The Sales Director Software for Hybrid Industry such as F&B, Life Science, Water and Infrastructure will lead a team of highly specialized sales professionals within the Schneider Electric Software division. The Sales Director will be part of the APAC sales leadership team and will report to the VP, Sales APAC. As such, he/she will lead the growth of Schneider Electric’s software sales in Hybrid Industry as direct business across APAC but less Pacific Zone (Australia and New Zealand).
Over-exceed team quota and demonstrated knowledge of building and leading a consultative sales team.
Lead, coach and mentor a team of sales account manager for each industry segment across the APAC less Pacific Zone.
Understand the competitive landscape and customer needs so he can effectively coach and lead his team and engage into strategic sales pursuits when needed.
Cultivate mutually beneficial relationships with strategic customers.
Proven ability in managing complex sales cycles from start to finish with a track record of successful order growth.
Recruit the best talent and develop competence and excellence while continuously optimise team performance and building a bench of future talent.
Deliver operational excellence and measure and grow the sales pipeline and funnel in an organized and programmatic manner.
Qualifications
Undergraduate degree, preferably in Business, Engineering, Computer Science, or Economics
An MBA, graduate degree in Business, Engineering, Computer Science, Economics or Engineering or professional qualifications in Law or Finance are considered a major plus. Experience:
At least 5 years software sales management in a solution selling environment to the process industry
Past experience in managing fast growing software businesses
closing deals of $5-10 Million in contract value
Knowledgeable of Business Solutions and Process Manufacturing Applications in key industries such as F&B, Life Science, Water and Infrastructure)
Ability to establish CXO level relationships
Track record of meeting/exceeding yearly quota
Experience in business transformation solutions
Experience selling solutions with alliance partners
In-depth experience including RFI/RFP proposal strategy, management and response
Strong contract negotiations and closing skills
Travel up to 50%
Significant experience and demonstrated achievement in one or more of the following fields:
Management, Strategic sales, relationship, and account management experience at a major software organization, preferably on a global basis
Senior level management responsibility within a major firm
Senior-level strategic consulting and/or strategy consulting to major organizations
Knowledge Base:
Industry relationships - Established relationships within targeted industries (Food & Beverage)
Marketplace - A strong knowledge base of targeted industries
Industry and technology insight - A deep understanding of the impact of Schneider Electric software solutions on a firm's business
Knowledge, understanding of the predominant business problems and process as well as people, firms, products, services and solutions that are most important to the targeted industries. Insights into emerging players and key trends in the process industries marketplace.
Professional Skills:
Management - Well developed management skills. Ability to motivate, assemble, direct, coach and coordinate teams, in different locations and from different parts of the assigned territory and organization as well as partner firms, engaged in multiple simultaneous sales initiatives
Software Sales/Program/Budgetary Management - A strong background and proven track record in the construction and management teams of complex large scale software sales transactions
Technology expertise - Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
Personal Attributes:
Leadership - Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel.
Highly organized and disciplined with a self-starter attitude and the ability to work in a dynamic environment.
Have a proven track record in digging out business changing opportunities.
Know how to improve sales team pipeline/funnel close ratios in a B2B tech environment.
Stature and presence - the ability to interface with and command the attention and respect of senior industry executives.
Strong communications skills, both written and oral, ability to present at senior customer level.
Planning - Ability to develop, communicate and execute both tactical and strategic sales plans.
Cultural sensitivity - Ability to bring together highly diverse teams to achieve superior results.
Judgment - Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.
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