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ERP Sales Execution Director

Job Title: ERP Sales Execution Director
Contract Type: Permanent
Location: Thailand, Thailand
Industry:
Salary: Negotiable
Start Date: ASAP
Reference: 4a79b168ea4dca1777b6_1505974005
Contact Name: Matthew Zavadil
Contact Email: matt.z@criterionasia.com
Job Published: September 21, 2017 13:06

Job Description

Role Overview

This ERP Sales Execution Director role is for a leading professional IT services & solutions provider which, in turn, is a subsidiary of the world's largest IT consulting firm. The ideal candidate will have a strong track record of deal shaping, negotiating & sales excellence in the ERP packaged solutions implementation & outsourcing (ongoing support) space.

The ideal candidate will also be 38 to 50+ years old, having worked for a reputable consulting, systems integration, IT outsourcing or software professional services organization.

Finally, written & spoken English competency is required as the role involves working with regional leaders.

Job Description

Bid Management

  • Work with broader Deal Team to define Win Strategy | Partnering Arrangements | Differentiation Themes
  • Develop & manage relationships with teaming partners, software providers, subcontractors, etc. who will contribute to the overall Bid | Proposal

Deal Shaping

  • Apply corporate best-practice Sales Campaign Management methodology
  • Serve as key coordination point for sales leads, project finance, marketing, HR, etc. in bringing the proposal components together
  • Develop key client relationships and work w/ key client members and client account team to understand client & solution requirements, constraints, key success factors, differentiation, etc.
  • Understand and apply best win practices from same and similar client engagements
  • Develop & understand key pricing & value levers which can be used during negotiating, including use of proprietary delivery assets, T&C's, pricing strategies, bundling, performance-based SLAs, etc.

Negotiation

  • Take lead role in business negotiation, leveraging corporate negotiation methodology
  • Advise & coach deal team members on negotiation strategy, preparation, roles and presentation delivery
  • Work with key clients to arrive at mutually beneficial deal shape

Education

  • Bachelor (Required). Computer Science, Engineering or related technical field

Experience (and other qualifications):

  • 8+ years of IT services or software industry experience
  • Experience with ERP solution sales, ideally SAP
  • Strong relationship building and negotiating skills
  • Ability to shape & sell solution vision to target clients
  • Ability to work under pressure and drive multiple contributing parties
  • Strong business & commercial acumen/business process know-how.
  • Near-Fluent in written and spoken English
  • Strong communication & negotiation skills

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