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Malaysia Enterprise Sales Manager – Telco 

Keywords / Skills : enterprise sales, solution selling, account manager, telco account manager, storage solutions

8 - 18 years
Posted: 2018-11-09

Job Description
  • Sales activity in the allocated territory, working appropriately with relevant sales pathways, in close conjunction and with the agreement of the Country Managing Director 
  • Prospecting and the development of new accounts and/or new opportunities within existing accounts. 
  • Strategize to maximize coverage of the overall Territory 
  • The service and development of named assigned sales accounts and the development of good Personal and business based relationships within those accounts. 
  • The balance between short-term gain and long-term growth for all opportunities and initiatives to achieve/exceed preset sales targets (product revenue and Services as defined in the compensation plan) and increase market share. 
  • All proposals, risk analysis and cost/benefit analysis for opportunities within allocated territory. 
  • General Liaison between partners and the clients for the escalation process of delivery and pricing issues 
  • Document and execute Territory, Account and Opportunity Plans demonstrating a strong understanding of the customer's business issues, and relating them to business initiatives, corresponding IT initiatives and solutions which address those needs. 
  • Develops a contact network within the account(s) and channel partners to enable Hitachi business to be sold effectively. 
  • Develops and supports Channel initiatives and corporate programs in allocated territory. 
  • Work closely with, and establish engagement between Marketing, Sales Engineers, 
  • Solution Business Managers, Legal, Finance and other Lines of Business as necessary, to develop and execute a solution strategy to meet customer business needs. 
  • Develop successful sales campaigns that maximize advantages and win rate. 
  • The market and industry to identify new business opportunities in key segments or customer base. 
  • Equip yourself as a "trusted advisor" and cultivate executive level relationships by monitoring the following: 
  • Industry, marketplace, competitive position and the associated company value propositions that exist in the present environment 
  • The customer’s industry, competitive position and related business issues that can be addressed by the differentiated capabilities that the company offer. 
  • Proactively communicate and provide regular updates regarding transactional business, changes, and current and future business opportunities within the assigned account to the Country Managing Director. 
  • Ensure that any major changes or events that impact the opportunities within assigned Account(s) are regularly reviewed and the appropriate changes or updates are made to the Territory, Account and Opportunity Plans. 
  • Provide accurate and timely weekly forecasts with a monthly, quarterly and 6 monthly pipeline perspective. Ensure that gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps. 
  • Ensure all business and technical risks are effectively managed to ensure customer satisfaction is never compromised. 
  • Setup Success Criteria that is relevant to the customer’s goals and implementation and monitor the success of all implementations. Measure and provide relevant information for customer reference stories. 
  • Provide leadership and direction to all resources in the extended team to improve efficiencies in both the pre-sale and post-sale activities within the assigned Account(s). 
  • Support Channel initiatives and corporate programs in allocated territory. 
  • Where appropriate maintain contact with Hitachi Pathways throughout the delivery cycle and ensure that any developing issues are addressed. 
  • Update and maintain all account information and activity in the CRM. In addition, ensure that changes made to Account and Opportunity Plans are reflected in the versions that are stored within the CRM environment. 

  • Minimum of 8+ years’ experience and proven track record in a sales capacity, to organizations that utilize Information Technology, Software, Hardware, Solutions and associated Services, as a major component of their business model 
  • At least 6 years successful proven track record selling into large Commercial Enterprise and State-Owned Enterprise organizations 
  • Has a strong Network of Customers in Commercial Enterprise and State-Owned Enterprise Accounts, especially relating to Manufacturing, Resources, Media, Healthcare, Telco Service Providers. 
  • Has a strong Network of Strategic Partners focused in Commercial Enterprise Accounts and State-Owned Enterprise Accounts 
  • Experience in the management of business relationships with customers in a customer-facing role; 
  • An understanding of the nuances of Pathways to market as well as Direct Sales. 
  • A relevant Degree OR equivalent work experience 
  • Proven track records in selling within a complex selling environment and an average sales cycle of at least 6 months. 

Interested candidates may send their CV to Maricel Casis (Reg No. R1221300) at quoting the job title in the Subject line. We regret that only shortlisted candidates will be notified.

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