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.