Client Summary

Our client is the second largest U.S. communications provider to global enterprise customers. They provide services from IT -hybrid IT and cloud, hosting and managed services for your business to High-speed Internet, TV and Voice for homes and corporate.

Responsibilities

  • Act as a representative of "The company" acquire new clients that are headquartered in Asia Pacific.
  • Meet the quarterly sales targets and objectives by identifying and closing profitable new business opportunities for "The Company" solutions within allocated target and/or existing client accounts and sectors.
  • Externally, there will be first class relationships established with all "The Company" customers, partners and suppliers.
  • Internally, there will be communication and interfacing with all "The Company" employees both within APAC and globally.
  • Keep up-to-date with the portfolio of "The Company"’s products and services and be able to articulate key business benefits and competitive differentiators
  • Achieve quarterly and annual sales targets
  • Ensure sales plans / account plans are in place for the key target accounts
 
Position Objectives:

 Deliver the FY order intake MRR target through:-

  • Focus and drive to deliver exceptional results
  • Management of own pipeline of new opportunities to ensure consistent target and achievement
  • Consistent identification and capture profitable revenue opportunities for "The Company" services.
  • Improve sales penetration within chosen market sectors and key customers independently establish and grow new or existing client base.
  • Form long-term relationships with “C” level decision makers to maximize business opportunities.
  • Identify, understand and solve any obstacles or objections to the successful sale of "The Company" products and services.
  • Develop and implement plans to increase penetration within existing accounts in respect of cross selling opportunities, within sales and cross functionally. 
  • Adhere to "The Company" best practice sales and internal qualification and approval processes.
  • Participate actively in sales calls and bid reviews, demonstrating excellent sales and closing skills to the team.
  • Accurate forecasting of monthly and quarterly achievement.
  • Provide weekly/monthly reports to the Sales Leader with a detailed insight into accounts, opportunities and pipeline.
  • Develop and manage internal relationships, earning the respect of colleagues at all levels across the business ensuring a cohesive internal structure.
  • Work collaboratively with both Global and APAC sales teams on Global opportunities / accounts and sales support teams to win key opportunities 


Requirements:

Minimum 10 years of sales experience covering IT outsourcing/ networking/ communications, including:
  • Strong background in end user corporate sales (i.e. peer-to-peer selling, board level contact, new business orientated);
  • Existing senior level relationships within relevant companies;
  • Experience of complex high end selling in a long-term environment; especially in the managed hosting and network space.
  • Experience of selling into Financial, Retail, Legal, Government and Media or in any particular verticals.
  • Demonstrated experience selling a combination of the following product offerings:
    • Managed Hosting, Public and Private Cloud,
    • Professional Services/Consulting
    • Managed Security
  • Experience of working in highly competitive environments and constantly improving and delivering order intake margin and revenue.
  • Evidence of creative commercial deals, which have demonstrated affinity to the tailored requirements of the customer, whilst ensuring that requirements can be fulfilled without breaking the model.
  • Experience of operating in an international environment and innate understanding how to operate in APAC markets.
  • Proven and strong experience in direct sales.
  • Strong prospecting skills and experience.
  • Excellent communication skills (oral, written and presentation).
  • Bachelor’s Degree or equivalent experience.

Preferred Requirements:

  • Of high integrity, willing to put the interests of the company before personal gain and thereby achieving both.
  • Commercially astute and driven by delivering results
  • Highly organized and able to change focus and reassess priorities quickly.
  • Able to build long-term customer relationships based upon honesty and trust.
  • Of strong intellect and able to combine creative thinking with pragmatism.
  • Of a high energy level with PACE and PASSION.
  • Natural presence, ability to communicate to large numbers of people instantly and in a relaxed manner.

KPI

  • Conversion Rate of > 25%
  • Achieve monthly/quarterly bookings target.
  • Accurate forecasting.
  • Increased network of senior relationships within customer base up to and including board level.
  • Regular reporting of customer account base, sales results, successes and risk factors.
  • Prompt creative problem resolution.
  • Adherence of processes and procedures.
  • A custodian of company values.

JOB ID: 1084

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