Account Executive

Account Executive (Enterprise) - Hong Kong

This EAE will be responsible for driving growth and ongoing transformation of the Hong Kong market to achieve critical business objectives, actively develop and lead execution of the go-to-market strategy and provide strong coverage in the region.

Reporting to SEA & HK Sales Leader - you will work collaboratively with leaders and other members of the Sales team along with key internal stakeholders across our organization. You will be responsible to build effective relationships in order to ensure the business meets and exceeds targets, which includes accelerating sales growth through strategic account growth, new customer acquisition and maintaining strong relationships with the current client base to build long-term customer loyalty and renewals. 

Responsibilities

Sales Execution Performance:

• Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services)

• Creating Account Plans for strategic accounts in the region assigned to him/her and working through an account-based growth/quota to achieve the overall country quota assigned

• The candidate must have strong C-suite relationships, connections, and networks, with the ability to drive expansion, growth, and retention. This role will cover Taiwan, China, and Hong Kong.

• Knowledge of the China and/or Taiwan market would be an added advantage.

• Identifying, qualifying, developing and closing new opportunities for software subscriptions and associated consulting services.

• Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities.

• Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders).

• Interact and work effectively with all regional and global resources to maximize customer success and company revenue growth throughout the region.

• Person will be assigned HK major large customers in the industry as per the territory and will drive business from that territory.

• Sales motion is 'High Touch! meaning that he/she will directly contact with customer and increase our opportunities there.

• HK sales office is expected to work closely with local partnerships

Collaboration:

• Work with your leadership and management of the sales function, setting a unified direction for the team based on global organizational guidance and ensure priorities are clear at all times

• Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development

• Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution

• Manage account and contact information through the entire sales lifecycle process using Salesforce.com and other related selling tools: ensure that the sales team maintains detailed account profiles, account plans and prepares sales and activity reports as required.

• Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance.

Strategic Account Management

• Serve as the primary executive contact for assigned enterprise accounts, cultivating strong relationships with C-suite stakeholders.

• Develop and execute comprehensive account strategies to drive revenue growth, retention, and expansion opportunities.

• Understand customers’ business priorities and align solutions to address strategic objectives.

Sales Leadership

• Lead complex deal cycles with enterprise corporations, including contract negotiations, multi-stakeholder alignment, and long sales cycles.

• Partner with pre-sales, delivery, and support teams to ensure customer success and value realization.

• Consistently achieve and exceed annual sales targets and performance metrics.

Executive Engagement

• Build trusted advisor relationships with CEOs, CIOs, CTOs, and other senior executives to influence long-term business direction.

• Represent the company at key industry events, forums, and executive briefings.

• Provide regular business reviews and performance updates to both internal leadership and customer executives.

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Knowledge, Skills & Qualifications:

• 8+ years of hands-on experience as a seller with HK Customers in high touch sales of IT solutions in a highly complex and competitive marketplace with focus on

• 5+ years of selling database to enterprise customers

• Experience with understanding of subscription-based models & working with System Integrators & Partner.

• Person should be familiar with working with HK large customers as well as working with HK distributor of softwares and SelIers to the customers.

• Collaboration with HK software distributors and Sellers are required.

• Strong, tested sales experience in high growth organizations focused on landing new logos and maximizing customer expansion.

• Experience in a disruptive market approach selling infrastructure software that displaces older technologies is a

• Experience selling open-source software is a plus.

• Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success.

• Graduate degree is a must, Post graduate degree is a plus

• Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly.

• Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixed organization as well as with external stakeholders.

• Advanced written and verbal communication skills.

• Strong business and analytical acumen.