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About the Role
Box Consulting is seeking a Solutions Consultant (SC) to drive the adoption and advanced utilization of Box, leading to tangible business outcomes such as improved operational efficiency, enhanced security, reduced TCO, and increased ROI. This role involves understanding customer challenges, proposing solutions, and creating new service offerings and proposal frameworks to maximize customer value and contribute to the next stage of Box Consulting Japan's growth.
Responsibilities
- Engage with C-level executives, IT, and business departments of enterprise clients to understand underlying business challenges and future visions beyond surface-level requests, and to conceptualize and propose solutions using Box and Box Consulting.
- Design and sell consulting services that lead to concrete results like improved operational efficiency, enhanced security, reduced TCO, and increased ROI through the expansion and advancement of customer Box utilization.
- Collaborate with account managers, solution architects, customer success, product departments, and delivery teams to proactively create new business opportunities and large-scale, strategic deals, in addition to handling existing accounts.
- Take responsibility for the End-to-End sales process, including organizing customer issues, solution design, scoping, creating proposals/quotes/SOWs, price negotiation, and closing.
- Calculate necessary pipeline to achieve quarterly and annual sales targets, and independently design and execute deal creation, proposal strategies, and next actions, leading to orders.
- When necessary, go beyond the role of a service salesperson to constructively provide opinions to account managers and related departments to deliver optimal value to the customer as a whole, and lead negotiations and proposals.
- Plan new consulting services and proposal themes based on insights gained from customers and the market, and develop their value proposition, proposals, and sales plays for sales activities.
- Maintain relationships with delivery teams and customers even after orders are placed, and leverage knowledge gained from projects for future value proposals and the business growth of Box Consulting.
Requirements
- Experience leading the process from customer issue discovery to proposal, negotiation, and closing for IT solutions, SaaS, professional services, or consulting services for enterprise customers.
- Experience in structuring issues and converting them into specific solutions or business opportunities through dialogue with customers, even when clear requirements are not presented.
- Proven track record of independently executing pipeline creation/management, deal strategy planning, and closing, taking responsibility for sales targets.
- Experience leading proposals by engaging internal and external stakeholders in complex enterprise deals involving multiple stakeholders.
- Ability to constructively propose and proactively execute what is deemed necessary for the customer and Box's business, without being confined to one's role or existing methods.
Skills
- AI utilization
- Solution proposal
- Negotiation
- Closing
- Pipeline management
- Deal strategy
- Stakeholder engagement
- Service sales
- Consulting service planning
- Value proposition development
- Sales play development
- Customer relationship management
- Professional services proposal
- Scoping
- Quotation creation
- SOW creation
- Price negotiation
- Enterprise Content Management
- Cloud
- AI
- DX
- Business transformation proposal
- IT strategy proposal
Location
- Tokyo, Japan
Work Type
- Hybrid (at least 3 days in office)
Experience Level
- Mid-level
- Senior-level
About the Company
- Box (NYSE: BOX) is a leading company in Intelligent Content Management (ICM).
- Box's platform aims to promote corporate collaboration, manage the entire content lifecycle, protect critical content, and transform business workflows with enterprise AI.
- Founded in the US in 2005, Box supports the operational efficiency of approximately 19,000 companies in Japan and 76% of the Nikkei 225 companies, including major global corporations like JLL and Morgan Stanley.
- Box is headquartered in Redwood City, California, with offices in the US, Europe, and Asia.
- Box Japan was established in 2013 as the Japanese subsidiary.
- Box emphasizes community and in-person collaboration, requiring employees (Boxers) to work from the office at least three days a week.
Equal Opportunity
- We are an equal opportunity employer and value diversity at our company.
- We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation.