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Position Title: Field Sales Manager, APAC
Location: Wokingham UK
Reports to: Director of Sales - International
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Reporting to the Director of Sales, the Field Sales Manager (FSM) – APAC will have overall responsibility and accountability for closing new business and growing existing customers throughout their region. The successful candidate will have proven track record of sales excellence, revenue growth and leadership skills to deliver outstanding sales growth that meet or exceed company targets.
The FSM will partner closely with International Sales team including the Partner Managers, Sales Engineers and Account Executives.
He/She will direct and control sales related activities including executing go-to-market strategies, account planning, accurate forecasting and managing expenses accordingly.
Essential Functions (not limited to):
Research, prospect, and pitch new medium and large enterprise accounts by building relationships with senior contacts and developing and expanding current large customers
Analyzes problems with major accounts to resolve business issues, facilitate technical discussions, and identify key customer trends
Perform weekly pipeline and account reviews to maintain accuracy in forecasting, reporting, and delivery of sales and services quotas and targets with Salesforce.com (CRM)
Development of account strategy and plans for the territory and collaborate with Sales and Marketing teams to ensure consistency of approach
Collaborates with cross-functional teams, executes on business initiatives, and capitalizes on their expertise for pitches and proposals
Maintain expertise of industry and competitors; continually gather competitive intelligence
Works closely with Partners to support opportunity qualification and closure.
Standards of Performance
Extensive expertise and experience selling medium and large enterprise accounts at mid to senior level management
Track record of consistently over-achieving quota in past positions
Ability to think and plan strategically, showing business acumen and ability to anticipate problems
Outstanding communication and negotiation skills
Strong written and verbal presentation skills: should be able to quickly construct compelling presentation materials
Strong collaboration skills: will be required to coordinate closely with other functions
Ability to work in fast-paced environment and stay on top of multiple activities
You like to win, are high-performing, collaborate effectively and have a real go getter attitude, but balance that with a respectful approach and high integrity.
Required Education, Experience and Skills
Proven experience of development solutions, enterprise software, SaaS, or technology sales experience with a focus on selling into senior level contacts at larger customer and prospects
Demonstrated history of sales success within enterprise accounts
Exerience with consultative selling in a complex, and sometimes long sales cycle to large accounts and prospects
Complex solution selling requiring collaboration from multiple functional teams within customer and internal or external teams
Developing strong relationships and building networks
Comfortable dealing with a diverse customer base and interacting in a multicultural environment
Experience of working with Value Added Re-sellers
Ability to travel to Asia on a regular basis
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