AVP Sales - Digital Procurement APAC Software Development
AVP Sales - Digital Procurement APAC Software Development
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Job Description
About Our Client:
Our client is a toptier provider of digital transformation solutions specializing in Predictive Analytics Digital Experience and Digital Supply Chain Management. With a global presence spanning 20 countries across North America the Middle East Far East Africa and Asia theyve served over 1000 customers including Fortune 500 companies. Their expertise covers diverse industries such as Oil & Gas Telecom Power Government Banking Retail and SCM/Logistics. Recognized at CMMi level 5 and ISO certified their journey has been highlighted by prestigious institutions such as Harvard and Stanford University.
Duties & Responsibilities
- Identify Build & Manage Prospects pipeline in APAC
- Engage with Clevel prospects to position BCTs Digital Procurement value proposition and steer the deal to closure
- Manage existing accounts by maintaining developing and expanding client relationships on an ongoing basis
- Understand the competitor landscape in the practice area and key differentiators for BCT
- Identify and explore new markets partnerships and services for BCT
- Build compelling proposals highlighting BCTs value.
- Work closely with OEM vendors (coupa GEP Ivalua etc) on lead generation and oversee project execution ensuring referenceable clients for both OEMs and BCT
- Work with OEMs and internal teams to lead and support marketing events and other customer outreach programs
- Adopt a consultative business value selling approach
- Build out an account penetration model that encourages multiangle access into key accounts
- Build relationships with the broader BCT organization and collaborate on account planning and execution of multipractise opportunities
Requirements
- Track record of overachieving sales quota in digital procurement software & service sales (coupa GEP Ivalua) and strong experience in Asia Pacific region
- Strong and demonstrable direct enterpriselevel sales experience in the software Industry particularly within the Supply Chain and Digital Procurement domains
- Strong Experience in selling Digital Procurement Solutions Coupa Zycus Ariba GEP etc
- Willingness to travel on a regular basis
- Experienced in consultative selling to stakeholders using ROI and TCO models rather than competing on pricing and features alone
- Equally successful at engaging with all levels in an organization (bottomup & topdown)
- Assertive Passionate Consultative driven to take the practice to the next level
- Great at building relationships and working within a team selling environment
- Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
- Outcome focused and not role or designation focused
- Strong belief in maintaining integrity in selling
- Bachelors degree with about 15 years of IT Service Sales experience with the last 5 years being in Digital Procurement Sales role
Location & Reporting Line:
Singapore reporting to Global Head of Sales Digital Procurement
Employment Type
Full Time
