Company Background
Shearwater Asia Group https://www.shearwaterasia.com/ is a leading provider of Cloud based services and software solutions to businesses across Asia, with offices in Singapore, ASEAN, Japan, China, Taiwan, Korea, and even Europe. We have won several awards and are leading partners with highest tier in the region for Oracle NetSuite (5 star) and Workday Adaptive Planning (Platinum).
To power the expansion of our EPM business line (Workday Adaptive Planning) into Southeast Asia, we are looking for a Sales Manager, starting ASAP and based in Singapore.
About The Role
We’re looking for an experienced hunter to join our organization focused on selling the Workday Adaptive Planning platform to net new prospects in Singapore & Malaysia. We’re looking for a Sales Manager who has experience selling into all sizes of strategic accounts, from prospecting and territory development through close. You will approach your territory with an entrepreneurial mindset and be comfortable in a startup-like environment where personal drive and performance are critical to success. This fantastic team of hardworking professionals play a key role in guiding new customers on a journey that can see them leave the limitations of legacy platforms behind and move forward with a new class of enterprise management cloud.
Responsibilities
- Develop and drive the overall short-term strategy for the account, aligned to customer business objectives and builds & maintain long-term relationships
- Be responsible for developing and maintaining relationships with customers and partners with a focus on deal management and connecting customer needs with Workday Adaptive Planning
- Maintain accurate and timely customer/prospect, pipeline, and service forecast data
- Develop senior management, C- and VP level relationships in new accounts
- “Build” or develop territory with entrepreneurial mindset
- Ability to set a “best of breed” vision with prospects and describe the value proposition
- Conduct and manage sales cycle process including prospecting, discovery, demonstrations, proof of concepts and close
- Target accounts to position and sell Workday Adaptive Planning within an assigned territory (SG & MY)
- Commitment to continually building a pipeline of enterprise sales opportunities alongside your sales development partner(s)
- Pursue opportunity both independently and together with Workday sales team
- Collaborate with BDR and pre-sales internally and with Workday partner
- Participate in the RFP/tender/proposal/commercial drafting/deal negotiation process
- Handover to Implementation team after deal is closed
- Tracking activity and sales progress weekly in CRM
- Must get deep into solution strengths, features and functionality. Ability to understand nuanced product advantages and differentiate from competitors
- Ability to develop a strategy and point of view on how and why our prospects will benefit from our solutions
- Drive complex sales cycles through orchestrating internal/partner teams of BD, pre-sales, and sales support.
- Use your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors
- Employ effective selling strategies to successfully position Workday as a viable cloud partner of choice to alternative to legacy Planning solutions and against other competitors
Qualifications
- 3+ years proven track record of success in enterprise SaaS/Cloud software sales
- Experience selling to all sizes of enterprise accounts
- Proven ability to manage an end-to-end sales cycle, from account planning through opportunity development through close
- Experience selling to the office of Finance (CFOs and VP of Finance, Financial Controller etc.)
- Experience managing a large cross functional team in a complex solution sales environment
- Strong verbal and written communication skills
- Experience and understanding of the competitive landscape and customer needs so you can effectively position Workday
- Minimum Bachelor's degree, finance/business background is preferred
Other Requirements
- Must possess excellent written and verbal communication skills in English.
- Equally comfortable in live and remote customer meetings
- Experience in B2B SaaS selling such as ERP/EPM, with Financial Planning, Business Intelligence or other Analytics solutions preferred
- Comfort with financial budgeting, planning, forecasting and reporting processes and articulating the associated value proposition is essential
- Collaboration and proactive participation with our marketing, sales development, pre-sales and services teams
- Experience selling to a broad evaluation team in a complex environment
- Experience developing deep product expertise on new products and stays up to date with industry trends
- Experience with account planning and coordinating with internal stakeholders to create strategic alignment
