Large Enterprise, Apac

5 months ago

Bengaluru, India GN Group Full time

Position Summary

PRIMARY RESPONSIBILITIES: (these tasks include but are not limited to)

Customer Sales
- Identify customer prospects within large, decentralized complex Large enterprise accounts and organizations, and follow up on identified prospects to create new business opportunities for sales pipeline development
- Engage and drive CXO level relationship.
- Effectively utilize solution sales process and CRM to build and manage an appropriate customer opportunity pipeline to meet sales objectives
- Utilize global account management skills to execute sales plans to capture customer category share and ensure a long term relationship delivering recurring revenue in all regions.
- Develop and leverage reseller and strategic alliance partnerships to penetrate customer accounts, identify opportunities, generate run rate revenue and manage sales projects through to close
- Provide customer feedback and market insight to the organization in support of the Jabra go-to-market strategy, programs and offerings

Account Management
- Develop and execute Global Account sales plans with the objective of capturing market share, exceeding Regional and Global revenue goals, gross margin targets and other key metrics
- Establishes productive, professional relationships with key personnel in assigned customer accounts in order to conduct account mapping.
- Coordinates the involvement of company global personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
- Leads account planning process for assigned Global customers that develops mutual business and performance objectives, as well as financial targets with critical milestones for a one and three-year period.
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis and coordinates engagement of support staff as needed.
- Engage and align with other regions globally as needed for account-specific knowledge transfer and to communicate/collaborate on account planning.
- Project implementation and coordination to identify issues and recommend solutions while conducting recurring evaluation (6 month updates)
- Manage customer proof of concept and product testing/qualification projects
- Help customer identify product use cases per employee profiles, delivering value added customized product and service solutions
- Manage activities related to targeted account sales/marketing campaigns and/or programs
- Establish and cultivate strong relationships with key local players from the Jabra Reseller and Strategic Alliance partner community
- Input, manage and analyze data from customer sales systems (CRM/Zyme) and other resources to create and implement financially sound sales strategy
- Initiate discussions with management regarding trends that may affect success, recommend solutions and appropriate courses of action

REQUIRED

EDUCATION AND EXPERIENCE
- Bachelor’s /master’s degree in business
- Minimum 10-15 years of overall experience with at least 3-5 years of APAC wide experience managing large enterprise customers.
- Experience selling through indirect channels
- Successful experience presenting to groups and ‘C’ level contacts
- Experience in unified communication and contact center industry is preferred
- Enterprise Account Management and Sales Project Management experience is beneficial
- International Experience a plus

SKILLS AND KNOWLEDGE
- Customer Centric Focus: Ability to develop strong Customer relationships using excellent sales process and account management skills
- Possesses excellent verbal and written communication skills
- Ability to capture, process and analyze data to make intelligent decisions
- Ability to work in a Global team sales environment
- High Performance Sales professional that has demonstrated sales Excellence in a Global or National Account position
- Sound, independent decision-making
- Resourceful and dynamic with the ability to quickly problem solve while interacting with clients, and articulate those thoughts with clarity and professionalism.
- Ability to recognize and balance the immediate needs and short term requirements while maintaining long term objectives
- Possess strong business and financial acumen
- Ability to work from a home office. Self-directed, self-motivated, independent professional with effective time management skills

Travel: Potential for travel of up to 60% (Domestic + International)

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