor's degree plus 5 years, Master's plus 3 years, or PhD plus 1 year of hands-on experience in computational mechanics and structural analysis.
• Deep knowledge of strength of materials, vibration, fatigue, and thermal analysis, with professional expertise in at least one area such as Explicit Dynamics, Vibration, Thermal Stress, or Multibody Dynamics.
• CAE simulation experience in Aerospace and Defense, Industrial Equipment, Energy, Automotive, or 3D-IC and advanced packaging industries.
• Native Japanese language proficiency or JLPT N1 certification to support Japanese Aerospace and Defense accounts with full fluency in technical and business contexts.
• Logical problem-solving skills and the ability to interact proactively with customers to understand their design needs and workflows.
• Experience with Ansys LS-DYNA, Ansys Mechanical, or Ansys Motion is a strong plus, as is demonstrated use of other commercial CAE, CAD, EDA, or PLM software.
• English proficiency at CEFR B2 level or higher is preferred for collaboration with global teams and product groups.

Nice to Have

• Python scripting or workflow automation experience is a plus, you see opportunities to make repetitive tasks disappear and you know how to build or propose solutions using tools like PyAnsys.

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You are a passionate and technically adept engineer who thrives in a fast-paced, collaborative environment. With a strong background in digital design and verification, you possess an in-depth understanding of RTL-based IP core development, particularly for high-speed memory interfaces such as HBM. You are driven by curiosity and innovation, eager to tackle complex challenges in the semiconductor industry.

Responsibilities:

• Designing and implementing RTL-based HBM controller IP cores for cutting-edge SoC applications.
• Interpreting and translating standard and product functional specifications into detailed micro-architectures.
• Making architectural and methodological judgments for both design and verification activities.
• Developing comprehensive verification strategies, including testbench architectures using SystemVerilog and UVM.
• Creating and maintaining verification plans, item lists, coverage metrics, and checker definitions to ensure thorough validation.
• Coordinating and leading design review meetings to ensure alignment and technical excellence across global teams.
• Providing technical leadership and mentoring to junior engineers, setting quality standards and driving innovation.
• Documenting progress, generating reports with “visible” verification metrics, and ensuring project milestones are met.

The Impact You Will Have:

• Delivering high-quality, robust HBM controller IP that accelerates time-to-market for Synopsys customers.
• Enabling key innovations for AI, automotive, server, and data center applications through advanced memory interface solutions.
• Reducing integration risk and enhancing system performance for a broad portfolio of end-customer products.
• Driving technical excellence and best practices across global, cross-functional engineering teams.
• Supporting Synopsys’ reputation as a leader in silicon IP by ensuring products meet and exceed industry standards.
• Contributing to continuous improvement by identifying and implementing process, methodology, and tool enhancements.
• Mentoring and developing the next generation of engineering talent within Synopsys.

Requirements:

• Extensive hands-on experience with RTL design and micro-architecture development from functional specifications.
• Proficiency in verification methodologies (UVM/VMM/OVM), SystemVerilog, and object-oriented verification techniques.
• Deep understanding of SoC/ASIC design flows, verification planning, and coverage-driven verification.
• Experience with simulation tools, Unix operating environments, and scripting languages (Perl, Python, TCL).
• Solid knowledge of protocols such as DDR, PCIE, AMBA (AXI/CHI), SD/eMMC, Ethernet, USB, and MIPI.
• Strong English communication skills and the ability to document and present technical concepts effectively.
• BSEE with 9~10+ years or MSEE with 7~12+ years of relevant experience.

Benefits:

• Comprehensive medical and healthcare plans that work for you and your family.
• In addition to company holidays, we have ETO and FTO Programs.
• Maternity and paternity leave, parenting resources, adoption and surrogacy assistance, and more.
• Purchase Synopsys common stock at a 15% discount, with a 24-month look-back.
• Save for your future with our retirement plans that vary by region and country.
• Competitive salaries.

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The AI Architect team partners with organisations to turn OpenAI's most capable models into meaningful, real-world impact. We work with customers across industries and digital-native businesses to identify where AI can create value, design secure and scalable solutions, and help those solutions move from early exploration into sustained production adoption.

About the Role

As a Partner Applied AI Architect, you will be a senior technical advisor to a portfolio of strategic partners and the primary technical counterpart to their leadership and delivery organisations. You will shape how partners build practices around OpenAI, develop solutions using our products, and take joint customers from AI opportunity and technical evaluation through production adoption and measurable business impact.

Responsibilities

• Serve as the primary technical advisor and long-term technical relationship owner for a portfolio of strategic partners, building trusted relationships with their executives, AI leaders, architects, engineering teams, and delivery organisations.
• Partner closely with the Revenue Partnerships team as one virtual team, aligning partner strategy, technical priorities, joint customer opportunities, and measures of success.
• Develop the technical strategy and plan for each partner, identifying priority solutions, use cases, technical capabilities, enablement needs, delivery risks, and opportunities to drive customer adoption.
• Assess prospective and existing partners' technical capabilities and delivery readiness, identifying strengths, gaps, and the investments required to successfully deliver OpenAI-powered solutions.
• Lead technical discovery with partners and joint customers to identify, qualify, and prioritise AI use cases tied to meaningful business outcomes.
• Develop clear Applied AI architectures spanning models, applications, enterprise data, integrations, identity, security, privacy, governance, evaluation, reliability, and deployment.
• Collaborate with partner sales and technical teams on strategic opportunities, providing technical guidance through discovery, demonstrations, workshops, prototypes, architectural recommendations, and proofs of value.
• Guide partners through their initial and most strategic OpenAI deployments, helping them navigate technical tradeoffs and production dependencies while ensuring solutions meet a high bar for quality, security, reliability, and responsible deployment.
• Build partner capability and technical self-sufficiency through tailored enablement, architectural guidance, reusable solution patterns, technical workshops, and mentorship.
• Establish clear standards and mechanisms for partner-delivered solution quality, identifying risks early and intervening when architecture, implementation, security, evaluation, or adoption issues threaten customer outcomes.
• Orchestrate the right OpenAI specialists across Deployment Engineering, Product, Security, implementation, enablement, and domain teams while maintaining clear ownership and handoffs between OpenAI and partner delivery teams.
• Track partner capability, joint pipeline technical progress, production adoption, usage, solution quality, and measurable customer impact to identify where additional investment or intervention is needed.
• Identify repeatable patterns across partner engagements and turn them into architectures, playbooks, reference solutions, and best practices that allow successful approaches to scale across partners and customers.
• Bring insights from partners and joint customers back to Product, Engineering, Research, and Partnerships, helping shape product strategy, technical guidance, and the broader OpenAI partner ecosystem.

Requirements

• Significant experience in senior customer- or partner-facing technical roles such as solutions architecture, partner engineering, field architecture, technical account leadership, AI deployment, or technical consulting.
• Experience working successfully with global or regional system integrators, consulting firms, or other technology partners.
• Guided complex enterprise organisations from technical discovery and evaluation through production deployment, adoption, and measurable business impact.
• Can build credibility with CTOs, CIOs, CISOs, partner executives, and AI leaders while communicating equally effectively with architects and hands-on engineers.
• Strong software and cloud architecture foundations, including APIs, distributed systems, enterprise data, integrations, identity, security, privacy, and governance.
• Understanding of modern AI systems, frontier LLMs, agentic applications, model evaluation, retrieval, and enterprise AI workflows.
• Ability to prototype when useful, explain technical tradeoffs clearly, and work confidently with APIs, SDKs, and languages such as Python or JavaScript.
• Experience enabling technical organisations at scale, turning your own expertise into repeatable architectures, training, patterns, and practices that others can successfully apply.
• Understanding of enterprise security and compliance requirements and can guide partners and customers through the technical considerations required to move AI systems safely into production.
• Comfortable balancing the needs of OpenAI, the partner, and the end customer, and can exercise sound judgment when those priorities do not perfectly align.
• Knows when to go deep personally, when to coach a partner toward the answer, and when to engage specialist resources.
• Can prioritise across a portfolio of partners and customer opportunities, focusing technical resources on the work most likely to create durable customer value and adoption.
• Communicates clearly and can turn ambiguity into a practical architecture, executive decision, enablement plan, or path to production.
• Owns problems end-to-end, learns quickly, and cares deeply about helping partners and customers deploy advanced AI responsibly.

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You will translate complex automotive and manufacturing challenges into scalable data and AI solutions across vehicle platforms, connected-vehicle analytics, vehicle and component quality, supply-chain optimization, smart manufacturing, engineering and R&D analytics, aftersales, customer intelligence, and AI-powered applications. You will operate with a builder mindset, creating hands-on prototypes, demonstrations, and proof points that accelerate customer confidence and adoption.

The impact you will have

• Develop and execute customer engagement strategies in partnership with Account Executives and Solutions Architects for strategic automotive and manufacturing accounts.
• Lead complex customer engagements across the full technical pre-sales lifecycle, including discovery, requirements gathering, solution scoping, architecture design, workshops, demonstrations, proof-of-concepts, and implementation planning.
• Coach account teams and peers on positioning, adoption strategies, use-case prioritization, and execution plans that deliver outcomes within a defined timeline.
• Influence stakeholders at all levels, from data practitioners and engineers to manufacturing leaders and C-level executives, by connecting technical decisions to business value.
• Act as a champion and trusted advisor for customers and colleagues on data, analytics, machine learning, generative AI, architecture, design, and Databricks adoption.
• Design and communicate end-to-end solutions using Databricks and public cloud platforms, including AWS, Azure, and GCP.
• Build tailored demos, prototypes, reference architectures, migration plans, how-to materials, and other customer-facing assets rather than relying only on standard presentations.
• Help automotive and manufacturing customers identify and prioritize high-value use cases across vehicle platforms, connected vehicles, vehicle telemetry, quality and warranty, industrial IoT, smart factories, supply chain, demand forecasting, engineering and R&D, aftersales, and EV or battery analytics.
• Integrate Databricks with cloud services, enterprise platforms, and third-party applications to support customer architectures.
• Collaborate with Product, Engineering, Services, Customer Success, Partners, Marketing, Sales, and Field Engineering to represent customer needs and accelerate adoption.
• Lead workshops, seminars, meetups, and other community activities to build technical awareness and scale best practices in Japan.

What we look for

• Experience engaging with complex customers and sales lifecycles in a technical pre-sales, consulting, technical architecture, or equivalent role.
• A technical background in data engineering, data warehousing, machine learning, artificial intelligence, or related fields.
• Experience designing and implementing solutions on public cloud platforms, including AWS, Azure, or GCP.
• Hands-on expertise delivering complex proof-of-concepts and technical demonstrations.
• Ability to code in Python or SQL and willingness to learn or deepen knowledge of Apache Spark; experience with Scala, Java, or R is beneficial.
• Strong understanding of enterprise data platforms, distributed data systems, analytics, machine learning, generative AI, or modern cloud architectures.
• Demonstrated ability to provide technical solutions for specialized customer needs and navigate a competitive landscape.
• Ability to influence decision-makers and C-level executives by building relationships and orchestrating cross-functional teams toward long-term customer success.
• Builder mindset with a track record of prototyping, creating demos, and crafting tailored solutions for ambiguous or challenging customer environments.
• Strong communication, presentation, whiteboarding, and storytelling skills, with the ability to explain complex technical concepts to diverse audiences.
• Experience working with enterprise customers and building trusted relationships with technical and business stakeholders.
• Strong collaboration skills and the ability to partner effectively with Account Executives, Solutions Architects, specialists, and other cross-functional teams.
• Business-professional fluency in Japanese; business-level English proficiency is preferred.

Preferred experience

• Experience working with leading automotive manufacturers, automotive suppliers, industrial companies, transportation providers, or mobility businesses.
• Familiarity with vehicle platforms, connected vehicles, vehicle telemetry, smart factories, industrial IoT, supply-chain analytics, quality and warranty analytics, engineering/R&D, aftersales, EVs, or battery analytics.
• Experience with Databricks, Apache Spark, MLflow, Delta Lake, lakehouse architectures, or comparable data and AI platforms.
• Experience coaching or mentoring other technical professionals or account teams.
• Databricks or relevant cloud and data certifications.

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You know how to sell within the Telecommunications/Service Provider vertical domain and can guide deals forward to compress decision cycles.

You will:

• Secure new logos with strategic accounts in the Telecommunications vertical.
• Create a focused and targeted logo acquisition strategy.
• Expand Databricks use cases in existing and newly won accounts to maximize impact for customers.
• Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles.
• Build value in all engagements to guide successful negotiations.
• Plan, document, and drive the growth of Databricks usage for your customers.
• Develop a deep and detailed understanding of the customer's business.
• Provide leadership to the customer, important staff, and technical teams.
• Identify all important data use cases and buying centers in an opportunity.
• Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions.

Requirements:

• 10+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment.
• Selling experience to the Enterprise Telecommunications customers in Japan.
• Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem.
• Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies.
• 5+ years of experience in sales methodologies and processes.

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.

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You will serve as a trusted technical advisor, helping customers design, implement, scale, and optimise data and AI solutions that deliver measurable business value.

This is a technical and customer-facing role focused on architecture, technical strategy, and customer outcomes.

The Impact You Will Have

• Define and influence technical execution strategies across complex use cases and multiple workstreams within strategic accounts
• Serve as a trusted technical advisor to customer technical leads and architects, leading architecture discussions and guiding technical decisions
• Design secure, governed, and scalable Databricks architectures while balancing performance, cost, reliability, and long-term needs
• Build and demonstrate working solutions, prototypes, and reusable technical assets that accelerate customer outcomes
• Anticipate platform maturity and scaling needs and establish best practices for security, governance, and operational excellence
• Drive adoption and consumption by influencing architecture, unblocking delivery, and connecting technical execution to business outcomes
• Partner across Databricks, customer, and implementation teams to align resources, manage risks, and accelerate delivery
• Mentor peers and contribute reusable technical guidance, frameworks, and enablement across the organisation

What We Look For

• 5+ years in solutions architecture, solutions engineering, technical consulting, professional services, data engineering, or a related technical role
• Experience in influencing technical strategy and architecture across complex customer use cases or multiple workstreams
• Strong coding proficiency in Python, SQL, or similar languages, with the ability to build, debug, and validate technical solutions
• Deep understanding of distributed data systems, data engineering, analytics, data warehousing, AI/ML, and modern cloud architectures
• Experience designing secure, governed, scalable, and production-ready data solutions
• Ability to solve ambiguous technical problems, evaluate trade-offs, and validate solutions through structured analysis or experimentation
• Experience leading architecture discussions with technical leads, architects, and senior customer stakeholders
• Strong understanding of platform operational excellence, including security, governance, performance, reliability, and cost optimisation
• Demonstrated ability to drive customer adoption, consumption, and measurable business outcomes through technical leadership
• Strong stakeholder management and cross-functional leadership skills, with the ability to align teams without formal authority
• Bachelor's degree in Computer Science, Engineering, or equivalent experience
• Full professional proficiency in Japanese is mandatory

Nice to Have

• Databricks experience or certification
• Developing expertise in a technical specialisation such as AI/ML, data engineering, streaming, data warehousing, governance, or migrations
• Experience with AWS, Azure, or GCP and production cloud deployments
• Experience creating reusable technical frameworks, demos, or enablement that scale across teams
• Business-level English proficiency is preferred

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As a DSA, you will provide technical guidance and support to customers to ensure they achieve maximum value and ROI from their Databricks platform.

Key responsibilities:

• Define and influence technical execution strategies across complex use cases and multiple workstreams
• Serve as a trusted technical advisor to customers' technical leads and architects
• Design secure, scalable, and governable Databricks architectures
• Develop and demonstrate practical solutions, prototypes, and reusable technical assets
• Establish best practices for security, governance, and operational excellence
• Collaborate with Databricks, customers, and delivery teams to coordinate resources, manage risks, and accelerate delivery
• Mentor colleagues and contribute to reusable technical guidance, frameworks, and enablement

Requirements:

• 5+ years of experience in solution architecture, solution engineering, technical consulting, or related technical roles
• Experience influencing technical strategy and architecture across complex customer use cases
• Strong coding skills in Python, SQL, or similar languages
• Deep understanding of distributed data systems, data engineering, analytics, data warehousing, AI/ML, and modern cloud architectures
• Experience designing secure, governable, scalable, and production-ready data solutions
• Ability to solve ambiguous technical problems and validate solutions through structured analysis and experimentation
• Experience leading architecture discussions with technical leads, architects, and senior stakeholders
• Strong stakeholder management and cross-functional leadership skills
• Bachelor's degree in Computer Science, Engineering, or equivalent
• Fluent Japanese language skills

Preferred skills:

• Databricks experience or certification
• Expertise in AI/ML, data engineering, streaming, data warehousing, governance, migration
• Experience with AWS, Azure, or GCP and cloud deployments
• Ability to create reusable technical frameworks, demos, or enablement
• Business-level English language skills

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You will own the architecture, lead design decisions, and implement end-to-end systems spanning data engineering, AI, and application development.

The impact you will have:

• Lead impactful customer technical projects by delivering production-grade systems, designing and building reference architectures, custom applications, and data ingestion and ML/AI model integration.
• Guide strategic customers as they implement transformational big data projects including end-to-end design, build, and deployment of industry-leading big data and AI applications.
• Guide customers on architecture and design; bootstrap or implement customer projects which leads to a customer's successful understanding, evaluation, and adoption of Databricks.
• Lead architecture and design decisions, ensuring solutions are secure, scalable, and aligned with both customer needs and Databricks best practices.
• Work with the Databricks technical team, Project Manager, Architect, and Customer team to ensure the technical components of the engagement are delivered to meet the customer's needs.
• Embed with customer teams, engaging with stakeholders from technical ICs to executives to deeply understand challenges and deliver impact.
• Contribute accelerators, frameworks, and best practices that scale impact across accounts and influence the Databricks product roadmap.

What we look for:

• 8+ years of experience in data engineering, data platforms & analytics, or software engineering.
• Comfortable writing code in either Python, Scala, JavaScript/TypeScript, and modern frameworks.
• Working knowledge of two or more common Cloud ecosystems (AWS, Azure, GCP) with expertise in at least one.
• Deep experience with distributed computing with Apache Spark and knowledge of Spark runtime internals.
• Familiarity with CI/CD for production deployments.
• Working knowledge of MLOps, ML/AI models, and AI APIs.
• Design and deployment of performant production end-to-end data architectures and applications that combine data pipelines, ML/AI models, and user-facing interfaces.
• Experience with technical project delivery - managing scope, timelines, and measurable outcomes, translating complex concepts into actionable solutions.
• Documentation and white-boarding skills.
• Experience working with enterprise clients and managing conflicts across a broad stakeholder range.
• Build skills in technical areas, and demonstrate curiosity, adaptability, and eagerness to explore new technologies which support the deployment and integration of Databricks-based solutions to complete customer projects.
• Travel to customers 20% of the time.
• Databricks Certification.
• Fluent in Japanese with a professional working proficiency in English.

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You will own the architecture, lead design decisions, and implement end-to-end systems spanning data engineering, AI, and application development.

The impact you will have:

• Lead impactful customer technical projects by delivering production-grade systems, designing and building reference architectures, custom applications, and data ingestion and ML/AI model integration.
• Guide strategic customers as they implement transformational big data projects, including end-to-end design, build, and deployment of industry-leading big data and AI applications.
• Guide customers on architecture and design; bootstrap or implement customer projects which lead to a customer's successful understanding, evaluation, and adoption of Databricks.
• Lead architecture and design decisions, ensuring solutions are secure, scalable, and aligned with both customer needs and Databricks best practices.
• Work with the Databricks technical team, Project Manager, Architect, and Customer team to ensure the technical components of the engagement are delivered to meet the customer's needs.
• Embed with customer teams, engaging with stakeholders from technical ICs to executives to deeply understand challenges and deliver impact.
• Contribute accelerators, frameworks, and best practices that scale impact across accounts and influence the Databricks product roadmap.

What we look for:

• 10+ years of experience in data engineering, data platforms & analytics, or software engineering.
• Comfortable writing code in either Python, Scala, JavaScript/TypeScript, and modern frameworks.
• Working knowledge of two or more common Cloud ecosystems (AWS, Azure, GCP) with expertise in at least one.
• Deep experience with distributed computing with Apache Spark and knowledge of Spark runtime internals.
• Familiarity with CI/CD for production deployments.
• Working knowledge of MLOps, ML/AI models, and AI APIs.
• Design and deployment of performant production end-to-end data architectures and applications that combine data pipelines, ML/AI models, and user-facing interfaces.
• Experience with technical project delivery - managing scope, timelines, and measurable outcomes, translating complex concepts into actionable solutions.
• Documentation and white-boarding skills.
• Experience working with enterprise clients and managing conflicts across a broad stakeholder range.
• Build skills in technical areas, and demonstrate curiosity, adaptability, and eagerness to explore new technologies which support the deployment and integration of Databricks-based solutions to complete customer projects.
• Travel to customers 20% of the time.
• Databricks Certification.
• Fluent in Japanese with a professional working proficiency in English.

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OpenAI's Enterprise Go-To-Market organization helps the world's largest companies adopt and scale our AI platform across their business,from ChatGPT Enterprise to our developer platform and APIs.

In Japan, we partner with leading organizations across Financial Services, Manufacturing, Retail, Technology, Life Sciences, and other key industries to build AI-powered customer experiences, transform operations, and accelerate innovation. As adoption accelerates through pilots, experimentation, developer-led use cases, and executive interest, the GTM team turns that momentum into durable, enterprise-wide deployments.

Sales Development sits at the front of this motion,where technical curiosity becomes executive engagement and OpenAI's enterprise relationships begin.

About the role

We are hiring a Japan Sales Development Leader to build and lead OpenAI's enterprise Sales Development organization in Japan. Reporting directly to the Head of Global Sales Development, this role will be a key partner to Japan and APAC GTM leadership.

This is a high-impact leadership role focused on scaling pipeline generation and market development in one of OpenAI's most important markets. You will define how Sales Development engages enterprise customers in Japan, build and develop the local SDR organization, and create the operating model that converts product interest, developer activity, inbound demand, and targeted outbound engagement into high-quality pipeline for our Enterprise and Strategic Accounts organizations.

Success in this role requires combining global operating rigor with a deep understanding of how enterprise relationships are built in Japan. You will develop motions that reflect the nuances of the Japanese market while connecting closely with OpenAI's broader APAC and global GTM strategy.

In this role, you will

• Build and scale OpenAI's Japan Sales Development organization, including hiring strategy, team design, enablement, and performance management.

• Lead, coach, and develop SDRs in Japan, building a high-performing team and a strong pipeline of future GTM talent.

• Own the Japan enterprise pipeline generation strategy, ensuring consistent, high-quality opportunity creation across Enterprise and Strategic Accounts.

• Translate product usage, pilots, developer engagement, executive interest, and inbound demand into qualified enterprise opportunities.

• Develop Japan-specific and vertical-specific SDR motions that reflect local customer buying behaviors, stakeholder dynamics, and enterprise decision-making processes.

• Partner closely with Japan Sales, Marketing, Field Engineering, Partnerships, Customer Success, and Strategy & Ops to drive a coordinated GTM motion.

• Establish scalable outbound, inbound, ABM, partner-led, and product-led pipeline generation playbooks for the Japanese market.

• Build a data-driven operating cadence focused on pipeline quality, conversion, velocity, account penetration, and long-term revenue impact.

• Identify whitespace and emerging opportunities across the Japanese market and help inform account prioritization, territory planning, and GTM investment.

• Serve as a strategic partner to Japan and APAC sales leadership on how to capture and accelerate enterprise demand.

• Bring insights from customers and the market back to regional and global teams to help shape OpenAI's broader Sales Development strategy.

You may thrive in this role if you

• Have 10+ years of experience in enterprise sales, revenue, business development, or GTM leadership.

• Bring significant experience leading SDR, business development, or pipeline generation organizations in Japan.

• Have built or scaled enterprise demand generation engines in fast-growing technology, SaaS, cloud, developer, or platform businesses.

• Have a strong understanding of enterprise selling in Japan, including how to navigate complex organizations, build senior-level relationships, and create new opportunities in strategic accounts.

• Are fluent in product-led and usage-based GTM motions, including PQLs, pilots, free-to-paid conversion, and expansion.

• Can combine proactive outbound prospecting with the relationship-driven nature of enterprise selling in Japan.

• Are highly data-driven, with strong experience in forecasting, pipeline analytics, conversion metrics, and operational rigor.

• Thrive in matrixed organizations spanning Sales, Product, Marketing, Partnerships, Engineering, and Operations.

• Are an exceptional talent builder who can attract, coach, and develop high-performing SDR talent.

• Bring strong executive presence and the ability to engage credibly with senior enterprise customers and partners.

• Are comfortable operating in a fast-moving environment where playbooks are still being built and where experimentation, judgment, and adaptability are critical.

• Are fluent in Japanese and able to operate effectively in English in a global business environment.

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These are customer-facing roles, working with and supporting the Solution Architects, requiring hands-on production experience with cloud infrastructure and big data technologies.

SSAs help customers through the design and successful implementation of essential workloads while aligning their technical roadmap for expanding the usage of the Databricks Data Intelligence Platform.

As a deep go-to-expert reporting to the Specialist Field Engineering Manager, you will continue to strengthen your technical skills through mentorship, learning, and internal training programs to continuously consolidate the skills in your area of speciality.

The impact you will have:

• Provide technical leadership to guide strategic customers to successful implementations on big data projects, ranging from architectural and security design to development and deployment best practices including automation
• Architect production-level workloads, including end-to-end pipeline load performance testing and optimisation
• Provide technical expertise in cloud infrastructure and security relating to our Databricks Intelligence Platform
• Assist Solution Architects with more advanced aspects of the technical sale including custom proof of concept content, workload sizing, and custom architectures
• Improve community adoption (through tutorials, training, hackathons, conference presentations)
• Contribute to the Databricks Community and act as a technical SME.

What we look for:

• Pre-sales or post-sales experience working with external clients across a variety of industry markets
• Experience as a Data Platform engineer designing, setting up, and maintaining production-grade big data systems (Spark)
• Experience designing cloud infrastructure and services, such as AWS, Azure, or GCP, applying best practices in cloud security and networking, including:
• Designing, deploying, and maintaining cloud networks and connectivity (VPC/VNet design, routing, segmentation, private connectivity)
• Architect production cloud networks for data and AI workloads, including segmentation and routing, data exfiltration prevention, and performance/reliability
• Identity & Access Management (e.g. role-based access control, using the principle of least privilege, integration with IdPs, etc)
• Hands-on experience with cloud infrastructure automation (e.g. Terraform or cloud-specific resource management tools like ARM, CloudFormation, etc).
• Experience supporting customers in designing and implementing a security lakehouse/security data platform on Databricks to augment SIEM, enable security analytics and threat hunting, and build advanced detections.
• Ability to design and extend highly performant, scalable, secure, and cost-effective cloud-based big data solutions
• Deep knowledge of development tools and best practices for engineers including CI/CD, unit and integration testing, plus automation and orchestration
• Production programming experience in one or more of the following languages - Python, Scala, SQL, or R
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent work experience

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.

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The impact you will have:

• Lead, mentor, and support a high-performing, inclusive pre-sales team
• Foster an environment of belonging, continuous learning, and psychological safety that reflects Databricks' values of customer focus, teamwork, and diversity.
• Work closely with Sales and other teams to identify opportunities and deliver data-driven, value-focused solutions.
• Establish best practices that improve team efficiency, collaboration, and business impact.
• Build trusted relationships with customers and partners, acting as a strategic advisor in their digital transformation journey.
• Partner with Marketing, Sales, Services, and other cross-functional teams to ensure a seamless customer experience.
• Represent Databricks as part of the regional leadership team, contributing to our local presence and inclusive culture.

What we're looking for:

• Proven experience leading or managing technical teams in Big Data, Cloud, or SaaS environments,or equivalent experience gained through hands-on engineering or consulting work.
• A track record of coaching and developing diverse, high-performing teams.
• Strong collaboration skills and the ability to partner effectively with Sales, Marketing, and other cross-functional leaders.
• Excellent communication and interpersonal skills
• Technical background in Data Engineering, Databases, or Data Science (consulting or customer-facing experience preferred).
• Enthusiasm for data, AI, and cloud technologies, and the ability to connect these to real business outcomes.
• Fluent Japanese required; business-level English strongly preferred.

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.

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The Partner Engineer (PE) is a high-impact, strategic technical sales leader responsible for end-to-end technical lifecycle and enablement of the assigned partners, managing both pre-sales and post-sales engineering activities.

Key Responsibilities

Pre-Sales Engineering & Champion Building

• Own the technical relationship with Partners to align on building joint Go-To-Market (GTM) strategies.
• Align, build, and accelerate partner technical capabilities, enabling them to lead deep technical discovery and architectural design to independently sell scalable solutions leveraging the Cloudflare Platform with a strong focus on AI and Cloudflare One (CF1).
• Own and drive the end-to-end Technical Account Plan (TAP) for assigned strategic partners.
• Identify, enable, and cultivate key technical advocates and "Champions" within the partner organization to scale Cloudflare expertise independently, generate Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security.
• Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on migrating legacy network architectures to CF1 and integrating secure AI solutions.

Accelerate Services Delivery

• Own the ASD partner journey to ensure partners possess the advanced capabilities required to deploy, manage, and support the Cloudflare platform and AI application workloads seamlessly.
• Build and co-develop joint services catalogues with key partners, accelerating the creation and launch of their own Cloudflare-focused services offerings, managed CF1 SASE practices, and AI security assessments.
• Enable partners to embed CF1 and Workers AI capabilities into their own managed security portfolios to shorten time-to-market, protect client AI pipelines, and maximize profitability.
• Act as the escalated technical point of contact to ensure long-term architectural health, utilizing telemetry and proactive design to move the partner relationship from reactive to strategics for Cloudflare.

Automation AI Agents & Continuous Innovation

• Champion the use of Cloudflare OS and AI tools (Agent PAT and Agent Echo) to automate standard, repeatable technical tasks, optimizing operational efficiency and freeing up bandwidth for high-touch, strategic partner engagements.
• Engage partner champions in the Partner Technical Advisory Council (PTAC) to give them early access to beta software, capture raw product feedback, and drive joint co-innovation on CF1 features and emerging AI products.
• Participate in continuous cross-training programs to maintain peak proficiency in both pre-sales scoping and post-sales service deployment across the entire Cloudflare One and AI ecosystem.

Required Qualifications & Experience

• 8+ years of technical, partner-facing experience (e.g., Systems Engineer, Solutions Architect, or Technical Account Manager) in cybersecurity, cloud infrastructure, or networking.
• Strong technical depth in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security, alongside hands-on familiarity with AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases.
• Proven track record of developing technical talent or building "champion" programs within partner organizations, specifically driving adoption of complex cloud networks and AI technologies.
• Enterprise Architecture & Project Management: Deep understanding of enterprise IT, multi-cloud, and hybrid cloud environment while managing complex projects with multiple stakeholders.
• Demonstrated ability to manage the technical lifecycle of a deal from initial pre-sales discovery and CF1/AI PIO generation through post-sale service delivery.
• Strong communication skills with a track record of presenting complex CF1 architectures and AI-driven use cases to partner leadership and technical teams alike.
• Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience.

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Reporting to the Japan Marketing Lead, this is a hands-on role for a full-stack consumer marketer with deep understanding of the Japanese consumer landscape,someone who can translate strategy into locally resonant campaigns, shape narratives that build trust, and accelerate adoption and repeat usage at scale.

Key Responsibilities:

• Develop and execute Japan-specific consumer marketing plans under the Japan Marketing Lead, ensuring strong local relevance while aligning with global priorities.
• Drive full-funnel initiatives that grow users and weekly active users, deepen activation and repeat usage, and improve retention, advocacy, and sentiment.
• Act as a local expert and thought partner,bringing deep insights into Japanese culture, consumer behavior, and media dynamics to inform strategy, creative, and execution.
• Manage and collaborate with local agencies, creators, and production partners to deliver culturally authentic, high-quality campaigns and content.
• Partner closely with cross-functional teams including product marketing, communications, partnerships, and regional leadership to deliver integrated programs with clear impact.
• Represent the voice of Japan internally, ensuring local nuance, context, and market realities are reflected in marketing strategy, messaging, and decision-making.

Qualifications:

• 7+ years of marketing experience, with a strong track record of delivering high-impact consumer campaigns and measurable user or usage growth in Japan.
• Deep understanding of the Japanese consumer landscape, cultural context, and local media and marketing ecosystems.
• Proven ability to build and execute integrated marketing plans across brand, digital, influencer/creator, and partner channels.
• Comfortable operating at both strategic and hands-on executional levels in a fast-paced, ambiguous environment.
• Strong network of local agencies, creatives, creators, and production partners; demonstrated experience managing external partners.
• Excellent communicator and collaborator, with the ability to influence stakeholders across functions and geographies.

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You will work directly with customers to help them onboard and deploy Databricks in their production environment.

The impact you will have:

• Ensure new customers have an excellent experience by providing technical assistance early in their journey
• Become an expert on the Databricks Platform and guide customers in making the best technical decisions
• Work directly with multiple customers concurrently to provide technical solutions

What we look for:

• Undergraduate degree or higher in Computer Science, Information Systems, or relevant experience
• 2+ years of experience in a technical role, preferably in the data or cloud field
• Knowledge of at least one of the public cloud platforms AWS, Azure, or GCP
• Knowledge of a programming language such as Python, Scala, or SQL
• Knowledge of end-to-end data analytics workflow
• Hands-on professional or academic experience in one or more of the following:
• Data Engineering technologies (e.g., ETL, DBT, Spark, Airflow)
• Data Warehousing technologies (e.g., SQL, Stored Procedures, Redshift, Snowflake)
• Excellent time management and prioritization skills
• Bonus: Knowledge of Data Science and Machine Learning (e.g., build and deploy ML Models)
• Excellent written and verbal communication in Japanese and English

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.

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You will develop 'technical champions' within top C&SI Partners, providing enablement on technical matters related to the Databricks product.

Working with partners, you will help customers achieve tangible data-driven outcomes through the use of the Databricks Data + AI Platform, assisting data teams in completing projects and integrating the platform into their enterprise ecosystem.

As a team member, you will exercise and develop expertise in areas such as open-source projects like Apache Spark, MLflow, and Delta Lake, as well as major public cloud infrastructure and services.

You will use this expertise to become a trusted advisor to C&SI partners, reporting to the AVP, FDE.

The impact you will have:

• Provide partners with the necessary enablement to assist clients in evaluating and adopting Databricks, including hands-on Apache Spark programming and integration with the wider cloud ecosystem.
• Engage with the partner technical community by leading workshops, seminars, and meet-ups.
• Share expertise as a Big Data Analytics expert on aspects of architecture and design with the partner network.
• Produce creative technical solutions and blog posts.

What we look for:

• 5+ years of pre-sales or post-sales experience working with external clients or partners across various industry markets.
• Understanding of customer-facing pre-sales or consulting role with a core strength in either data engineering or data science.
• Experience demonstrating technical concepts, including presenting and whiteboarding.
• Experience designing and implementing architectures within public clouds (AWS, Azure, or GCP).
• Coding experience in SQL, Python, Scala, or Java.
• Expertise in at least one of the following: Data Engineering technologies (e.g., Apache Spark, Hadoop, Kafka), Data Warehousing (e.g., SQL, OLTP/OLAP/DSS), or Data Science and Machine Learning technologies (e.g., pandas, scikit-learn, HPO).
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience.
• Full professional proficiency in Japanese is mandatory; business-level English proficiency is preferred.

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all our employees. For specific details on the benefits offered in your region, click here.

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At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion.

Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey.

Key Responsibilities

• Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking, Zero Trust and Developer Platforms).
• Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.
• Strategic Alignment: Own the long-term technical relationship across the entire customer lifecycle, ensuring continuous alignment between the customer’s evolving business goals and our product roadmap.
• Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
• AI Orchestration & Workflow Automation: Act as an "AI-Augmented" engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory.

Minimum Qualifications

• Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer.
• Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
• Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and enterprise sales cycles.
• Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level C-suite business strategy.

Strongly Preferred Qualifications

• Cloudflare Developer Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare's developer platform and AI ecosystem, specifically Workers AI and AI Gateway.
• Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.
• Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions.

Compensation

This role features a competitive base salary and a variable commission structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion.

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As a Sales Account Representative, Sr Associate at Synopsys, you will establish, develop, and nurture business relationships with existing and prospective customers within your assigned territory or accounts.

Key Responsibilities:

• Establishing and developing business relationships with existing and prospective customers
• Identifying customer pain points and desired outcomes to position Synopsys solutions
• Conducting sales activities via face-to-face meetings and remote communications
• Creating and maintaining comprehensive account plans
• Researching and qualifying new prospects
• Developing clear, effective proposals and quotations
• Coordinating with marketing, technical, and legal teams
• Providing accurate sales forecasts and renewal revenue projections
• Participating in industry trade shows and customer seminars

The Impact You Will Have:

• Drive revenue growth and expand Synopsys’ market presence in Japan
• Help customers solve complex engineering and technology challenges
• Strengthen customer loyalty through exceptional service
• Fuel product development and innovation by relaying customer feedback
• Enhance the company’s reputation as a trusted partner and technology leader
• Contribute to a collaborative and high-performance sales culture

Requirements:

• Bachelor’s degree in engineering, technical, business, or related field; or 3+ years of successful technical sales experience
• Demonstrated understanding of engineering analysis, technology, and business fundamentals
• Fluency in Japanese and English
• Proven success in technical sales roles
• Strong organizational skills, attention to detail, and ability to work independently
• Willingness and ability to travel up to 50% as needed

Benefits:

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs.

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Marketing teams face challenges with fragmented customer data and martech stacks that copy data into proprietary silos, while customers expect real-time, personalized experiences. Customer Lake, Databricks' agentic Customer Data Platform (CDP), addresses this issue by unifying first- and third-party data into governed Customer 360 profiles, resolving identities, and using agents to build audiences, recommend next-best actions, and activate campaigns across channels.

As a Sr. Solutions Architect (Customer Lake), you will engage clients across business units and verticals, build relationships with marketing and data stakeholders, position Customer Lake in-depth, and deliver presentations, demos, and POCs that drive informed adoption decisions. You will understand the guardrails and steps needed to successfully land and expand Customer Lake as clients deliver on their customer engagement and growth objectives.

Key responsibilities:

• Provide technical leadership to guide strategic customers to successful implementations on customer data and marketing projects
• Collaborate with GTM leadership and account teams to design and execute high-impact engagement strategies across your territory
• Serve as an expert Solutions Architect building technical credibility with CMOs, heads of marketing technology, data engineering leaders, and marketing and analytics teams
• Enable clients at scale through workshops, POC execution, and developing customer-facing collateral
• Influence product roadmap by translating field-derived, data-driven insights into strategic recommendations for Product and Engineering teams
• Handle complex technical challenges as a tier-3 escalation point for the field
• Establish and refine the sales qualification and POC intake process

Requirements:

• 5+ years of customer data platform (CDP), marketing technology (MarTech), or customer data engineering expertise
• Experience with design and implementation of data and AI applications for marketing and customer engagement
• Deep familiarity with CDP and martech/adtech platforms
• Strong understanding of the customer data landscape
• Experience operationalizing customer data as governed data products
• Experience collaborating with Global System Integrators (GSIs) and third-party consulting organizations
• Hands-on experience building solutions within major public cloud environments
• Undergraduate degree in a technical field such as Computer Science, Data Science, Applied Mathematics, Engineering or similar
• Full professional proficiency in Japanese is mandatory; business-level English proficiency is preferred

Benefits: Databricks provides comprehensive benefits and perks that meet the needs of all employees.

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The ideal candidate will be a technical expert with vision on integrating NVIDIA GPU-accelerated tools and microservices into Industrial HPC, Chemistry, Material Science, and Semiconductor Manufacturing workflows.

Key responsibilities:

• Provide technical expertise on integrating NVIDIA GPU-accelerated tools and microservices into industrial workflows
• Support business development teams in guiding customers through the sales process for NVIDIA's GPU compute systems and acceleration software
• Engage with developers, researchers, and data scientists to understand their needs and deliver high-value solutions
• Document knowledge and guide others through training, whitepapers, and wiki articles
• Stay up-to-date on the latest techniques in AI for Chemistry and Materials Science

Requirements:

• Excellent verbal, written, and technical presentation skills in Japanese and business-level English
• BS or MS in Computational Chemistry, Physics, Computer Science, or related field
• 5+ years of industry or academic experience in the manufacturing ecosystem, applying AI for Chemical and Material Science
• Strong fundamentals in programming, optimizations, and software design, especially in Python and C++
• Ability to multitask effectively in a dynamic environment
• Strong analytical and problem-solving skills
• Proactive with a strong desire to share knowledge with clients, partners, and coworkers

NVIDIA offers highly competitive salaries and a comprehensive benefits package.

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The ideal candidate is hospitable, analytical, and committed to delivering the highest standards of service through partner and service management.

Responsibilities

• Accountable and responsible for the holistic performance of a partner or service or language
• Enable and oversee a strong operational environment for your partners and services and ensure high quality support for the community from your partners
• Set up for success your partner / service to deliver exceptional quality support to our community
• Prioritise high impact focus areas with your partner/service in line with the company strategy
• Actively work with core internal functions such as Quality, Workforce planning, Training to understand insights on performance and based on them, action within your partner / service
• Act as a single point of contact, representing your partner / service across Delivery and CS
• Present & report up on performance & progress to leadership across Delivery and CS
• Hold partners accountable for the delivery of Airbnb goals
• Own end to end the operationalization and successful adoption of new initiatives, projects and changes that impact your partner or service or language
• Ensure alignment with Global CS Delivery
• Input collectively with other ROMs to Sr Management and into the global delivery business reviews to provide a complete performance narrative to our leadership
• Collaborate with your peers to ensure consistency & scalability in Global Delivery Support and drive strategic initiatives within Delivery and your service
• Identify and drive partner and service level continuous improvement opportunities that enhance performance, both day to day tactical and strategic forward looking
• Collect feedback and be the voice of our community and partners to improve performance and optimize processes for the partner, service and global community
• As required, collaborate with and understand the needs of your regional market and provide support to market managers and local business operations.
• Collaborate with internal function such as BPI, PMO, Product on the launch of initiatives, projects and changes to bring improvements to your partner or service and mitigate potential risks

Qualifications

• A minimum of 8 years of progressive experience in a customer service or an operations role with 5+ years in a partner management, BPO environment
• Demonstrable experience in driving improved performance as a partner/Regional Operations manager
• Experience in the deployment of resources to manage real-time crisis situations, including managing high severity/sensitivity cases and decision-making authority for losses
• Experience in data analysis and reporting to identify performance trends, as well as developing and implementing performance management standards
• Demonstrable experience translating big picture goals and strategy into implementable and concrete actions for your partners
• Ability to work weekend days and on-call required
• Able to travel in Europe, APAC and NA when required

Your skills & expertise

• Exceptional partner and stakeholder management
• In depth understanding of business process outsourcing at scale, holding partners accountable for their performance and prioritizing the high impact areas
• Exceptional performance management at scale - setting clear goals, expectations and actions while continuously driving success metrics
• Strong data driven decision making with root cause analysis - ability to understand the data to derive to objective decisions
• Strong communication, data driven storytelling and influencing skills - to present to leadership and collaborate with different stakeholders and manage time sensitive situations, while remaining calm and poised under pressure
• Organized, structured and resourceful - able to juggle and multi-task, with an attention to detail and follow through even in ambiguous situations
• Strategic thinking and problem-solving abilities at scale - to evaluate procedures and identify opportunities for improvement
• Strong proficiency in various data analysis and reporting tools to track performance trends (tableau, salesforce, SQL, Excel, Google Sheets, etc.)

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Located in Tokyo, Japan, this opportunity lets you work with a world-class team to build impactful solutions and encourage innovation in video analytics, manufacturing, construction, smart spaces, retail, and media/entertainment.

Responsibilities:

• Serve as the trusted technical advisor, problem solver, and champion for the developer ecosystem in video analytics in manufacturing, construction, smart spaces, retail, media and entertainment, with cross-functional partners to drive adoption of NVIDIA technologies especially VSS (Video Search and Summarization) blueprint.
• Accelerate critical workloads by demonstrating innovative solutions that integrate the core NVIDIA stack into developer products, platforms, and pipelines.
• Advise on technical enablement resources, such as sample code, guides, demonstration pipelines, and tools, highlighting the application of technologies in solving real-world problems.
• Guide partners and startups through onboarding and integration with NVIDIA’s programs, encouraging co-innovation and the development of next-generation solutions.
• Map, track, and monitor the developer ecosystem to identify growth opportunities, inform technology roadmaps, and build adoption strategies.
• Collaborate cross-functionally with solution architects, engineering, product management, and marketing to drive developer engagement and optimize partner adoption strategies.
• Engage with partner engineering teams, technical leaders, and decision-makers to identify goals, solve technical challenges, and promote guidelines for successful integrations.
• Represent and advocate for the partner technical needs and feedback to NVIDIA’s internal product and engineering teams, supplying actionable insights from field deployments to influence product roadmaps.
• Act as a technical inspiring leader through conference presentations, user group engagements, solution showcases, writing tech blog, SNS posting and support for strategic go-to-market and partner initiatives.

Requirements:

• Bachelor’s or Master’s degree in Computer Science, Engineering, or a related field, or a Master’s degree combined with equivalent practical experience.
• At least 5+ years of professional experience in the technology field, including roles in software engineering, developer relations, and technical partnerships.
• Over 3 years of direct hands-on experience within your specific ecosystem.
• Established background in managing, working alongside, and growing developer programs at prominent technology organizations, video analytics, VLM ISVs, or pertinent sectors.
• Strong technical expertise in video analytics within high-performance computing, cloud, AI/ML, and/or industry-specific frameworks and libraries.
• Excellent communication skills with the ability to distill complex technical concepts for diverse technical and non-technical audiences.
• Experience leading technical collaborations with engineering and product teams.
• Proven ability to structure and complete complex technical engagements, negotiate requirements, prioritize issues, and collaborate with internal or external partners.
• Intellectual flexibility and a track record of successfully growing penetration for innovative technology-based solutions.
• Good English communication skill in email and video conference. Proficient Japanese communication skill is must.

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OpenAI’s User Operations team shepherds our customers’ adoption of AI and ensures that our customers' product experience is nothing short of exceptional. We are building the very first post-AGI support team. We resolve complex issues, provide technical guidance, and support customers in maximizing value and adoption from deploying our products. We work closely with Sales, Technical Success, Product, Engineering and others, to deliver the best possible experience to our customers at scale. OpenAI's customers represent a range of diverse backgrounds and maturity, from early-stage startups to established global enterprises.

About the Role

We’re looking for dedicated, experienced, and deeply curious individuals to help solve some of the most complex challenges faced by our customers while building the future of post-AGI support alongside us. In this role, you’ll work directly with customers through support tickets and live calls, troubleshooting high-impact issues and resolving novel, often ambiguous technical problems in one of the fastest-moving environments in technology. As AI adoption rapidly accelerates, the work you do will directly support mission-critical systems being built on OpenAI’s platform, serving as a critical line of defense for customers operating at massive scale.

Beyond resolving technical issues, you’ll help define what world-class support looks like in an AGI-driven future. You’ll partner closely with Engineering, Product, and Operations to improve systems, reduce bugs, and elevate the customer experience, while leveraging automation, agents, and our own AI technology to transform how support operates at scale.

This role is based in Tokyo. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. To succeed in this position you must be fully bilingual,fluent in both Korean and English (spoken and written).

Responsibilities

• Work directly with customers to troubleshoot and resolve their most complex technical issues, including API failures, integration challenges, authentication errors, and production incidents.
• Become a trusted expert on OpenAI’s products and platform, serving as a go-to resource for complex technical issues.
• Serve as a critical escalation point and line of defense for complex technical issues, partnering closely with customers and Engineering teams to troubleshoot, resolve, and proactively prevent recurring problems.
• Take learnings from resolving customer issues and creating our approach to scaling these solutions, partnering with Product and Go-To-Market teams.
• Drive operational excellence by identifying opportunities for automation and AI-powered workflows, implementing scalable improvements that increase team efficiency, reducing manual effort, and elevating the overall support experience.
• Provide occasional holiday and weekend support on call coverage, as needed, to support business and customer needs.

Requirements

• Speak fluent business-level Korean.
• Have 8+ years of experience in User Operations, Engineering, Support Engineering or similar technical roles, ideally within high-growth tech startups or other fast-paced environments.
• Are comfortable using emerging technologies (ie. Codex, ChatGPT, OpenAI API, etc.) to script or engineer code (e.g., Python) for automating repetitive tasks and integrating tools.
• Have expert-level SaaS troubleshooting skills with the ability to rapidly understand new technologies and complex concepts.
• Polished enterprise communication and are calm with high-stakes customers during live incident calls.
• Proven experience building strong relationships with customers and cross-functional partners to drive resolution to complex issues.
• Exceptional critical thinker and problem solver with the ability to clearly communicate complex technical issues to both customers and internal teams.
• Thrive in ambiguity, adapt rapidly to change, continuously learn, and proactively seek opportunities for growth.
• Bring a humble, team first mindset, a genuine eagerness to help others, and the curiosity to quickly learn whatever knowledge is needed to help both your teammates and our customers succeed.
• Bachelor’s degree in Computer Science, Computer Engineering, another relevant technical field, or equivalent practical experience.

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You'll own the full sales cycle from prospecting to closing, working with senior leaders to help them optimize operations, strengthen supply chains, personalize customer experiences at scale, and sharpen their competitive position with Anthropic's AI solutions.

Responsibilities:

• Own and exceed revenue targets by winning new major accounts and expanding existing relationships across Japan's domestic retailers, CPG manufacturers, and general trading companies
• Build and execute territory plans, identifying high-value opportunities across supermarket and convenience store groups, specialty retailers, food & beverage and consumer goods manufacturers, and sogo shosha and their group companies
• Lead consultative sales processes with senior executives , including CIOs, CDOs, CMOs, and heads of supply chain, merchandising, and DX , positioning AI as a driver for demand forecasting, personalization, inventory optimization, trade and supply chain operations, and enhanced customer experience
• Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver solutions that integrate with existing retail and enterprise technology stacks while meeting Japan's data privacy requirements under the APPI framework

Requirements:

• 8+ years of enterprise sales experience in Japan with significant exposure to retail, CPG, and/or trading company accounts, driving adoption of emerging technologies with a consultative, solutions-oriented approach
• A track record of managing complex sales processes and securing strategic deals with large-scale retailers, consumer goods manufacturers, and trading companies by understanding the operational and technology challenges unique to Japan's consumer and trading sectors
• Demonstrated ability to navigate complex stakeholder ecosystems, building consensus across merchandising, supply chain, digital, marketing, and business division teams with multiple budget authorities and approval layers
• Proven experience exceeding revenue targets by effectively managing pipeline across seasonal retail cycles, the rapid decision-making cadence of consumer-facing businesses, and the consensus-driven procurement processes of trading companies
• A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality , you are a true team player who thrives in ambiguous, startup-like environments
• A strategic, analytical approach to identifying opportunities within Japan's retail, CPG, and trading sectors combined with patient, relationship-focused execution
• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for broad benefit
• Excellent communication skills in both Japanese and English

Benefits:

• Competitive base salary and commission structure commensurate with experience
• Equity participation
• Comprehensive benefits package
• Hybrid work model with flexibility
• Access to cutting-edge AI technology and world-class research team

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As Anthropic's Reseller Operations Manager for Japan and Korea, you will oversee the onboarding, transactions, payments, and support for resellers in both countries. You will work closely with the global team to build and adapt the reseller program for the Japanese and Korean markets.

Responsibilities

• Own end-to-end reseller onboarding for Japan and Korea, including application intake, screening coordination, agreement execution, and entitlement setup.
• Manage hyperscaler reseller operations, including deal registration, marketplace authorizations, and private offer processing.
• Handle direct reseller operations, including partner quotes, order booking, and commit tracking.
• Run regional reseller incentives, including eligibility, validation of quarterly payouts, and partner disputes.
• Provide first-line operational support for resellers in Japanese and Korean during local business hours.
• Manage outsourced operations capacity and coordinate with Enablement on local-language certification and training.
• Own reseller reporting for Japan and Korea, including registration volume, activation, and attributed revenue.

Requirements

• Several years of experience in channel, reseller, distribution, or partner operations at a technology company.
• Working proficiency in Japanese, Korean, and English.
• Practical knowledge of cloud marketplace reseller programs and hands-on experience with quote-to-order, order management, or partner billing.
• A track record of taking manual processes and turning them into documented workflows, service levels, and reporting.

Nice to Have

• Experience inside the Japanese or Korean enterprise reseller and systems integrator ecosystem.
• Experience with partner incentive or rebate operations.
• Familiarity with PRM or deal-registration tooling.

Team and Logistics

• Report into Partner Experience and work with the global Partner Operations team and Japan and Korea go-to-market teams.
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Location-based hybrid policy: 25% office time.
• Visa sponsorship available.

Benefits

• Competitive compensation and benefits.
• Optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours.

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Responsibilities:

• Own the complete order and supply management for a strategic direct customer
• Process purchase orders and coordinate booking and delivery with internal teams
• Manage schedule changes and track weekly forecast against supply commitments
• Proactively resolve delays, pull-ins, and push-outs with operations and demand planning teams
• Handle finance-related operations, including monthly payment confirmation, accounts receivable reconciliation, credit limit management, and rebate tracking
• Develop and maintain customer-facing and compliance documents
• Assist with RMA processes from start to finish
• Work alongside sales, finance, operations, and global teams to facilitate flawless delivery

Requirements:

• Strong analytical skills
• Excellent communication skills in both Japanese and English, written and verbal
• Demonstrated capability to collaborate across departments
• Experience in direct customer-facing operations roles
• Passion for improving processes and driving operational excellence
• Bachelor's degree in Business, Supply Chain, or a related field
• More than 3 years of experience in customer operations, supply chain operations, or order management
• Practical experience with order-to-delivery workflows
• Experience with an ERP or order management system
• Flexibility is essential in this role

Benefits:

• Highly competitive salaries
• Comprehensive benefits package
• Learn more at www.nvidiabenefits.com/

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You will work closely with marketing, sales, distribution, key-account, regional, and international colleagues to turn strategy into effective programs in the market. Your tasks will include developing fully branded vending machine solutions, creating activations, and identifying new commercial opportunities.

Responsibilities:

• Develop marketing tools and value-added concepts for key accounts and business partners
• Create high-quality execution tools, including fully branded vending machines
• Design distinctive vending machine activations that build brand visibility and deliver impact
• Collaborate with cross-functional teams to maximize the impact of major initiatives
• Develop the national On Premise marketing business plan
• Track and evaluate marketing activities and share learnings and best practices
• Monitor market trends, competitor activities, and emerging opportunities
• Identify new ways to create customer value and strengthen Red Bull's execution at the point of sale
• Build a strong understanding of national and international marketing activities, tools, and guidelines
• Support training and continuous coaching for teams

Requirements:

• At least two years of experience in marketing and/or sales
• Strong planning and project management capabilities
• Knowledge of trade marketing, ideally including the vending machine business
• Fluent written and spoken Japanese and English
• Confidence using Word, Excel, and PowerPoint
• Strong communication, presentation, and training skills
• Ability to build positive, collaborative ways of working across teams
• Creative approach to developing solutions and bringing new ideas to life
• Willingness to travel
• Bachelor's degree preferred

Benefits:

• Retirement program (Defined Contribution Plan, 6.5% of monthly base salary)
• Group life insurance
• Group medical insurance
• Long-term disability insurance (income security)
• Benefit one
• Maximum of 20 days of annual leave right after entering the company
• Staff discount for Red Bull and AlphaTauri apparel

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As a Commercial (Mid-Market) Account Executive, you'll partner with some of Japan's most innovative and fast-growing companies - helping them unlock the full potential of their data to scale faster and smarter.

You will own an Emerging territory, a portfolio of high-potential, under-penetrated accounts (often SMBs and Mid-market) that are not yet covered by a dedicated account owner.

You are a strategic, growth-minded sales professional who thrives in dynamic environments. You understand how to engage with senior stakeholders, navigate complex organisations, and drive meaningful outcomes.

You're comfortable managing both short-term opportunities and multi-threaded, strategic initiatives that expand our footprint and customer impact.

You will report to Sr Manager, Sales in Japan.

The impact you will have:

• Develop and execute a territory plan targeting Japan’s emerging market segment - growth-stage organisations with significant data and AI ambitions.
• Effectively manage a mix of rapid, transactional deals and complex, strategic engagements.
• Consistently meet and exceed activity, pipeline, and revenue goals through active prospecting and account development.
• Maintain high standards of operational excellence in Salesforce and Clari, including accurate forecasting, opportunity tracking (MEDDPICC), and detailed account notes.
• Lead with a customer-first mindset and focus on delivering measurable business value.

What we look for:

• 3+ years of closing experience in SaaS, Cloud, Big Data or AI sales.
• Proven success exceeding sales KPIs and quotas.
• Demonstrated ability to acquire new customers and expand existing relationships.
• (Nice to have) Experience collaborating with partners or engaging in co-selling or partner-led motions within the technology ecosystem.
• Ability to quickly learn new technical concepts and confidently communicate value propositions.
• Fluency in Japanese and business-level English is required.

Benefits: At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

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You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close multi-stakeholder deals in a consumption-based model.

To excel as an IAE at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller.

Responsibilities

• Be responsible for your territory & build pipeline: Develop and implement a proactive outbound cadence (email, call, social).
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date.
• Negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements

• Proven SaaS quota‐carrying success: 3+ years closing deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive focused pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering presentations and demos that tie product capabilities to real euros saved, revenue gained, or risk mitigated.
• Well-honed negotiation skills.
• Collaborative mentality & coach-ability: A learner who partners with internal teams, incorporates feedback, and embodies Elastic’s values of community.
• Open Source passion: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.
• Fluency in Japanese and English

Benefits

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact
• We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

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You will enthusiastically grow Robotics and Factory Automation businesses with embedded (Jetson) and data center products. You will balance distributor, channel, and Partners, and matchmake global end customers with embedded and enterprise system partners.

Key responsibilities include:

• Developing outstanding strategic relationships with customers' R&D and procurement teams
• Understanding customers' system architecture, existing solutions, development plans, and competition
• Developing new opportunity pipelines and driving design wins
• Guiding delivery of NVIDIA's value proposition, key features, product messages, and positioning
• Engaging appropriate NVIDIA resources as part of a virtual sales team
• Providing market and partners feedback to product teams to drive strategic alignment
• Providing project pipeline, forecast, and accounts updates periodically

Requirements:

• 5+ years of Embedded Product and Sales experience
• Successful experience with Japanese industrial companies
• Executive-level sales knowledge and experience
• Excellent English and Japanese communication and presentation skills
• Good organization ability and proactive approach
• Data Center business experience is a plus
• Distributor and channel management experience is helpful
• Familiarity with AI DL, Embedded Linux, and Android environments is a plus
• Strong customer relationship skills
• Ambitious, inventive, market-savvy, and creative thinking

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As a DSA, you will collaborate with sales and field engineering teams to accelerate the adoption and growth of the Databricks platform in customers.

Key responsibilities:

• Engage with Solutions Architects to understand Use Case Demand Plans for prioritised customers
• Lead post-technical win technical account strategy and execution plans for strategic accounts
• Be the accountable technical leader for specific Use Cases and customers across multiple selling teams and internal stakeholders
• Serve as the first contact for technical issues or questions related to production/go-live status of agreed-upon Use Cases
• Leverage Shared Services, User Education, Onboarding/Technical Services, and Support resources to build tasks beyond your scope or expertise
• Create, own, and execute a point-of-view on accelerating key use cases into production
• Navigate Databricks Product and Engineering teams for New Product Innovations, Private Previews, and Upgrade needs
• Develop an execution plan covering all activities of customer-facing technical roles and teams
• Provide internal and external updates and KPI reporting on usage and customer health

Requirements:

• 8+ years of experience in technical project/program delivery within Data and AI
• Programming experience in Python, SQL, or Scala
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting role
• Understanding of solution architecture related to distributed data systems
• Ability to attribute business value and outcomes to specific project deliverables
• Technical program or project management experience, including account, stakeholder, and resource management
• Experience resolving complex escalations with senior customer executives
• Full professional proficiency in Japanese; business-level English proficiency is preferred

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The Head of Partnerships, Japan role involves building and leading a team that makes Anthropic's partner ecosystem the primary route to Japanese enterprise. You will set the partner strategy for Japan, develop the team that executes it, and own the partner-sourced and partner-influenced pipeline, revenue, and attach rate for the country.

Key responsibilities include:

• Building and leading a high-performing Japan partner team spanning GSI, regional SI, and reseller coverage
• Setting clear goals, territories, and partner portfolios for each team member and holding them accountable to pipeline, revenue, and attach-rate outcomes
• Establishing the team's operating cadence, including one-on-ones, weekly pipeline reviews, deal inspection, partner QBRs, and quarterly business planning
• Coaching the team on executive engagement, joint business planning, and co-selling in Japanese enterprise accounts

You will also set and own the Japan partner strategy, define which partner segments, partners, and motions Anthropic prioritizes in Japan, and design the partner coverage model across the partner landscape.

The ideal candidate will have:

• 15 to 20+ years in enterprise technology, with a substantial portion leading partner, alliances, or channel businesses in Japan
• 5+ years of people leadership over partner or alliance teams, with a track record of hiring, developing, and retaining strong performers
• Direct experience building a partner business in Japan for a US or global technology company, ideally through a period of rapid growth or market entry

Anthropic offers competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space.

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The Head of Partnerships, Japan role at Anthropic involves building and leading a team to make Anthropic's partner ecosystem the primary route to Japanese enterprise. This is a key position for driving Anthropic's growth in Japan.

Responsibilities

Lead and Build the Team

• Hire, develop, and retain a high-performing Japan partner team covering GSI, regional SI, and reseller coverage.
• Set clear goals, territories, and partner portfolios for each team member and hold them accountable for pipeline, revenue, and attach-rate outcomes.
• Establish the team's operating cadence, including one-on-ones, weekly pipeline reviews, deal inspection, partner QBRs, and quarterly business planning.
• Coach the team on executive engagement, joint business planning, and co-selling in Japanese enterprise accounts.

Set and Own the Japan Partner Strategy

• Define which partner segments, partners, and motions Anthropic prioritises in Japan, based on revenue potential, customer reach, and strategic fit.
• Design the partner coverage model across Anthropic's partner landscape in Japan.
• Localise Anthropic's global partner program for Japan, including tiers, incentives, enablement paths, and rules of engagement.

Lead Strategic Partnerships

• Own executive relationships with Anthropic's most consequential partners in Japan.
• Negotiate and structure partnership agreements, working with Legal, Finance, and Deal Desk.
• Lead the creation of joint solutions and industry offerings with partner practices.

Own Partner Pipeline, Revenue, and Attach Rate

• Carry Japan partner-sourced and partner-influenced pipeline and revenue targets, and the partner attach-rate target.
• Run a disciplined forecast with the team and Japan sales leadership.

Represent Japan and Drive Cross-Functional Execution

• Act as the single point of accountability for the partner business in Japan.
• Ensure Japanese partner and customer requirements are understood and prioritised by global product and engineering teams.

Requirements

• 15 to 20+ years in enterprise technology, with experience leading partner, alliances, or channel businesses in Japan.
• 5+ years of people leadership over partner or alliance teams.
• Direct experience building a partner business in Japan for a US or global technology company.
• Proven ownership of partner-sourced and partner-influenced revenue targets at a country or regional level.

Nice to Have

• Experience with AI, data, or cloud platform partnerships.
• Experience on the partner side, inside a Japanese SI or distributor.
• Experience localising a global partner program for Japan.

Logistics

• Minimum education: Bachelor’s degree or equivalent.
• Required field of study: Relevant to the role.
• Location-based hybrid policy: Office attendance expected at least 25% of the time.
• Visa sponsorship: Available.

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As a Sales Development Representative (SDR) at Stripe, you will drive Stripe’s future growth engine by working with Demand Gen and the Account Executive team to qualify leads and collaboratively build Stripe’s sales pipeline.

Responsibilities

• Research and create outreach materials for high value prospects, in partnership with SDRs and AEs
• Follow up with Marketing generated leads to qualify as sales opportunities. Move solid leads through the funnel connecting them to a salesperson, and arranging meetings
• Execute outbound sales plays created by marketing
• Initiate contact with potential customers through cold-calling or responding to inquiries generated from Marketing
• Develop relationships with prospects to uncover needs through effective questioning to qualify interest and viability to prepare hand-off to sales
• Follow-up with potential customers who expressed interest but did not initially result in a sales opportunity
• Effectively work through lead list meeting/exceeding SLAs, consistently update activity and contact information within the CRM system and support weekly reporting efforts
• Collaborate and provide feedback and insights to Marketing to help improve targeting and messaging

Requirements

• A track record of top performance or prior success
• Superior verbal and written communication skills
• Self starter who is able to operate in a hyper growth environment
• This role requires in-office participation three (3) days per week in our Tokyo office

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As a Reseller Partner Manager for Japan, you will be responsible for recruiting, managing, and scaling reseller and distributor partners to accelerate the adoption of Claude across the Japanese enterprise market.

Responsibilities

• Reseller Partner Management:
• Identify, recruit, and onboard reseller and distributor partners that fit our Japan go-to-market strategy
• Develop and execute joint business plans with key resellers, including revenue targets, pipeline commitments, and enablement milestones
• Build and maintain executive and sales-leadership relationships within partner organizations
• Own the full partner lifecycle from initial engagement through long-term strategic alignment
• Negotiate and structure reseller and distribution agreements
• Revenue Generation and Pipeline:
• Drive new customer acquisition and upsell revenue through reseller partners and achieve quarterly channel revenue targets
• Work with partner sales teams to identify, qualify, and close enterprise opportunities
• Support joint sales activities including customer workshops, seminars, proof-of-concepts, and account planning
• Track partner-sourced pipeline, forecast channel revenue, and report on partner performance metrics
• Enablement:
• Lead reseller enablement programs covering product knowledge, sales methodology, positioning, and objection handling
• Develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation
• Run partner-facing activities such as training sessions, webinars, email campaigns, and joint events
• Go-to-Market:
• Design and execute joint marketing and demand generation campaigns with reseller partners
• Develop customer success stories and case studies that resonate with Japanese enterprise buyers
• Partner with internal teams to localize global channel programs and GTM strategies for the Japanese market

Requirements

• 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market
• Proven track record recruiting and managing Japanese reseller and distributor partners and driving revenue through them
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette
• Native or business-level Japanese language skills
• Working knowledge of reseller economics, including margin structures, deal registration, and incentive programs
• Experience selling enterprise software, cloud services, or AI/ML technologies in the Japanese market

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As a Reseller Partner Manager for Japan, you will be responsible for recruiting, managing, and scaling reseller and distributor partners to accelerate the adoption of Claude across the Japanese enterprise market.

Responsibilities

• Identify, recruit, and onboard reseller and distributor partners that fit our Japan go-to-market strategy
• Develop and execute joint business plans with key resellers, including revenue targets, pipeline commitments, and enablement milestones
• Build and maintain executive and sales-leadership relationships within partner organizations
• Own the full partner lifecycle from initial engagement through long-term strategic alignment
• Negotiate and structure reseller and distribution agreements
• Drive new customer acquisition and upsell revenue through reseller partners and achieve quarterly channel revenue targets
• Work with partner sales teams to identify, qualify, and close enterprise opportunities
• Support joint sales activities including customer workshops, seminars, proof-of-concepts, and account planning
• Track partner-sourced pipeline, forecast channel revenue, and report on partner performance metrics
• Manage channel conflict and maintain healthy dynamics between direct sales and reseller partners
• Lead reseller enablement programs covering product knowledge, sales methodology, positioning, and objection handling
• Develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation
• Run partner-facing activities such as training sessions, webinars, email campaigns, and joint events
• Design and execute joint marketing and demand generation campaigns with reseller partners
• Develop customer success stories and case studies that resonate with Japanese enterprise buyers
• Partner with internal teams to localize global channel programs and GTM strategies for the Japanese market
• Represent the company at partner events, customer engagements, and industry conferences

Requirements

• 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market
• Proven track record recruiting and managing Japanese reseller and distributor partners and driving revenue through them
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette
• Native or business-level Japanese language skills
• Working knowledge of reseller economics, including margin structures, deal registration, and incentive programs
• Experience selling enterprise software, cloud services, or AI/ML technologies in the Japanese market
• Demonstrated ability to manage channel conflict and maintain healthy rules of engagement across direct and partner sales
• Exceptional relationship-building skills with the ability to establish trust and credibility with partner executives and sales teams
• Strong analytical skills with experience in business planning, forecasting, and performance measurement

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The IT Operations team keeps Anthropic running , we make sure every employee can do their best work without friction. We're seeking an IT Support Engineer who combines deep technical skills with a genuine service mindset and sound judgment.

Anthropic is growing fast, and our IT operations need to keep pace. That means onboarding at scale, automating repetitive processes, and continuously improving the employee experience. You'll handle support challenges across our primarily macOS environment while contributing to the operational improvements that help us scale. You'll work closely with IT Engineering and Security, with opportunities to grow into more technical infrastructure work over time.

Responsibilities

End-User Support

• Triage and resolve issues across hardware, software, networking, and accounts , primarily through our ticketing system, with additional support via Slack and in-person
• Diagnose and resolve issues across macOS, ChromeOS, iOS, Android, and our core SaaS platforms (Google Workspace, Slack, GitHub, Atlassian)
• Troubleshoot device issues, including enrollment, configuration profiles, and policy enforcement
• Support access management and employee lifecycle workflows (onboarding, offboarding, reorgs)
• Handle escalations requiring cross-team coordination
• Participate in an on-call rotation for urgent issues outside business hours
• Provide hands-on support for user technology, AV systems, conference rooms, and printers

Communication & Documentation

• Communicate clearly with users of all technical levels
• Write and maintain internal documentation including runbooks, how-to guides, and knowledge base articles
• Identify patterns in support requests, surface recurring issues to the team, and identify opportunities for automation or systemic solves

Operational Improvement

• Help streamline onboarding and other high-volume operations as the company scales
• Contribute to automation efforts
• Maintain and improve device management, identity, and access systems
• Assist with scripting (Bash, Python) to automate repetitive tasks

Requirements

• Have 7+ years of hands-on IT support experience, ideally in a fast-paced or high-growth environment
• Are an excellent communicator who genuinely enjoys helping people solve problems
• Have strong troubleshooting skills and are methodical, curious, and persistent
• Demonstrated supporting macOS endpoints and comfortable supporting ChromeOS, iOS, and Android
• Have significant experience with Google Workspace administration
• Have experience with Slack administration , workspace management, permissions, and troubleshooting
• Have substantial experience supporting and administering additional SaaS tools
• Understand identity and access fundamentals , SSO, MFA, directory services
• Are familiar with MDM fundamentals and endpoint management concepts
• Have experience with basic scripting (Bash or Python) for automation
• Take ownership of problems and follow through until they're resolved
• Think beyond the immediate fix , you ask "why did this happen?" and "how do we prevent it?"
• Are organized enough to manage competing priorities without things falling through the cracks
• Propose solutions when you see a process that doesn't scale
• Are looking to develop deeper technical skills and take on more complex systems administration challenges over time

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The IT Operations team keeps Anthropic running , we make sure every employee can do their best work without friction. We're seeking an IT Support Engineer who combines deep technical skills with a genuine service mindset and sound judgment.

Anthropic is growing fast, and our IT operations need to keep pace. That means onboarding at scale, automating repetitive processes, and continuously improving the employee experience. You'll handle support challenges across our primarily macOS environment while contributing to the operational improvements that help us scale. You'll work closely with IT Engineering and Security, with opportunities to grow into more technical infrastructure work over time.

Responsibilities

End-User Support

• Triage and resolve issues across hardware, software, networking, and accounts , primarily through our ticketing system, with additional support via Slack and in-person
• Diagnose and resolve issues across macOS, ChromeOS, iOS, Android, and our core SaaS platforms (Google Workspace, Slack, GitHub, Atlassian)
• Troubleshoot device issues, including enrollment, configuration profiles, and policy enforcement
• Support access management and employee lifecycle workflows (onboarding, offboarding, reorgs)
• Handle escalations requiring cross-team coordination
• Participate in an on-call rotation for urgent issues outside business hours
• Provide hands-on support for user technology, AV systems, conference rooms, and printers

Communication & Documentation

• Communicate clearly with users of all technical levels
• Write and maintain internal documentation including runbooks, how-to guides, and knowledge base articles
• Identify patterns in support requests, surface recurring issues to the team, and identify opportunities for automation or systemic solves

Operational Improvement

• Help streamline onboarding and other high-volume operations as the company scales
• Contribute to automation efforts
• Maintain and improve device management, identity, and access systems
• Assist with scripting (Bash, Python) to automate repetitive tasks

Requirements

• Have 7+ years of hands-on IT support experience, ideally in a fast-paced or high-growth environment
• Are an excellent communicator who genuinely enjoys helping people solve problems
• Have strong troubleshooting skills and are methodical, curious, and persistent
• Demonstrated supporting macOS endpoints and comfortable supporting ChromeOS, iOS, and Android
• Have significant experience with Google Workspace administration
• Have experience with Slack administration , workspace management, permissions, and troubleshooting
• Have substantial experience supporting and administering additional SaaS tools
• Understand identity and access fundamentals , SSO, MFA, directory services
• Are familiar with MDM fundamentals and endpoint management concepts
• Have experience with basic scripting (Bash or Python) for automation
• Take ownership of problems and follow through until they're resolved
• Think beyond the immediate fix , you ask "why did this happen?" and "how do we prevent it?"
• Are organized enough to manage competing priorities without things falling through the cracks
• Propose solutions when you see a process that doesn't scale
• Are looking to develop deeper technical skills and take on more complex systems administration challenges over time

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OpenAI’s User Operations team supports customers' adoption of AI and ensures exceptional product experiences. We resolve complex issues, provide technical guidance, and help customers maximize value from our products.

About the Role

We're seeking experienced individuals to solve complex challenges faced by customers while building the future of post-AGI support. In this role, you'll work directly with customers through support tickets and live calls, troubleshooting high-impact issues and resolving novel technical problems.

Responsibilities

• Work directly with customers to troubleshoot and resolve complex technical issues, including API failures, integration challenges, authentication errors, and production incidents.
• Become a trusted expert on OpenAI’s products and platform, serving as a go-to resource for complex technical issues.
• Serve as a critical escalation point and line of defense for complex technical issues, partnering with customers and Engineering teams to troubleshoot and resolve issues.
• Take learnings from resolving customer issues and create approaches to scaling these solutions, partnering with Product and Go-To-Market teams.
• Drive operational excellence by identifying opportunities for automation and AI-powered workflows, implementing scalable improvements that increase team efficiency.
• Provide occasional holiday and weekend support on call coverage, as needed.

Requirements

• 8+ years of experience in User Operations, Engineering, Support Engineering, or similar technical roles, ideally within high-growth tech startups.
• Comfortable using emerging technologies like Codex, ChatGPT, OpenAI API, etc. to script or engineer code for automating repetitive tasks.
• Expert-level SaaS troubleshooting skills with the ability to rapidly understand new technologies and complex concepts.
• Polished enterprise communication and calm demeanor with high-stakes customers during live incident calls.
• Proven experience building strong relationships with customers and cross-functional partners.
• Exceptional critical thinker and problem solver with the ability to clearly communicate complex technical issues.
• Bachelor’s degree in Computer Science, Computer Engineering, another relevant technical field, or equivalent practical experience.

Benefits

OpenAI offers relocation assistance to new employees and uses a hybrid work model of 3 days in the office per week.

Company Culture

OpenAI is an equal opportunity employer committed to providing reasonable accommodations to applicants with disabilities.

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You will assist customers in their Databricks journey and provide them with the guidance and knowledge that they need to accomplish value and achieve their strategic goals using our products.

The Impact You Will Have

• Troubleshoot and resolve complex customer issues related to Databricks platform
• Provide best practices support for custom-built solutions developed by Databricks customers
• Deliver suggestions for improving performance in customer-specific environments
• Assist with issues around third-party integrations with Databricks environment
• Demonstrate and coordinate with engineering and escalation teams to achieve resolution of customer issues and requests
• Participate in the creation and maintenance of company documentation and knowledge articles
• Be a true proponent of customer advocacy
• Strengthen your AWS/Azure and Databricks platform expertise through learning and internal training programs
• Participate in weekend and weekday on call rotation

What We Look For

• 4+ years experience designing, building, testing, and maintaining Python/Java/Scala based applications
• Expert level knowledge in python is desired
• Strong experience with SQL-based database is required
• Linux/Unix administration skills
• Hands-on experience with AWS, Azure or GCP
• Experience with "Distributed Big Data Computing" environment
• Technical degree or the equivalent experience
• Written and spoken proficiency in both Japanese and English

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You’ll leverage your customer-facing experience and technical skills to architect innovative solutions that address our customers' business needs, meet their technical requirements, and provide a high degree of reliability and safety.

In collaboration with the Sales, Product, and Engineering teams, you’ll help enterprise partners incorporate leading-edge AI systems into their products.

You will employ your excellent communication skills to explain and demonstrate complex solutions persuasively to technical and non-technical audiences alike.

You will play a critical role in identifying opportunities to innovate and differentiate our AI systems, while maintaining our best-in-class safety standards.

Responsibilities:

• Act as the primary technical advisor for prospective customers across Japan evaluating Claude. Demonstrate how Claude can be used to solve high value business problems by developing system architectures and leveraging novel prompting techniques

• Partner closely with account executives to understand customer requirements. Configure Claude's capabilities to showcase how it meets the customer's needs. Develop customized pilots and prototypes, as well as evaluation suites to make the case for customer adoption

• Drive technical decision making by advising on optimal setup, architecture, and integration of Claude into the customer's existing infrastructure

• Recommend solutions to technical roadblocks

• Support customer onboarding across Japan by working cross-functionally to ensure successful ramp and adoption. Serve as an ongoing technical advisor throughout implementation and beyond go-live

• Travel occasionally to customer sites for workshops, implementation support, and building relationships

• Establish a shared vision for creating solutions that enable beneficial and safe AI

• Lead the vision, strategy, and execution of innovative solutions that leverage our latest models’ capabilities across Japan

You may be a good fit if you have:

• 4+ years of experience as a Technical Product Manager, Forward Deployed Engineer, or Platform Engineer

• Native-level Japanese fluency and business-level English required

• Designed novel and innovative solutions for technical platforms in a developing business area across Japan

• Strong technical aptitude to partner with engineers and strong proficiency in Python required

• Recent experience building production systems with large language models

• The ability to navigate and execute amidst ambiguity, and to flex into different domains based on the business problem at hand, finding simple, easy-to-understand solutions

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

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You’ll leverage your customer-facing experience and technical skills to architect innovative solutions that address our customers' business needs, meet their technical requirements, and provide a high degree of reliability and safety.

In collaboration with the Sales, Product, and Engineering teams, you’ll help enterprise partners incorporate leading-edge AI systems into their products.

You will employ your excellent communication skills to explain and demonstrate complex solutions persuasively to technical and non-technical audiences alike.

You will play a critical role in identifying opportunities to innovate and differentiate our AI systems, while maintaining our best-in-class safety standards.

Responsibilities:

• Act as the primary technical advisor for prospective customers across Japan evaluating Claude. Demonstrate how Claude can be used to solve high value business problems by developing system architectures and leveraging novel prompting techniques

• Partner closely with account executives to understand customer requirements. Configure Claude's capabilities to showcase how it meets the customer's needs. Develop customized pilots and prototypes, as well as evaluation suites to make the case for customer adoption

• Drive technical decision making by advising on optimal setup, architecture, and integration of Claude into the customer's existing infrastructure

• Recommend solutions to technical roadblocks

• Support customer onboarding across Japan by working cross-functionally to ensure successful ramp and adoption. Serve as an ongoing technical advisor throughout implementation and beyond go-live

• Travel occasionally to customer sites for workshops, implementation support, and building relationships

• Establish a shared vision for creating solutions that enable beneficial and safe AI

• Lead the vision, strategy, and execution of innovative solutions that leverage our latest models’ capabilities across Japan

Requirements:

• 4+ years of experience as a Technical Product Manager, Forward Deployed Engineer, or Platform Engineer

• Native-level Japanese fluency and business-level English required

• Designed novel and innovative solutions for technical platforms in a developing business area across Japan

• Strong technical aptitude to partner with engineers and strong proficiency in Python required

• Recent experience building production systems with large language models

• The ability to navigate and execute amidst ambiguity, and to flex into different domains based on the business problem at hand, finding simple, easy-to-understand solutions

• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• A love of teaching, mentoring, and helping others succeed

• Excellent communication and interpersonal skills, able to convey complicated topics in easily understandable terms to a diverse set of external and internal stakeholders. You enjoy engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities

• Passion for thinking creatively about how to use technology in a way that is safe and beneficial, and ultimately furthers the goal of advancing safe AI systems

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As the Manager, Customer Enablement, you will lead a team of Customer Experience Managers (CEMs) who partner deeply with select Mid-Market, Enterprise, and Strategic customers in Japan.

Responsibilities:

• Lead, manage, and grow a team of high-performing CEMs
• Set clear goals and expectations, provide mentorship and coaching, and support career development
• Partner with Sales, Support, Product, and Marketing to ensure customer needs are met and exceeded
• Ensure the team is delivering exceptional value and experience across our enterprise customer base
• Regularly engage directly with customers and act as an escalation point when required

Requirements:

• 3+ years of formal people management experience in Customer Experience, Customer Success, or a similar post-sales function
• 5+ years of total experience in customer-facing roles within high-growth SaaS companies
• A customer-first mindset with strong strategic thinking and execution capabilities
• A proven ability to lead, inspire, and scale teams, especially through growth and change, and a passion for building inclusive, thoughtful, and high-performance team cultures
• Excellent communication skills, with the ability to connect with a wide range of internal and external personas

Nice to Have:

• Familiarity with design systems, product development workflows, or Figma itself
• Experience in a similar role at a design, collaboration, or productivity-focused SaaS company
• A background in UX/UI, Design Ops, or Frontend Development

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The ideal candidate will have experience in marketing activities driving demand generation, event planning to execution, and campaign management, within B2B or B2C marketing.

Responsibilities:

• Collaborate with the Field Marketing Team and Partner Marketing Team to independently lead and execute various events, programs, and campaigns to support Okta's achievement of sales targets.
• Plan and execute the management of materials for campaigns, programs, and events, exhibit materials, local and online events, and sales/field events, in coordination with the Head of Japan Field Marketing.
• Execute event strategies and plans, and project manage the overall logistics of participating events, on-site execution, and post-event results analysis.
• Collaborate with various vendor teams to drive the planning and execution of projects and events.
• Communicate with teams such as Sales, SE (Solutions Engineers), Inside Sales, and, if necessary, the APJ Marketing team, functioning as a primary liaison.
• Increase brand awareness and generate demand using a wide variety of marketing methods in Japan, including account-targeted programs, trade shows, conferences, events, campaigns, direct mail, and webinars.
• Effectively collaborate cross-functionally to define, project manage, and execute event program goals, messaging, tactics, audience generation email campaigns, speaker plans, collateral creation, post-event lead processing and follow-up, and all other general logistics.
• Measure and analyze the results of marketing activities and the health of the pipeline.

Requirements:

• Experience in marketing activities driving demand generation, event planning to execution, and campaign management, within B2B or B2C marketing.
• An expert in multi-tasking, prioritization, and schedule management, with consistent proven results and experience in complex event programs involving partners, multiple product lines, and diverse cross-functional teams within the organisation.
• Ability to effectively plan, execute, and report on marketing programs in collaboration with internal and external partners and cross-functional teams.
• Project management experience including budget management for various programs, venue selection, vendor sourcing and management, project planning, event flow management, promotion and registration, content development, and on-site management.
• Native level Japanese and excellent communication skills in English (both written and verbal).
• Highly motivated, proactive, and self-starting individual.
• Ability to work in a fast-paced, team-oriented environment.
• Ability to maintain excellent time management.

Nice to have:

• Excellent presentation skills and confidence in communicating with various stakeholders in Japanese.
• Experience with sales and marketing tools such as Google Cloud (GCP), Salesforce, Marketo, Tableau, and Asana.
• Marketing experience in B2B SaaS (enterprise cloud services) or marketing technology software companies.
• Experience utilizing AI tools for data analysis or marketing activities.

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