ANZ/APAC Sales Director

Mbr Partners; Sydney; On-site; AUD 180,000 - 260,000; Full time

Job summary

Mbr Partners in Australia seeks an experienced ANZ/APAC Sales Director to drive transformational growth with Tier 1 customers. You will expand the client solution footprint and build executive-level relationships across business, tech, and C-suite.

Lead cross-functional teams, forecast accurately in Salesforce, and develop business development strategies that align capabilities with customer goals. Willingness to travel frequently in APAC is expected.

Qualifications

• 10+ years of experience selling complex Telco network-centric software and services.
• Experience translating technology into business value propositions.
• Experience selling automation solutions across core network, EPC, OSS, BSS, and related areas.

Responsibilities

• Achieve annual sales targets and grow footprint across APAC Tier 1 accounts.
• Qualify opportunities and present recommendations to senior leadership.
• Build high-level engagement with business, technical, operational, and C-suite stakeholders.
• Develop and execute business development strategies aligned to customer strategies.
• Collaborate with partners, account teams, product management, and delivery orgs to build pipeline.
• Maintain and manage pipeline in Salesforce with accurate forecasting and reporting.
• Lead responses to RFx, develop commercial frameworks and pricing strategies with finance teams.

Skills

Telco software sales

Executive relationships

Sales forecasting

Cross-functional collaboration

English communication

Education

BSc in Computer Science or Engineering

Tools

Salesforce

Job description

This ANZ/APAC sales role drives transformational business growth across strategic Tier 1 customers by expanding our clients' solution footprint and building executive-level customer relationships.

Location : Australia (experience selling to Australian Tier 1 accounts is the primary experience sought, the rest of APAC is a secondary priority)

How you will make an impact:

• Achieve annual sales targets and grow our client's solution footprint across customer organizations in the APAC region.
• Qualify sales opportunities in existing and new customers and present recommendations to senior leadership using established tools, templates, and methodologies.
• Establish, maintain, and develop high-level customer engagement i.e. relationships with business, technical, operational, and C-suite customer stakeholders.
• Develop, document, and execute business development strategies that align capabilities with customer strategies and secure continued sales growth.
• Identify and collaborate with technical and fulfilment partners, account teams, product management, engineering, solution architecture, marketing, sales, commercial management, and delivery organizations to build the opportunity pipeline and promote customer success.
• Maintain and manage the sales and opportunity pipeline in Salesforce.com, including accurate periodic forecasting and reporting.
• Lead virtual teams in responses to customer RFx documentation and unsolicited proposals, and create commercial frameworks and pricing strategies with sales operations, commercial management, and finance teams.

ANZ/APAC Sales Director

This ANZ/APAC sales role drives transformational business growth across strategic Tier 1 customers by expanding our clients' solution footprint and building executive-level customer relationships.

Location : Australia (experience selling to Australian Tier 1 accounts is the primary experience sought, the rest of APAC is a secondary priority)

How you will make an impact:

• Achieve annual sales targets and grow our client's solution footprint across customer organizations in the APAC region.
• Qualify sales opportunities in existing and new customers and present recommendations to senior leadership using established tools, templates, and methodologies.
• Establish, maintain, and develop high-level customer engagement i.e. relationships with business, technical, operational, and C-suite customer stakeholders.
• Develop, document, and execute business development strategies that align capabilities with customer strategies and secure continued sales growth.
• Identify and collaborate with technical and fulfilment partners, account teams, product management, engineering, solution architecture, marketing, sales, commercial management, and delivery organizations to build the opportunity pipeline and promote customer success.
• Maintain and manage the sales and opportunity pipeline in Salesforce.com, including accurate periodic forecasting and reporting.
• Lead virtual teams in responses to customer RFx documentation and unsolicited proposals, and create commercial frameworks and pricing strategies with sales operations, commercial management, and finance teams.

The must haves:

• Experience: 10+ years of experience selling complex Telco network-centric software and services, with demonstrated success winning high-value deals.
• Application of technical knowledge to translate complex technology into business value propositions aligned with customer vision and strategic objectives, and to distinguish qualified opportunities from technical science projects.
• Experience selling automation solutions across any of (Core Network, EPC, PCRF, DPI, Charging, OSS, Service Assurance, Orchestration, Inventory, Catalog, Order Management, BSS, Network Intelligence, Network Analytics, SON, Digital Twins, Activation, Traffic Management)
• Demonstrated success in highly complex, high-value transformational projects within similar organizations.
• Ability to motivate and coordinate dispersed virtual contributors, take accountability for objectives, and work directly across functions to secure business outcomes.
• Excellent written and spoken English, including presentation and communication skills.
• Utilization of Microsoft Office applications, including creation of basic commercial models in Microsoft Excel and translation into customer TCO templates.
• Willingness to travel frequently & extensively in the region

Nice to haves:

• Established and referenceable relationships at all organizational levels, including C-suite stakeholders within designated customer accounts.
• Education: BSc degree qualification at 2:1 or above in Computing Science or Engineering disciplines.