Summary
Smart Communications is looking for a talented Account Director to lead our sales efforts in Singapore. In partnership with local pre-sales, and a local partner manager, the sales leader will drive our growth efforts in Singapore, and the broader ASEAN region. Key sectors of focus will be banking, wealth management, insurance and Singapore government.
Primary activities will include:
Creation of a strong pipeline of new business opportunities
Cross sell/upsell into existing customer accounts,
Working with the marketing operations and business development team/s to identify and drive effective campaigns specifically for your territory,
Expansion of key verticals to focus efforts, creating appropriate value propositions
Candidates should be comfortable withSGD$250,000+ complex SaaS sales and 6-9 month sales cycles and dealing with high-level business and IT contacts within customers and prospects.
About Smart Communications
Smart Communications is a leading technology company focused on helping businesses engage in more meaningful customer conversations. Its Conversation Cloud platform uniquely delivers personalized, omnichannel conversations across the entire customer experience, empowering companies to succeed in todays digital-focused, customer-driven world while also simplifying processes and operating more efficiently. Smart Communications is headquartered in the UK and serves more than 650 customers from offices located across North America, Europe, and Asia Pacific. Smart Communications Conversation Cloud platform includes the enterprise-scale customer communications management (CCM) power of SmartCOMMTM, forms transformation capabilities made possible by SmartIQTM and the trade documentation expertise of SmartDXTM. In 2021, the company acquired Assentis, a leading European software solutions provider specializing in customer communications management (CCM) with a focus on the financial services industry. To learn more, visit smartcommunications.com.
The responsibilities of the role include:
Deliver revenue, and develop and manage your territory/sector to:
Exceed quota in annual software SaaS revenue, producing consistent quarter by quarter revenue growth through new business opportunities.
Further develop Smart Communications value propositions in defined sector(s).
Build understanding and knowledge of Smart Communications competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications.
Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.
Demonstrate strong communication and collaborative working skills by being able to:
Contribute to Smart Communications partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
Map and build senior level relationships across the sector and partner organisations.
Partner effectively with internal teams, such as pre-sales, professional services, alliances, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
Ensuring Smart Communication remains ahead of the competition by sharing competitive knowledge acquired.
Effectively manage sales processes to mitigate risk to Smart Communication, including:
The commercial & legal negotiation process in partnership with Smart Communications legal representatives.
All stages of the bid process, using Smart Communications resources in the most effective way.
Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, using Solution Selling methodology on major opportunities and providing accurate forecasts.
Be an active team member of the global Smart Communications team by:
Participating in Smart Communications company initiatives.
Familiarising yourself and complying with company procedures.
Always being an advocate for Smart Communications.
Performance Indicators:
Constantly meet and exceed financial revenue targets.
Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
Develop a marketing plan with Smart Communications marketing and telemarketing groups.
Accurately forecast using Salesforce.com.
Maintain Account plans for major opportunities and target accounts.
Maintain positive 360 feedback from Smart Communications colleagues.
Build and maintain a set of productive partnerships.
Customer retention.
Demonstrate strong product and competitive knowledge.
What were looking for:
Must have skills/experience:
Proven track record selling high value SaaS solutions and/or software licensesIt would be highly advantageous to have a good understanding of:
CCM, ECM & BPM Solutions
Web and Mobile Content Management
CRM (One to One marketing, 360 view of a customer etc.)
Document Composition Solutions and general CCM market drivers
Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
Proven ability to interpret clients business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
A track record in building and growing business in the aforementioned regions quickly.
Excellent presentation, verbal and written communication skills.
Sound technical understanding of the Smart Communications solution and how it fits into SOA
Ability to demonstrate solution and talk through highlights of the systems architecture.
Resilient during competitive evaluations with robust commercial decision- making and negotiating skills.
Consultative sales approach with an inspirational Can do / Will- do attitude.
Comfortable with Salesforce.com and solution selling, Target Account Selling (TAS) and/or other sales methodologies.
Ability to travel regularly.
We look for the following core competencies in everyone we hire:
Analytical Ability effectiveness in analysing situations and identifying key issues.
Planning and execution monitoring progress, taking action when necessary to rectify situations / meet deadlines.
Proactive taking responsibility for making things happen.
Social Magnetism taking actions, that show awareness of ones own impact on others.
Teamwork collaborating with and promoting collaboration between different parts of the business.
Technical expertise keeping up to date technically within ones own functional area.
Adaptability stability of performance under uncertainty and pressure.
Communication & influence using appropriate interpersonal styles and methods of communication to influence others positively to obtain agreement between different interests.
Whats the deal
We will provide you with the tools, equipment and support to give you the best possible chance of success and over-achieving your goals. Salary will depend on your experience and will be highly competitive.
In addition to a friendly, flexible and fun working environment, we provide a range of other benefits, including medical insurance, vision benefits, subsidised gym membership and 17 days holiday allowance.
Located at One Raffles Place in the heart of the city, our Singapore office houses other teams to that also support our customers professional services consultants and local support teams . All our offices are a friendly, tight-knit environment of highly motivated professionals.
So if we interest you, please let us know by applying for this position and tell us all about yourself.
Please note: we only consider applicants with current legal right to work in the countries in which our positions are based. All qualified applicants will receive consideration for employment regardless of race, colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.
To learn more about Smart Communications visit:
https://www.smartcommunications.com/
