About Intralinks
Intralinks is a leading, global technology provider of inter-enterprise content management and collaboration solutions. Through innovative Software-as-a-Service solutions, Intralinks solutions are designed to enable the exchange, control, and management of information between organizations securely and compliantly when working through the firewall.
More than 2 million professionals at 800 of the Fortune 1000 companies depend on Intralinks' expertise. Intralinks has more than 15 years of experience with a track record of enabling business collaborations and high-stakes transactions valued at more than $19 trillion. Intralinks is a trusted provider of easy-to-use, enterprise strength, cloud-based collaboration solutions.
Intralinks is headquartered in the USA and operates more than twenty offices on four continents with offices in Asia Pacific located in Australia, Hong Kong, Japan, Singapore, Korea and India.
Overview
The Intralinks Sales team in South East Asia is looking for a Sales Team Lead for its Alternative Investments team ready to take the next step in their sales career and join our team in the field of cloud-based applications sales. The individual must be interested in building relationships and working with the country’s leading funds including private equity funds, venture capital funds, real estate funds, infrastructure funds, hedge funds, etc. The individual will also have a keen interest in having supervisory responsibilities for the other salespeople in the Alternative Investments team.
This is an opportunity to work for a leading inter-enterprise content collaboration partner with the best track record in the industry. Intralinks is a global market leader with exciting and well-known solutions delivered via best practice cloud technology, to customers of all sizes and in all industries. Intralinks provides comprehensive training, competitive compensation and an excellent benefits package.
In this Team Lead role, you will be tasked to sell Intralinks’ Fundspace solutions in named accounts as well as lead a team of Alternative Investments Sales Reps. The candidate is expected to prospect, qualify opportunities, and execute a strategic sales process in order to bring deals to closure. The job represents balanced customer relationship management, account planning and team management, managing to both performance and quota targets and strategic selling.
You will maintain and develop relationships with existing channels via meetings, calls and emails. This position will create and manage campaigns for new business to include telephone prospecting, attending trade shows, events and webinars, and visiting potential channels to prospect for leads.
The Team Lead is also expected to provide guidance on upcoming product developments and will market special promotions. This position will manage channel and customer expectations relative to delivery capabilities, make accurate, rapid cost calculations, and generate proposals. The position is also expected to provide supervision to the other members of the Alternative Investments team through coaching and mentoring with an eye to grow into a sales manager role with full managerial responsibility in the future.
About the Team
The South East Asia Alternative Investments team builds relationships with the countries’ leading funds including private equity funds, venture capital funds, real estate funds, infrastructure funds, hedge funds, etc by providing them with our Fundspace (fund raising and fund reporting solutions) and Dealspace (M&A) solutions.
Responsibilities
- Establish relationships with key decision-makers at target accounts (Private Equity, Hedge Funds, Venture Capital, Real Estate funds, etc)
- Develop strategy and plans to gain greater market share with target accounts
- Research key accounts to gain understanding of their market and industry, and to assess business opportunities
- Lead solution discovery to understand clients’ requirements, objectives and priorities
- Develop a thorough understanding of Intralinks’ services, updating service knowledge and sales presentations as technical specifications change
- Present Intralinks’ business solutions using appropriate sales approaches and techniques, including team and/or consultative presentations and efforts
- Maintain strong sales pipeline and forecast to increase visibility of short and long term prospects through our CRM system salesforce.com
- Meet agreed monthly/annual performance in both client activity (meetings/demo’s etc) and quota achievement
- Work to source media, press releases and case study opportunities
- Work closely with global counterparts and the product team for new product launches relevant for the assigned segment
- Supervisory responsibility for 3-5 salespeople
- Responsible for coaching, day to day supervision, workflow and training
- Potential to grow into sales manager role with full managerial responsibility
- Day-to-day activity in assigned accounts to include:
- Monitoring and follow up on all current deals
- Facilitate introductions to new prospective clients
- Communicate issues and concerns to Product Management, Customer Service and other internal departments
- Manage the contract and approval process on new deals
- Assist training of new users within our client base
- Coordinate sell-through opportunities with direct sales representatives as appropriate
- Ensure IT and Business Management support contacts are debriefed and educated on new release functionality
- Facilitate communication with Product Marketing for development planning discussions
- Manage all information in our CRM system related to the account(s). This includes client contacts, client feedback etc.
- Measurements include:
- Net new sales
- Number of deals closed
- Market-share growth
- Pipeline growth
- Activity with various customer buying groups such as;
-Investor Relation professionals at funds
-Investment professionals at funds
-IT professionals at funds
-CEO and other C-level decision makers at funds
Basic Qualifications
- Minimum of 8-10 years in a wholesale client facing sales position
- Prior Supervisory experience is preferred (as manager or team lead)
- Bachelors’ degree required
- Excellent verbal and written communication skills, including the ability to speak publicly to groups, and create and deliver effective, polished presentations
- An understanding of the workflow of various fund types (from capital raising to fund reporting, investments to exit process) and general knowledge about the financial markets
- Proficient in English and one Asian languages
- Experience managing complex sales cycles
- Strong understanding of strategic sales skills
