Role Purpose
In this role, you will be accountable to drive growth and increase sales with the Crestron Global accounts in Asia. You will make up Key account business plans. You will lead direct engagement with decision makers/influencers to evangelize Crestron solution and convince them to adopt it. Ideally, you are already well connected in the Global Enterprise account space and are aware of the major players and influencers. These accounts include system integrator, end customers and consultants across Asia region.
Reporting to the Executive Director NE Asia and Asia Key Account, this role will strategize and manage Key Accounts for Asia region.
Key Responsibilities
- Work closely with Crestron’s Global Enterprise team to address deals for Top 300 Global Enterprise customers in Asia. Coordinate and connect Enterprise customers with Crestron’s ecosystem in Asia.
- Generate Key account business canvas
- Generate and manage a healthy and high-growth sales pipeline via aggressive prospecting activities.
- Prospect for potential customers using various communication methods such as referral, personal network, marketing events, cold-calling or social media.
- Initiate engagement with targeted accounts and lead the opportunity development process.
- Establish strong partnerships with key purchasing decision makers and influencers.
- Work with pre-sales to propose end to end Crestron solution that can fulfill the customers’ requirements
- Ensure Crestron solution is being reference in the tender specifications
- Manage the customer relations ship from Pre sales to the end of the life cycle of the products at the customer site, and ensure renewal with Crestron.
- Manage the journey of the customer with Crestron, and make sure the customer is successful in its implementation and usage of Crestron solutions.
- Identify and strategize Asia Enterprise customers who are headquartered in Asia. Develop and grow these relationships with their regional CTO’s/CIO’s, to communicate and demonstrate the value of Crestron to these customers. Support and coordinate global project implementation plans
- Conduct regular meetings and grow relationship with Global system integrators, partnering them to grow their businesses in Asia, this includes but not limited to AVISPL, Diversified, Kinly, etc. Liaise with each level of the businesses to ensure that customer’s needs and expectations are properly met at Asia level.
- Manage Regional Asia system integrator partner relationships, this partnership includes but not limited to partners like Vega, ESCO, DVI, etc. Coordinate and orchestrate deals across Asia region. Work closely with partners on long term plan to align them towards a mutually beneficial strategy between Crestron and them.
- Support Executive Director NE Asia and Asia Key Account to implement action plans after meetings. To track with follow up actions and provide updates on the progress as planned.
Required Competencies
- Focused on relationship building, and passionate about Crestron brand.
- Min. 3 years of experience working with Global key accounts
- Comfortable in presenting to C-suite executives, as well as coordinating operational works with executives at managers and sales representative levels.
- Understand Crestron business and be able to communicate effectively to build bespoke offers.
- An ability to communicate the value of Crestron offerings both strategically and financially to customers.
- An ability to work, plan & execute independently.
- Excellent presentation skills and a strong understanding of corporate culture and best business practices.
- Experience with proven track record of successful negotiation skills plus closing deals with end users & channel partners.
- A clear understanding of the company’s play & positioning in technology space.
