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Senior Commercial Sales Director - IT Solutions & Services

Job Title: Senior Commercial Sales Director - IT Solutions & Services
Contract Type: Permanent
Location: Bangkok, Thailand
Industry:
Salary: Negotiable
Start Date: ASAP
Reference: 30540_1553757861
Contact Name: Matthew Zavadil
Contact Email: matt.z@criterionasia.com
Job Published: March 28, 2019 14:24

Job Description

Senior Commercial Sales Director | Public Sector

IT Solutions & Services



Role Overview


This Senior Commercial Sales Director is a senior leadership position for one of the world's leading professional IT Solutions & Services providers, specializing in Data-driven Transformation. The ideal candidate has a strong track record of deal shaping, negotiating & closing sales in the IT Professional Services | Enterprise Software | Digital Solution Delivery | Systems Integration or Data Analytics space. Relationship-driven Solution Selling of differentiated full-stack, turn-key Big Data Management, Integration and Analytics solutions across the Public Sector is the key remit.


We are looking for a seasoned IT Sales Professional (5+ years) who has excelled in selling any types of IT solutions to any of the industry verticals in the Thai Public sector.


Come join the market leader in Big Data Management & Analytics solutions, where you will enjoy shaping & selling leading edge technology solutions (i.e. Smart Bangkok iOT) to enable Thailand Digital 4.0 and beyond, while being rewarded with well above industry-average compensation.




Job Roles | Responsibilities



Business Development | Prospecting | Account Management | Client Relationship Management

  • Mining | Prospecting for new Opportunities in both new & established accounts
  • Ongoing Account Management & Client Relationship Management activities, campaigns
  • Earn Trusted Advisor status by developing deep understanding of target clients' industry, competitive landscape, differentiation, threats and how our solution stack best addresses these challenges
Bid Management

  • Understand & successfully navigate Government procurement & bid management processes
  • Work with broader Deal Team to define Win Strategy | Partnering Arrangements | Differentiation Themes
  • Develop & manage relationships with teaming partners, 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 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
Experience | Skill Requirements

  • Bachelor Degree in Computer Science, Engineering, Technology Sales or related technical field
  • 7+ years Professional Sales experience in IT Solutions | Services | Systems Integration | Enterprise Software | Hardware | Data Analytics or other relevant Industry segment experience
  • 5+ years Professional IT Sales experience in Public Sector | Government Departments or Ministries
  • 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
  • Strong communication & negotiation skills