As the SEA/USA Head of Sales, you will be the leader of a
sales team across multiple markets in the region leading Sales to Financial
enterprises. This will mean owning the GTM strategy and commercialization plans
for our Existing and Emerging product lines. From determining positioning,
competitive analysis, path to purchase, pricing, feature prioritization and
external communications, you help shape the voice of the product and help it
grow a consumer base. This means collaborating and influencing throughout a
global and matrixed organization across Product Management & Marketing,
Engineering, Finance, Legal, and more.
Responsibilities
• Responsible for Quarterly & Yearly Revenue.
• Selling both directly and engaging closely with alliance
and channel partners , to develop new business
Understand the makeup of potential prospects and identify
key decision-makers
GTM strategy: Drive a vision on how we grow and manage our
product portfolio and think holistically about ways to increase growth,
decrease cost of sales, and innovative ways to grow the business, including
anything from pricing adjustments to time bound promotions across the product
line to take the business to the next level.
• Work with existing sales process and collateral and help
develop the materials to suit specific local markets
• Self generate new pipeline
• Forecast accuracy so that management can plan for growth
appropriately
• Maintaining a clean view of current quarter and future
quarter opportunities and forecast
• The ability to travel roughly 50-60% of the time in the
region is a requirement
• Stay current with evolving trends and technologies within
the space. Maintain a pulse of the market and sort through the noise to figure
out what is and is not resonating with consumers.
• Establish and Develop the Team: manage and coach a
talented group of product sellers and launch managers to be business leaders
through your thought leadership and expertise.
• Establish deep working relationships across the company to
help invent progressive ways to improve how we go to market and how the
business can further expand and support customer expectations for both the
product and services
• Work with senior executives, peers and partners and
quickly building their trust, so they see you and your team focused on
obtaining mutual success.
All About You
· 15+ years of progressive, relevant experience of working
with Enterprise software companies and selling Large complex transformative
products; SaaS / Cloud solutions across Financial Enterprise & Markets.
· Background of selling to business stakeholders in customer
organization while working on large Digital Transformation opportunities
· Need to have in depth knowledge / experience of sales
cycles - having dealt with at least 2 of the following 3 markets: Enterprise
Software; Cloud, Big Data.
· Aptitude to sell at Senior level
Strong background in new business sales with demonstrated
track record of success
Experience of Selling to the business as well as the IT
influencers
Inquisitive and Tenacious
Will be used to carrying a number, have strong organization
skills and excellent relationship skills
Will have a ruthless focus on outcomes/ results – pipeline
generation, revenue and profit with the ability to lead and inspire others in
the eco system
· Proven ability to lead teams to prospect, cultivate, and
sign new logos / open new market segments
· A creative thinker with an agile mind, able to quickly
understand new technologies. Demonstrated strong Intellectual horsepower.
· Proven ability to value-sell, with an analytical
capability and experience leveraging ROI-based approaches to quantify success
· Outstanding communication skills (oral & written)
· High energy, bias for action, self-driven, positive, “can
do” attitude, flexibility, teamwork and attention to detail, high degree of
integrity and initiative
· Preferred Education Background: Bachelors in Engineering
and/or MBA.