Position Summary
Perforce supports enterprise organisations in securely advancing their AI and digital transformation initiatives by ensuring that data—one of their most valuable assets—is properly governed, protected, and available when needed.
As companies in Japan increasingly explore AI and modern application development, Perforce provides a stable and trusted platform that enables teams to innovate while meeting strict requirements around data privacy, compliance, and operational resilience.
Through the Delphix platform, we help organisations deliver high-quality, compliant data for development, testing, and AI initiatives—accelerating time to value while reducing enterprise risk.
We are seeking a senior Enterprise Account Executive to lead Perforce’s expansion in Japan, engaging with some of the country’s most influential organisations as they accelerate AI and digital transformation initiatives.
This is an opportunity to build a market, developing executive relationships, creating strategic opportunities, and working alongside leading partners to deliver complex, high-impact programmes.
The role is suited to an accomplished enterprise seller with a track record of opening new accounts, shaping large deals, and building long-term customer franchises in Japan’s relationship-driven market.
You will be supported by a global organisation with strong technical, partner, and customer success capabilities, allowing you to focus on building and closing strategic opportunities.
The Role
You will be responsible for building Delphix’s presence across large enterprise and regulated industries in Japan, identifying and converting new opportunities through a partner-led go-to-market model.
Working with leading SIs and strategic partners, you will:
Create pipeline where none exists
Shape complex deals from early engagement through to close
Engage senior executives and technical stakeholders
Position Delphix as a strategic data platform—not a point solution
This is a high-autonomy, high-impact role with strong earning potential for those who consistently deliver results.
This role will report to Joely Scott-Thomas ( https://www.linkedin.com/in/joelyst/) who is a market builder and strategic operator. Her focus today is helping organisations safely adopt AI and modern software delivery ensuring data is secure, compliant, and usable at scale. She does this by partnering with leading organisations and SIs across Japan and Asia to deliver AI and data transformation at enterprise scale.
What You’ll Do
Build and execute a new logo acquisition strategy across target enterprise accounts in Japan
Generate and qualify pipeline through direct prospecting, partner collaboration, and market engagement
Own and drive complex, multi-stakeholder sales cycles from first contact through to close
Develop and execute joint go-to-market plans with SIs, VARs, and alliance partners
Establish trusted relationships with CIOs, CTOs, Heads of Data, and Architecture leaders
Position value around data risk, compliance, cost efficiency, and developer productivity
Lead commercial negotiations and contract execution
Maintain disciplined pipeline management using MEDDICC / MEDDPICC principles
Represent Delphix in executive forums, industry events, and customer engagements
What You Bring
5–10+ years of success in enterprise technology sales in Japan
A proven track record of new logo acquisition and overachievement of quota
Experience selling complex solutions in areas such as:
Data platforms
Databases Platforms
Developer / DevOps platforms
Strong experience working within a partner-led sales model (SI ecosystem critical)
Ability to build trust and credibility in Japanese enterprise environments
Experience managing long, complex sales cycles with multiple stakeholders
Strong commercial acumen and deal-closing capability
Familiarity with MEDDICC / MEDDPICC or structured sales methodologies
Native-level Japanese and strong business English
Why This Role
Own the Japan market for a high-growth data platform
Sell into enterprise-critical use cases (data security, provisioning, compliance, AI readiness)
Work with leading SI partners to unlock larger, more strategic deals
Be measured on what matters: pipeline creation, new logos, and revenue
Strong earning potential for top performers
Backed by a profitable, global company with an established enterprise customer base
What Success Looks Like
Consistently building qualified pipeline through both direct and partner channels
Winning competitive deals against established data and platform vendors
Establishing Delphix as a trusted solution in key enterprise accounts
Expanding footprint alongside partners to drive long-term account growth
The Opportunity
This is a role for sales professionals who want to:
Build something, not inherit it
Win new business, not just manage accounts
Operate at the intersection of data, infrastructure, and enterprise transformation
Work with partners to scale deals beyond individual reach
If you are a proven enterprise hunter who knows how to navigate Japan’s market, build trust, and close complex deals, this is a platform to accelerate your impact and earnings.
All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards.
Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.You will be redirected to the company website to complete your application.
