· Take primary responsibility for the customer and act as internal customer owner within assigned accounts.
· Manage and grow relationships to drive expansion and renewals across all solutions and services.
· Responsible for customer solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
· Lead the business conversations at C-level.
· Become the reliable point of contact to further strengthen relationships.
· Collaboratively work with extended sales teams, especially Solution, Product and Operations Teams to successfully position the solution and/or service and see the opportunity through to closure.
· Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time.
· Work closely with other in territory counterparts to achieve the shared goal of growth; yet are held accountable for own targets.
· Define target plans, opportunity plans and account plans to support the sales process and data-driven insights.
· Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.
· Management of periodical vendors’ joint sales opportunities and sales referrals to bridge with Head of Sales for effective sales follow-up with prospective customers in identified industries/regions among Telin Singapore Sales team.
· Maintain a pipeline of leads and achieve sales targets defined by the management in accordance to company’s overall business direction.
· Create comprehensive customer business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
· Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
· Lead business negotiations for contracts ensuring deals are risk-free and profitable.
· Align with key stakeholders for Agreements for joint Go-to-market process including, legal, marketing and finance function for formalized resales, brokerage, and sales incentives structures.
· Customer retention and expansion.
· Minimize churn and maximize retention in assigned accounts.
· Actively search for expansion opportunities.
- Bachelor’s degree in any disciplines, preferably in computer science, IT, Telecommunication, Electronics and Electrical Engineering.
- 5-10 yrs of relevant enterprise sales experience.
- Need to demonstrate an impressive track record of enterprise sales.
- Proof of structuring large, multi-year profitable contracts.
- Demonstrate the ability to build strong relationships with customers across all levels.
- Strong experience in networking with senior internal and external people in the specialist area of expertise.
- Experience in managing the entire sales process, contracting process, and legal implications of a deal
- Strong business acumen and negotiation skills to craft solutions that are beneficial to company and customers.
- Ability to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset is key.
- Customer-centricity coupled with problem-solving skills.
- A strategic future thinker who anticipates and considers external and internal factors with the ability to develop long-term plans.
- Ability to ask the right questions and tell great stories and have empathy with the customer’s challenges.
Skills & Knowledge
- Good knowledge in enterprise sales.
- Experience in Cloud, Security, Managed Services across domains such as Networking, Collaboration, Data Centres and so on.
- Customer value management and understanding profitability and ratios of customers.
