CLIENT SUMMARY
Our client is the leading global provider of data and analytics that improve competitive performance and business results for connectivity-centric businesses worldwide. Leading analysts, investors and financial institutions place a high value on our independent analysis and they are regular contributors to their reports.

They are looking for a Sales Director to upsell, sell deep into the existing accounts and acquire new ones, with a focus on increasing company revenue in a key market - Singapore, Malaysia and The Philippines. The successful candidate will be responsible for managing relationships with existing clients, retaining business and growing the accounts through upsell, as well as new business with potential new prospects in the market. The ideal leader understands the goals, opportunities and challenges global telecommunications providers face. They can clearly identify and articulate the necessity of Client’s portfolio of solutions to prospective clients. The Director is adept at cultivating relationships that position their services to prospective clients ensuring our revenue targets are met and exceeded.

The ideal candidate will have strong business acumen – the ability to analyze a variety of qualitative and quantitative insights to establish a growth strategy - and have proven success in establishing credibility with the C-suite (CMO, CTO, CRO & CEO) to open doors and/or maintain relationships that ultimately lead to sales. You will also have proven success working closely with colleagues (CSM, Pre-sales, Product, Analysts) to match solutions to market needs - leveraging excellent listening, communication, and problem-solving skills. The role reports directly to the Regional Vice President of APAC.

RESPONSIBILITIES

  • Execute an effective account management strategy, driving revenue growth by:
  • maintaining and growing the business with existing customers.
  • winning new high-profile clients in the defined territory including both direct and indirect sales models.
  • partnering closely with management and cross functional teams to successfully grow client’s footprint in the territory.
  • Work closely with client Product & Marketing teams to ensure maximum leverage and return from HQ driven promotional initiatives.
  • Identify key territory and Tier 1 telecom operator account targets and execute strategic campaigns with key decision makers to achieve new client wins and account growth.
  • Identify and build relationships with key C-level executive stakeholders within target customers.
  • Work with relevant industry stakeholders that can help to influence the market and sales opportunities e.g. regulators, NEMs, consultants.
  • Lead negotiation of business contracts.


REQUIREMENTS:

  • Experience as a quota contributor in sales with an exceptional track record of achieving and exceeding sales targets and business objectives.
  • Demonstrable results moving clients from prospecting through to successful closure.
  • Demonstrable "account growth" results.
  • Proven ability to access and sell into C-level commercial and network leaders
  • Established relationships and active contact base amongst CTO and CMO organisations within the telecoms market in Singapore, Malaysia and The Philippines.
  • Leverages expertise and consultative approach to influence, educate and inspire others towards accomplishing a common goal.
  • Adept at identifying target customer audiences to bring together (decision makers, influencers) to drive traction towards a commercial outcome.
  • Significant experience of selling innovative solutions with a consultative approach to telecoms operators through primarily direct and also indirect sales models.
  • Highly proficient in delivering compelling presentations.
  • Proven ability to work independently and hold oneself accountable to deadlines; ability to work in a remote context.
  • Able to reliably plan, forecast and consistently achieve sales targets and financial objectives.
  • A good understanding of Cellular technologies, Customer Experience sectors, 
  • Network quality/performance metrics, operational structures and processes. Sufficient technical knowledge to handle 1st/2nd meetings alone.
  • Highly articulate with excellent communication, interpersonal and presentation skills. Fluent in English language; fluency in Bahasa is a bonus.
  • Ability to travel internationally as required.

JOB ID: 2117

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