About Vonage API

Vonage API is a global leader in Communications Platform as a Service (CPaaS), enabling businesses to seamlessly integrate messaging, voice, video, and authentication capabilities into their applications. Our mission is to power meaningful conversations and connections through innovative cloud communications solutions.

Why this role matters:

As a Customer Success Manager (CSM) at Vonage API, you will play a critical role in ensuring our customers achieve their business objectives through our API solutions. You will be responsible for driving adoption of our communication APIs, fostering strong customer relationships, and ensuring long-term customer satisfaction and retention. This role requires a proactive, customer-centric approach with a strong understanding of CPaaS solutions and how they deliver value to businesses.

Your key responsibilities:

• Relationship Management: Build and maintain strong relationships with key stakeholders, acting as a trusted advisor and strategic partner.
• Customer Advocacy & Success Planning: Understand customer goals, develop success plans, and align API solutions to drive business value.
• Product Adoption & Optimization: Monitor usage patterns, identify opportunities for expansion, and provide best practices to maximize API adoption.
• Proactive Engagement & Issue Resolution: Act as the voice of the customer within Vonage, collaborating with support, product, and engineering teams to address challenges and improve the customer experience.
• Renewals & Expansion: Identify upsell and cross-sell opportunities to drive revenue growth and customer retention.
• Training & Enablement: Provide ongoing education and resources to ensure customers are leveraging the full potential of Vonage API solutions.
• Feedback & Insights: Collect and relay customer feedback to internal teams to influence product improvements and roadmap priorities.

What you'll bring

• Fluent English is a must
• Experience: any experience in Customer Success, Account Management, or a similar customer-facing role within a SaaS, CPaaS, or technology-driven company is an advantage
• Technical Acumen: Familiarity with APIs, cloud communications, and software integration processes.
• Customer-Centric Mindset: A strong passion for customer success and the ability to foster meaningful relationships.
• Communication & Problem-Solving: Excellent verbal and written communication skills with a strategic problem-solving approach.
• Collaboration: Ability to work cross-functionally with product, sales, and support teams to drive customer success.
• Data-Driven Approach: Comfortable analyzing customer usage data to identify trends and opportunities.
• Adaptability & Proactiveness: Ability to thrive in a fast-paced environment and proactively address customer needs.

Why Join Vonage API?

• Be part of a cutting-edge technology company driving digital transformation.
• Work with a talented and passionate team dedicated to customer success.
• Opportunity to make a significant impact on customer experiences and business growth.
• Competitive salary, benefits, and career growth opportunities.

How you’ll benefit:

• Medical Insurance
• Group Life Insurance
• Unlimited Discretionary Time Off
• Three Paid Volunteer Days a Year

Join us in shaping the future of cloud communications! Apply today to become a Customer Success Manager at Vonage API.#LI

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Why this role matters:

As a Partner Sales Executive, you will take a leading role in this transformation, owning strategic, high-value partner accounts, navigating complex buying groups, and driving outcomes that matter in key verticals like Financial Services, Retail, Manufacturing, Technology and Healthcare.

This role sits at the intersection of Vonage’s go-to-market transformation, vertical expansion, and next-gen product adoption.

You will be responsible for engaging and closing new partners and to build a strong relationship and to nurture the partners on the value which Vonage will bring to them and their end customers, while helping Vonage capture market share from legacy platforms.

You’ll lead cross-functional engagement from discovery to deployment, and help influence how Vonage scales its  business across Japan.

Your key responsibilities:

Strategic Partner Sales Leadership

• Own the sales cycle for opportunities generated through our partners, from qualification through negotiation and closing.
• Develop and execute strategic plans aligned to partner priorities and Vonage’s value proposition.
• Lead multi-threaded engagement across business, technical, and executive stakeholders in complex accounts.

Vertical Expertise & Outcome Selling

• Build deep industry knowledge in one or more of Vonage’s priority verticals.
• Deliver outcome-based value propositions, connecting Vonage’s capabilities to tangible business transformation goals.
• Leverage solution selling and challenger methodologies to create urgency and differentiate value.

Pipeline Generation & Forecasting

• Drive pipeline creation through targeted outbound strategies, ABM (Account-Based Marketing), and close collaboration with Business Development, Marketing, Channel, and Alliances.
• Maintain 4x pipeline coverage and forecast with precision using Salesforce and other sales tools (e.g., Gong, Outreach).

Cross-Functional Collaboration

• Partner with Sales Engineers, Product, Customer Success, and Professional Services to deliver tailored, scalable solutions.
• Ensure seamless handoffs post-sale to drive onboarding, adoption, and customer satisfaction.

What you'll bring

Required:

• 5+ years of partner sales or enterprise sales experience in B2B SaaS, communications, or customer experience technology.
• Proven track record of consistently exceeding $1M+ annual quotas in high-value, multi-stakeholder sales.
• Strong pipeline generation capabilities with a history of self-sourcing and outbound success.
• Familiarity with Salesforce CRM, and comfort using sales enablement tools such as Gong, Outreach, and Highspot
• Deep consultative selling skills and the ability to translate technology into business outcomes.
• Industry vertical expertise or a strong desire to specialise.
• Bachelor’s degree required; advanced degree preferred.
• Business level English skills

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Why this role matters:

This role is crucial for driving the growth and success of Vonage's API/CPaaS solutions, particularly for the Video API vertical team. As a Video API Account Executive, you will play a pivotal role in expanding existing relationships with tech-savvy customers and cultivating new ones, focusing on high-growth digital and cloud software companies. Given Vonage's position as a leader in WebRTC Video solutions, your work will directly contribute to helping innovative companies integrate video into their customer experiences, setting them apart in their respective industries.

Your key responsibilities:

• Drive opportunities through the entire sales cycle from pipeline generation through to close and post-sales / up-sell
• Employ a value & solution oriented sales methodology with a focus on real time video communication solutions
• Build upon the growth & adoption of our Video APIs in the Mid-Market segment in the EMEA region
• Own cross functional opportunity management from Pre-Sales through to working with Customer Success
• Drive a pipeline generation cadence to develop expansion opportunities and land new target accounts 
• Lead compelling presentations of Vonage’s CPaaS product and vision to a broad range of audiences from c-level executives to individual contributors leveraging Vonage’s value-based sales methodology
• Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities on pre-committed revenue deals
• Leverage and coordinate cross-functional internal teams to efficiently navigate complex sales cycles (incl. Sales Development, Pre-Sales, Legal, Engineering, Security, Marketing, Product and Customer Success)

What you’ll bring:

Required:

• Experience in Enterprise technology sales, SaaS, Cloud, or API based communications, with a proven track record of success.
• Experience selling WebRTC based solutions or other Video technologies 
• Demonstrated success in prospecting, identifying new customers through cold calling, lead generation and networking.
• Strong relationship-building skills with executives across business, marketing, and technology teams.
• Experience collaborating effectively with Pre-Sales Consultants.
• A proactive attitude, creativity, curiosity, and the ability to work both independently and collaboratively across the business.

Experience we consider a plus:

• A solution-oriented sales approach that spans the full delivery lifecycle, with a focus on consistently growing and maintaining a robust new business pipeline that meets and exceeds targets.
• Experience in gaming, finance, social or healthcare verticals selling Video products
• Experience working closely with pre-sales teams to design innovative CPaaS solutions, especially for clients looking to migrate their communication infrastructure to the cloud and integrate APIs into their customer experience flows.

How you’ll benefit:

• Additional benefits and perks will be shared and discussed with you by the recruiter during the interview process

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この職務の重点ポイント

アカウントエグゼクティブ（営業）として、当社Vonageの変革において主導的な役割を担い、戦略的かつ重点フォーカスのビジネスアカウントを担当していただきます。関連するステークホルダー、購買ご担当者をナビゲートし、金融サービス、小売、製造、テクノロジー、ヘルスケアなどの主要な業界において強固な関係を構築します。お客様のビジネス目標や成長戦略に沿った、成果につながる取り組みを推進していただきます。

この役割は、Vonageの市場戦略の策定、バーチカルマーケットへの拡大、次世代製品の導入という３本柱からなります。

スタートアップから大企業まで、新規顧客の獲得と契約締結に責任を持ち、同時にVonageがレガシープラットフォームから市場シェアを獲得できるように支援します。ディスカバリーフェーズから導入までの組織横断的なエンゲージメトを主導し、Vonageが日本全体で事業を拡大することに貢献することが期待されます

主な職務内容

営業戦略のリーダーシップ

• エンタープライズ領域におけるビジネス機会のセールスサイクル全体をリードし、ターゲティングから商談構築、クロージングまでの一貫してドライブします
• 顧客のビジネス課題とVonageのバリュープロポジションに沿ったアカウントプランを策定・実行し、継続的な価値提供を実現します
• 複数のステークホルダーが関与する複雑なアカウントに対しては、ビジネス／テクノロジー部門、経営層を含むクロスファンクショナルなエンゲージメントを推進し、意思決定を加速させます

バーティカル市場における知見と成果重視のソリューション営業

• Vonageが注力する主要業界のうち、１つ以上の分野において深い業界知識をもって営業戦略を遂行
• Vonageのソリューションを具体的なビジネス変革のゴールに結びつけ、成果ベースのバリュープロポジションを提供します
• ソリューションセリングおよびチャレンジャーセールスの手法を活用し、お客様にたいして喫緊課題の解決策を提案し、他社との差別化を図ります

商談パイプラインの構築と精度の高いフォーキャスティング

• ターゲットを絞ったアウトバウンド戦略やABM（アカウント・ベースド・マーケティング）、およびビジネスデベロップメント、マーケティング、チャネル、アライアンスチームとの緊密な連携を通じて、パイプラインの創出を推進します
• Salesforceやその他のセールステックツール（例：Gong, Outreachなど)を活用し、売り上げ目標の４倍のパイプラインカバレッジを維持しながら、精度の高いフォーキャストを行います

部門横断的な協働

• セールスエンジニア、プロダクト、カスタマーサクセス、プロフェッショナルサービスと連携し、顧客要件に沿ったスケーラブルな最適ソリューションを提供します
• 販売後のスムーズなチーム間連携、引き継ぎを確実に行、オンボーディング、製品導入の促進、および顧客満足度の向上を推進します

必要なスキル・経験

• B2B SaaS、コミュニケーション、またはカスタマーエクスペリエンス関連テクノロジー分野でのエンタープライズ営業経験５年以上
• 年間１００万ドル以上の商談かつ複数のステークホルダーが関与する営業活動において、継続的に目標を達成した実績
• 情報セキュリティ（InfoSec)、調達（Procurement)、法務（Legal)、経営層（Cレベル）を含む複雑な購買プロセスの経験
• 自ら案件を創出し、アウトバウンド営業で成果を上げてきた強力なセールスパイプラインの構築能力
• Salesforce CRMの使用経験があり、Gong、Outreach、Highspotなどの営業支援ツールを活用できる
• 深いコンサルティング型営業スキルを持ち、テクノロジーをビジネス成果に結びつけて提案できる能力
• 業界特化の専門知識、または専門性を極めたいという強い意欲
• 学士号必須、修士以上は尚可

待遇・福利厚生

• 厚生年金・健康保険などの福利厚生
• 有給休暇制度
• Ericsson Care Line (EAP)
• その他の手当などについては、面接時に採用担当者が説明します

わたしたちは多様性を重視しています。弊社Vonageの従業員や顧客は多様なバックグラウンドを持っています。Vonageで達成できることに情熱を持っている方は、奮ってご応募ください。

#LI-JB1

Role Summary:

The Strategic Sales Overlay is responsible for driving incremental, high-value revenue growth for the Network Powered Solution by co-selling alongside core account teams, shaping complex deals, and accelerating adoption of NWPS. This role does not replace core sellers; instead, it amplifies sales effectiveness, ensures solution-led selling, and enables repeatable, scalable revenue across priority verticals and strategic customers.

The Overlay acts as the commercial quarterback for the NWPS solution working with core account sales lead —bridging product, engineering, GTM, and sales—to ensure the right opportunities are pursued, positioned, and closed.

Core Responsibilities:

Revenue Growth & Deal Acceleration

• Own a dedicated overlay revenue quota aligned to strategic BU targets.
• Drive incremental pipeline creation, deal progression, and close velocity through joint selling with core sales teams.
• Identify, qualify, and prioritize high-value use cases and lighthouse customers aligned to BU strategy.
• Lead commercial strategy for complex, multi-stakeholder deals, including pricing, packaging, and value articulation.

Co-Sell & Field Enablement

• Partner with core Account Executives, Regional Sales Leaders, and Channel teams to embed BU solutions into active sales motions.
• Act as the subject-matter expert for the NWPS solutions, differentiation, and business outcomes.
• Coach and enable sales teams on use-case selling, ROI narratives, and customer value propositions.
• Ensure consistent positioning and messaging across regions and verticals.

Go-to-Market Execution

• Translate BU strategy into field-executable GTM motions, including vertical plays, bundles, and offers.
• Provide direct feedback to Product and GTM teams on customer requirements, objections, and competitive dynamics.
• Support development of sales assets, playbooks, and reference architectures to drive repeatability.

Pipeline & Forecast Discipline

• Maintain accurate pipeline visibility and forecasting for overlay-owned opportunities.
• Track leading indicators such as pipeline coverage, conversion rates, deal cycle time, and attach rates.
• Ensure deals meet margin, scalability, and strategic fit criteria.

Cross-Functional Leadership

• Serve as the primary commercial interface between Sales, Product, Engineering, Marketing, and Customer Success for BU opportunities.
• Support executive-level customer engagements, workshops, and strategic reviews.
• Champion a culture of collaboration, accountability, and outcome-driven execution.

Qualifications

Required

• 10+ years of experience in B2B2x enterprise or solution sales, including overlay or specialist roles
• Proven track record of co-selling and influencing without direct ownership of accounts
• Experience driving revenue for complex, technology-led solutions (cloud, APIs, platforms, AI, network services, SaaS, etc.)
• Strong executive presence with the ability to engage C-level stakeholders
• Data-driven approach to pipeline, forecasting, and deal management

Preferred

• Experience operating in matrixed, global sales organizations
• Background in launching or scaling new products or strategic business units
• Familiarity with vertical-led GTM motions and partner-driven ecosystems

Behavioral Attributes

• Strategic thinker with a builder’s mindset and customer obsession
• Highly collaborative; thrives in overlay and influence-based roles
• Comfortable with ambiguity and fast-moving, growth-oriented environments
• Outcome-focused, disciplined, and commercially astute

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