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Senior Sales Director, Asia
Silver Spring Networks, Inc.
Singapore, , Singapore
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The Senior Sales Director role is a management level selling position that can provide market and account level direction to properly identify, qualify, develop and execute account plans to win opportunities within identified accounts. The Senior Sales Director must collaborate with various teams to ensure that the Company is offering more compelling products and services than the competitors. This role will both directly be responsible for named countries as well as lead a small Sales team, including Sales Engineers, to hold overall responsibility for direct sales in Asia, excluding the western Asian region (India, Pakistan, etc). For clarity, the role is not responsible for indirect sales through Silver Spring Networks resellers in the region. Compensation will include a base salary plus a sales commission.
What will you be responsible for, exactly?
• Develop an annual sales plan for Asia to support Silver Spring Networks Asia Pacific growth strategy and objectives, by identifying the addressable market, considering market research and to identify the actions required to maximize the probability of success.
• To collaborate with Sales Operations to ensure team adherence to sales policies and processes and to identify strategic areas of continuous improvement, geared at improved controls, sales efficiency and forecasting accuracy.
• Lead and provide trusted support to a small Sales team to help identify, plan and close opportunities within the region, which will includes having direct responsibility for named countries and/or accounts.
• Prospect among the named countries and/or accounts to identify new opportunities and grow sales.
• Qualify opportunities and develop a country, account or opportunity-specific sales plan that maps account stakeholders (e.g. influencers), external stakeholders (e.g. government, regulator), competitor’s offerings and how to differentiate the Company’s offer.
• For opportunities that this role is directly responsible for, you will leverage and lead various internal resources (e.g., Sales Engineers, Marketing, Product Management, Factory, Legal and RFP Team) to build a cross functional team that will successfully influence the customer toward a solution that addresses customer’s requirements, demonstrates solution value to deliver a differentiating message and produce a winning proposal.
• Develop strong relationships with the required account and external stakeholders, ensuring that such stakeholders have a strong understanding of the Company’s products and services.
• Upon selection, lead (or provide support to the Sales team) the contract negotiation and close the contract.
• Carry an annual booking target which determines variable compensation.
A qualified candidate will demonstrate:
• Demonstrated success in cultivating long-term relationships in assigned accounts
• Sufficient technical acumen to understand and represent IP-based wireless network systems is required as is sufficient business experience to structure offers and sell the business value of solutions.
• Demonstrated ability to define and execute a customer-focused sales strategy to achieve a successful contract close, including:
◦ Ability develop and execute on a sales strategy and lead a team of internal and external resource to deliver on the strategy
◦ Ability to lead the execution of an RFP response, including messaging, pricing and technical responses
◦ Ability to lead contract negotiations, leveraging internal legal, finance, and technical teams to achieve a successful close
◦ Experience calling on and influencing both technical and business people within an account, leveraging internal subject matter experts as needed.
◦ Demonstrated ability to identify the key influencers and potential blockers; develop strategies to deal with both.
• Comfortable working in a fast-paced, results oriented culture where taking responsibility and delivering results is rewarded.
• Must be self-directed, with a demonstrated ability to work in a home or remote business environment with minimal supervision.
• Good listening skills.
• Natural leader – great presentation skills, presence, takes charge
• Competitive, hardworking and organized
• High integrity, ethics and culture fit
Your qualifications and experience:
• 14+ years related experience including:
• 10 years’ experience of successful track record handling complex, multi-faceted (hardware, software, services), long sales cycle for large customers in Asia.
• 10 years’ experience in one or more of the following industries: electric, gas or -water utilities, electric retailers, telecommunications or related fields in Asia.
• Bachelor’s degree in technical, business or marketing field preferred, but candidate with extraordinary job experience will be considered.