客户执行官：新合作生成与生态系统开发
Account Executive: New Partnership Generation & Ecosystem Development
关于 UNRAVEL CARBON
Unravel Carbon 是一款企业级软件，帮助公司追踪并减少碳排放，专注于亚洲市场，总部位于新加坡。
它是亚洲首个由人工智能驱动的去碳化平台，可在几秒钟内将任何公司的会计数据转换为完整的供应链碳数据，自动生成气候解决方案，并自动填充监管披露报告。
我们的目标是加快所有公司，无论大小，参与全球应对气候变化的行动。我们希望以21世纪的方式——自主、无痛且美观地实现这一目标。
Unravel 团队由软件工程师、数据科学家、创始人和气候专家组成，他们热衷于解决世界上最紧迫的问题——气候变化。我们的领导团队曾成功创办并投资多家公司，现在将他们的经验和知识汇聚在 Unravel。
我们得到了世界上一些最好的基金和投资者的支持，如 Y Combinator、Sequoia。
Unravel 于 2021 年第四季度成立，总部位于新加坡。
关于该职位
该职位致力于扩大 Unravel Carbon 在日本的合作伙伴基础；识别、招聘并正式建立与可以将我们的商业影响力扩展到直接销售之外的经销商、咨询公司等的合作关系。
作为客户经理，你将负责整个合作伙伴生命周期，从研究市场并接触合适的公司，到合作伙伴的入职和赋能。你了解间接销售的运作方式，知道如何在合作伙伴层面建立信任和关系，并且热衷于创建一个代表我们销售的公司网络。
这是一个具有战略意义的职位，拥有真正的决策权。你将从零开始塑造 Unravel Carbon 在日本的合作伙伴计划，定义理想的合作伙伴画像，建立入职流程、联合商业计划、赋能材料，使日本整体商业动作得以扩展。你将向日本国家经理汇报，并为 Unravel Carbon 的增长提供见解。
主要职责
- 合作伙伴识别：研究并绘制日本潜在的合作伙伴图谱，包括管理咨询公司、系统集成商、ESG 咨询公司、可持续发展相关技术经销商。优先选择与 Unravel Carbon 目标客户画像和行业相匹配的高潜力合作伙伴候选人。主导合作提案、商业谈判和合同执行。
查看英文原文
ABOUT UNRAVEL CARBON
Unravel Carbon is an enterprise software that helps companies track and reduce their carbon emissions, focusing on Asia, based in Singapore.
It is the first AI-powered decarbonization platform in Asia that converts any company's accounting data into full supply chain carbon data in seconds, generates climate solutions automatically and auto-populates regulatory disclosure reports.
We aim to accelerate the participation of all companies, big and small, in the global fight against climate change. And we want to do it the 21st century way—autonomous, painless, and beautiful.
Unravel consists of a team of software engineers, data scientists, founders and climate experts with a passion to solve the world's most pressing issue—climate change. Collectively, our leadership team has launched and invested in multiple companies, and are now combining their experience and knowledge here at Unravel.
We are backed by some of the world's best funds and investors such as Y Combinator, Sequoia.
Unravel was founded in Q4/2021 with headquarters in Singapore.
ABOUT THE ROLE
This role is dedicated to expanding Unravel Carbon's partner base in Japan; identifying, recruiting and formalising relationships with resellers, consultancies that can extend our commercial reach well beyond what is direct.
As Account Executive you will own the full partner lifecycle, from researching the landscape and approaching the right firms, Onboarding and enabling partners. You understand how indirect sales motion works, you know how to build trust, relationship at Partner level, and you are energized for creating a network of companies that sell on our behalf.
This is a strategic role with real ownership. You will shape Unravel Carbon's partner programme in Japan from the ground up, define the ideal partner profile and build the infrastructure onboarding process, joint business plans, enablement materials that makes the broader Japan commercial motion scale. You will report to the Japan Country Manager and contribute insights to Unravel Carbon's growth.
KEY RESPONSIBILITIES
- Partner Identification: Research and map Japan's potential partner landscape, management consultancies, system integrators, ESG advisory firms, Sustainability adjacent technology resellers. Prioritise and approach high-potential partner candidates aligned with Unravel Carbon's target customer profiles and verticals.Lead partnership pitches, commercial negotiations, and contract execution with prospective partner organizations.Maintain a partner pipeline with full visibility into Partner recruitment stages, onboarding, timeline and activation status.
- Partner Onboarding & Enablement : Design and deliver structured onboarding programmes for new partners - product demonstrations, Co-create joint business plans, aligning revenue targets, and co-marketing activities.Develop Japan localised sales collateral and demo guides that enable partners to sell Unravel Carbon independently, Develop and deliver sales and product training for Japan based implementation partners so they can confidently position and demo Unravel Carbon platform independently.
- Account Expansion with Partners: Work side-by-side with partners on their existing Unravel Carbon accounts to identify and close upsell and cross-sell opportunities
ABOUT YOU
4+ years with experiences similar to being a quota carrying sales representative in an Enterprise Saas organisation or selling/consulting in the sustainability domain with a track record of excelling, bonus experience with the business development/partnerships.
Excited and motivated by a new challenge and see the potential for growth of Unravel Carbon in Japan
- Willingness to do what it takes and roll-up your sleeve
- High level of perseverance and tenacity; can push through objections to find novel and creative ways to connect with target enterprises
- Aptitude to work with complex domain heavy enterprise SaaS products
- Sales management experience to continue growing the future Japan team
- Native-level Japanese with working fluency in English
- Passion and interest in sustainability and combating climate change
- Proven track record of building and activating reseller or channel partner network from scratch
- Deep understanding of how indirect sales motion works in the Japanese enterprise market.
- Strong commercial acumen with experience structuring and negotiating partnership agreements.
YOUR WORK STYLE
- Focused and driven - achieving your objectives is critical to you
- Proposition-minded, communicating ideas in a sales and customer-centric way
- Analytical and detail-oriented, and fully capable of navigating and combining various data points to pull out key insights to generate and execute action plans
- Self-starter (proactive and independent) with an ability to prioritise different assignments and tasks to meet deadlines
- Comfortable working in a collaborative environment
- Eager to think outside of the box and creatively problem-solve
- Familiarity with GHG protocol, TCFD or corporate sustainability
YOUR PREFERRED BACKGROUND
A bachelor's degree (or a post-degree diploma) in business/economics, sustainability, with working experience in a related Sales / Business Development role.
WHAT WE OFFER YOU
The opportunity to get in at the early stage of our market expansion and to shape what Unravel Carbon is for the Japanese market.
We offer an exciting challenge for a purpose-driven person who thoroughly enjoys learning and takes ownership in a multicultural, semi- virtual, and pioneering organisation.
We nurture a culture that allows you to thrive, where your skills can be honed, and your ideas will be heard, and where collaboration across teams and with global partners is the default.
At Unravel Carbon, we are committed to cultivating a workplace that celebrates and values diversity, promotes equity, and ensures inclusion for all employees. Our commitment to DEI is foundational to our culture, guiding our actions, policies, and practices. We are committed to implement unbiased recruitment strategies, diverse candidate sourcing, and inclusive hiring practices to attract and retain talent from varied backgrounds.
BENEFITS
Complete social insurance (health, employee pension, employment, workers' compensation)
Originally posted on Himalayas