1. Development of the Asian Market (50%)
The company's ambition to open an office in Asia is highly dependent on the success with new accounts in the region. Therefore, in order to accelerate the timelines, one of our objectives will be to participate in activities that aim to grow The company’s position in Asia. Being part of the Solutions Engineering & Partnerships team, you will support our ambition to acquire new Asian customers and to delight them during the first months by leveraging your deep industry knowledge. In particular, we expect from you to:
- Support the sales team in Asia as a solutions and industry expert
- Identify & prioritize new Asian accounts according to a consistent set of criteria, in line with overall business objectives
- Provide demos and work on the first “Trial Value Pack” (i.e. old “pilots, in a paid way) when necessary, potentially on-site (AWEX).
- Bring high-quality results and large impact to our new customers and highlight this added value to their management.
- Be a great support for Customer Success Managers dealing with Asian accounts, helping them to drive their accounts to the next level through your local presence - travelling when necessary.
- Participate in events (if relevant) like conferences, webinars that target the Asian market (e.g. volunteer at GCSG APAC?)
2. Sales engineering structure development (20%)
As a relatively new structure, the Solutions Engineering and Partnerships team will need to professionalize in the coming year. We could therefore use your extensive project management skills to support the development of our structure:
- Partnerships processes
- Content creation project management
- Sales Engineering method
- Support Team management (support on the assessment of the type of profiles we would need to support BizDev in Asia, types of training to be implemented, define KPIs and achievable targets, etc.).
3. Support other team activities (20%)
As a global team, a lot of our activities will have a tie to the Asian market. But your knowledge of the company's solutions will make you an asset in supporting our younger team members as well. Some examples of activities you could support when relevant include:
- Partnerships development in the Asian market, as well as European partners with ties to Asia.
- Supervise younger sales engineers in delivering high impact pilot results, slides, etc.
- Bridge the gap between Sales/PreSales and Customer Success Managers
- Help Optimization Leads involved on first “Trial Value Pack” to behave smartly and efficiently (i.e. focus on the right priorities, professional written and oral communication, clear and highlighted impact, structured follow up to ensure implementation of results)
- Provide punctual support to the optimization services team when needed?
4. Asian office development (10%)
As the opening of the Asian office depends on the company having a strong client base (i.e. at least 4 active Asian customers), most of the activities for this fiscal year in this objective will be preparatory. You will therefore support the exploration towards opening of a company's office in Asia as soon as we get close to this “4 Asian customers” milestone.
- Work with Finance (or relevant stakeholders) to coordinate the actions and priorities and budget (Finance leading the corporate points, you driving the business points)
- Define your own action plan along with Finance, with relevant activities and deadlines aligned with sales team and the company global strategy
- Conduct research activities that require local presence
- Validate with the company's management the business plan delivered by Finance
