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Cloudflare

Senior Manager, BDR Japan

Posted 4 Days Ago
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Hybrid
Tokyo
Expert/Leader
Hybrid
Tokyo
Expert/Leader
Lead and manage a growing team of BDRs, develop operational infrastructure, build partnerships with Sales and Marketing, and drive pipeline growth.
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チームについて
私たちのBDR組織の使命はシンプルです。具体的には以下の通りです。
営業チームに対して大規模なパイプラインを提供することで、Cloudflareの収益源を確保することです。そのために、人材、プロセス、ツールに徹底的にこだわります。事業開発(BD)組織では、従業員の能力開発とトレーニングを重視し、会社全体で人材を育成して、チームワークを尊重し、成功を称える文化を大切にしています。これらがうまく機能すれば、BD組織はCloudflareの競争力を高める差別化要因になるとCloudflareは考えています。
仕事内容
私たちは、「人を育て導く力」「組織を築く力」「戦略的に考える力」を備えた人材を求めています。営業、インサイドセールス、またはBDR/SDRチームのマネジメントといった広範囲の経験をお持ちの方が理想です。このポジションでは、事業開発チームの運営基盤を構築するとともに、四半期ごとの目標達成、チームを拡大する手段の概念化、協力的な文化の醸成において責任を担います。この役割は現在このように定義されていますが、今後12か月の間にさらなる変化や新たな課題が生まれると予想しており、その中で優秀なマネージャーたちを育成・支援していくことも重要な任務となります。
業務内容

  • BDチームの運営基盤の構築・強化。これには、データのシンジケート、潜在顧客の効果的な発掘方法の構築、ツールやテクノロジーの実装、営業部門との効果的な引き継ぎなどが含まれます。
  • 営業、マーケティング、オペレーションと効果的なパートナーシップの構築と維持
    • 営業 - 引き継ぎ、見込み客の選定基準、パイプラインの質/量に関する相互理解
    • マーケティング - MQLの質と量、キャンペーンの測定と効果、メッセージング開発
    • オペレーション - レポート作成、プロセス改善
  • 最新情報を入手し、効果的なBD戦略に関する業界のベストプラクティスを組織に取り入れる。他の地域と内部で協力し合い、うまく機能している点について学び、共有する。
  • 5名以上(増加予定)のBD専門家グループを管理する。
  • 大規模なBDRの募集、面接、採用を行う。

要件

  • BDRまたはアカウントエグゼクティブのセールスチームを率いた経験が10年以上、うち5年以上は担当チームの規模を拡大した経験があること
  • 急速に成長するテクノロジー企業での5年以上の職務経験
  • 学士号を有していること
  • 契約成立とノルマ超過の実績
  • 優秀な一般社員のためのキャリア開発プログラム構築の経験
  • 複数のチャネル(インバウンド、アップセル、アウトバウンド、マーケティング)にわたるファネル管理の経験
  • Salesforceと関連システム(データツール、Lean Data、販売促進ツールなど)の使用に関する知識
  • 優れたプロジェクト管理能力
  • 自発的で起業家精神を持っている
  • ペースの速いダイナミックな環境で働くことに慣れている
  • 優れた対人コミュニケーション能力(口頭および書面の両方)
  • 技術的概念と用語を継続的に学習できる
  • 優れたコミュニケーション能力を実証できる

About the Team
Our BDR organization's mission is simple. It is to:
Contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to our Sales counterparts. We will do this through a maniacal focus on people, process, and tools. The Business Development organization will be anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. When executed well, we believe the Business Development organization will be a competitive differentiator for Cloudflare.
What you'll do
We're looking for a people leader, a builder and a strategic thinker. Someone who has extensive Sales, Inside Sales or BDR/SDR management experience. Someone who can help build the operational infrastructure for our Business Development team. While building this infrastructure, the candidate will also be responsible for executing on quarterly targets, ideating on ways to scale the team, and preserving our collaborative culture. While the role is defined today, we expect the next 12 months to bring change and new challenges including helping to develop a growing team of extraordinary managers.
Responsibilities

  • Drive a solid base for the operational infrastructure for the Business Development team. This includes data syndication, building effective prospecting motions, implementing tools and technology, and driving effective handoffs with Sales.
  • Develop and maintain effective partnerships with Sales, Marketing, Operations
    • Sales - Mutual understanding of handoffs, qualification criteria and pipeline quality/quantity
    • Marketing - Quality/Quantity of MQL's, campaign measurement & effectiveness, messaging development
    • Operations - reporting, process improvements
  • Stay up to date and infuse industry best practices on effective Business Development strategies into the organization. Collaborate internally with other regions to learn/share on what's working.
  • Managing a group of 5+ (expected to grow) Business Development professionals.
  • Recruit, interview, and hire BDRs at scale

Requirements

  • At least 10 years' experience leading a sales team of BDRs or Account Executives, of which at least 5 years' experience in scaling a team of reps
  • More than 5 years' professional experience working in a rapidly growing technology company
  • Bachelor's degree required
  • Proven track record of closing sales and exceeding quota
  • Experience building career development programs for high performing individual contributors
  • Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)
  • Knowledge of using Salesforce and related systems (data tools, Lean Data, Sales Acceleration tools, etc.)
  • Excellent project management skills
  • Self-motivated and possess entrepreneurial spirit
  • Comfortable working in a fast paced and dynamic environment
  • Strong interpersonal communication skills (both verbal & written)
  • Aptitude in learning technical concepts & terms
  • Demonstrate excellent communication skills

Top Skills

Data Tools
Sales Acceleration Tools
Salesforce

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