Director of Accounts - Singapur, Singapore - Colt Technology Services

Description

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Role Title:

Senior Account Executive

Department:

Sales, Marketing & Customer Relationship Management

Role Location:

Singapore

Customer

Ownership

Leadership

Teamwork

• Deliver an exceptional customer experience every time
• Take ownership of our actions and our company's commitments
• Demonstrate leadership, always striving to be the best at whatever we do
• Put teamwork at the heart of our business, working with others to achieve success

Role Purpose:

• Direct sales to global/regional/local enterprise customers in accordance with the Colt business plan. To be involved in all sales steps from development of sales opportunities, proposal submission, negotiation to order acquisition (delivery) for domestic, regional and global opportunities. This covers:
  1. Data & voice solutions such as, but not limited to Metro Ethernet, Leased Line, Internet, Global connectivity, Cloud access, SDWAN and other services.
  2. Capital Markets solutions in the areas of market data, low-latency and regulation.
• Responsible for developing sales opportunities, submitting proposals and negotiating terms and conditions to order acquisition (delivery) of enterprise customers.
• Conduct solution sales to address customers' business issues.
• Prepare and propose customized sales models to meet individual customers' requirements in cooperation with solution partners (IT vendors, etc) as required.
• Based on Colt business plan, prepare and update account development plans, take sales actions and make reports.
• Build and maintain good working relationships with such internal teams as Solutions, Financial, System & Technology, Operations & delivery, and take necessary actions.
• Reporting to the Sales Director, this role will hold responsibility for maintaining and developing revenue in existing Colt accounts within a respective region while minimizing churn and detecting opportunities for cross sell/up sell. Acquiring new logo for new business opportunities are a key part to this role.

Key Accountabilities:

• Create, develop and close opportunities, particularly large, transformational engagements
• Keep & enhance customer portfolios by detecting up- and cross-selling opportunities
• Define and execute a compelling win-strategy for each opportunity
• Deliver and present industry leading proposals to IT Management and General Management of the customers
• Develop access and build relationship at C-Level within each existing account
• Ensure meaningful Account Development Plan is in place and updated on a monthly base
• Achieve/overachieve personal booking and revenue targets
• Develop and execute plan to reduce churn on existing revenues and to renew existing contracts at minimal price reduction
• Deliver proper reporting (pipeline, forecast, win-loss ratio) in order to manage achievement of booking and revenue targets
• Penetrates the client organisation across all business divisions to create demand for Colt Services propositions

Experience / Qualifications

SKILL and EXPERIENCE

What you will need to succeed:

• Excellent sales skills developed through direct sales experience probably in an international service business
• Professional Pipeline and Forecast-management
• Strong Qualification, Negotiation and Closing skills
• Knowledge and experience of the enterprise/capital markets and financial services industries
• Ability to communicate, present and influence at Director level in a multicultural and multinational environment
• Demonstrable experience of the technology market
• Existing personal network with C-Level contacts within the target accounts a strong plus.
• Networker with focus on long-term relationships
• Trusted advisor
• Lateral thinker
• Result oriented with high commitment, resilience and a positive attitude.
• Tenacious with a competitive drive
• Passionate, persuasive and inspiring
• Team player with a hands-on mentality
• Bachelor's Degree / MBA in business / technology preferred
• English language skills at professional level
• Knowledge of and ability to use CRM tool such as C4C

What we offer:

Colt is a growing business that is investing in its people. We offer skill development, learning pathways and accreditation to help our people perform at their best, regardless of role and location.

In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff. Colt recognises the importance of a work life balance.

Some benefit examples are:

•Flexible working and relaxed dress code

•Two days annually to spend on volunteering opportunities

•Access to a virtual business school for on-going learning

•Business mentoring