Changing the sales game in Japan

“ServiceNow has the potential to change the world,” declares Kentaro K., a Tokyo-based solution sales specialist for Customer Workflows at the company. He considers himself somewhat of an evangelist, helping customers transform their businesses using the Now Platform®.

It’s an exciting time for Kentaro and his co-worker, Solution Consultant Miyuki M. Both are witnessing employee and customer growth opportunities in Japan.

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“This year, I have a few major companies on my radar,” Kentaro says. These companies are some of the biggest and most well known in the region, so why wouldn’t he go after them? “I’m trying to shift the industry view, because we're selling something that's completely innovative, super new, and I’m very passionate about it.”

A smooth transition

Kentaro started working at ServiceNow in September 2020, during the pandemic. His work experience includes 10 years at a prominent music entertainment company and five years at one of the top three global ad agencies. Transitioning from advertising to IT sales went smoothly for him because he’s always worked to ensure customer success.

At ServiceNow, he showcases how our products make work easy for customers and their needs. “Now, I'm selling Customer Service Management,” he says. “What we’re trying to do through this product makes a lot of sense for what customers in Japan need for their businesses, and that’s what motivates me every day.”

United as a team

Like Kentaro, Miyuki didn’t have a long career in sales before joining ServiceNow. “Actually, I was a systems engineer and never thought I wanted to oversee sales,” she explains. “My boss at my previous job scouted me, and that’s when I started my career.”

Miyuki has been with ServiceNow since 2019 and got a little taste of office life before the lockdowns started. Although the Japan sales team is still dispersed and working in various locations, she says they’re a unified team. “I feel the sales team in Japan has a unique culture—that is to help, respect, and trust each other.”

That culture and Miyuki’s work ethic are closely aligned with ServiceNow’s commitment to help employees live their best lives, do their best work, and fulfill the company’s purpose together to make the world work better for everyone. She says she must prioritize her work and focus on her personal and team goals. “If I get my priorities wrong, I won’t be able to do my best work.”

Miyuki’s work is always changing. One day she can be preparing demos and making proposals. The next day she’s executing hands-on workshops to discover customer pain points.

A solid start

Miyuki was also part of the ServiceNow Solution Consulting Academy, a six-month program designed to help accelerate a presales career. During her time in the academy, she attended product trainings and presentations such as Value Selling and Storytelling with other members.

After a few short months, she was giving practice presentations and conducting demonstrations on her own. “I’m a person who wants to improve my strengths to overcome my weaknesses, and this program gave me the confidence to be a great solution consultant.”

Although new members of the Japan sales team who joined during the pandemic have yet to meet each other face to face, they’re united in their goal to make significant impacts on business in Japan. “Our teamwork is now more efficient than ever, and I understand that the more I know and learn about our technology, the more I believe this is a game changer,” Kentaro says.  

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