For Recruiters

Client Partner

Terminal 1
Hong Kong
Posted 2 days ago In-Office Permanent Attractive
K
Posted by
Karen Yim
Senior Consultant - Full-Stack Technology
Our client is a leading, global technology services company, with a strong presence in APAC including HK, Singapore, Taiwan and Japan. They have a wide range of solutions: IT software solutions, cloud solutions, infrastructure, networks, etc.

 

The HK team is adding a new headcount to the team for business expansion.

This is a hunter role, focusing on the corporate enterprises.  This is an individual contributor position.

 

[A] Job duties are detailed as follows:

1. Generate demand and sell managed network and communication services solutions:

  • Generate demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its services and solutions offered
  • Address the objections that a client may pose in moving to a managed network and communication services solution
  • Appropriately allocate sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes

2. Sales partnership:

  • The success of the services agenda and successful sales will rely on a successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client
  • Engage and co-ordinate with partners and/ or vendors to drive select deals through vendor-based opportunities
  • Engage with the broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities
  • Participate in regional sales governance processes and Deal Clinics to profile opportunities

3. Managed Services industry trusted advisor:

  • Build deep and long-term relationships with client leaders in a managed network and communication services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape
  • Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in Contribute to the knowledge base of the company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges

4. Deal construct:

  • Help build and support commercial solutions for managed network and communication services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the company
  • Construct the managed network and communication services deal including the commercial modeling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet the assigned quota

5. Drive the sales process:

  • Manage a pipeline of opportunities and create and document a shared strategy to meet sales targets such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals
  • Collaboratively work with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure
  • Partner with internal teams to ensure the scope of work and proposals are tracked, managed and delivered on time
  • Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders
  • Ensure data is accurate based on sales reporting standards to provide data-driven insights Support the negotiation of deals with clients and lead the internal account management team to enable the conclusion of services deals
  • Contribute to the knowledge base of the company's solutions and services by sharing best practices, industry, and technology trends with internal stakeholders and clients
  • Participate in regional reporting cadence as it relates to regional performance and major deal reviews

[B] Knowledge, Skills, and Attributes Required:

  • Demonstrate an understanding of and the ability to position the company's services offerings that may span multiple technology domains across Managed Network and Communication Services, Support Services, Consulting Services, and Technical Services
  • Solid understanding of platform delivered services and how to articulate the value of standardized, centralized, and optimized services
  • Conversant with a business outcome-led approach to sales
  • Understand financial statements and metrics, including revenue, expense control, and growth relative to the market in order to hold strategic client conversations
  • Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange
  • Understand each team member’s skills and knowledge and coach team members to drive team effectiveness
  • Client-centricity coupled with problem-solving
  • Strong business acumen and negotiation skills to craft solutions that are beneficial to the company and the client
  • Ability to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset is key
  • Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas
  • Quick learner to understand any new solutions that are ready to take to market

[C] Hard Requirements

  • You will need to demonstrate an impressive track record of managed network and communication services solutions to large enterprise accounts. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts
  • Proof of structuring large, multi-year profitable contracts
  • Demonstrate ability of building strong relationships with clients across all levels; but especially the C-suite
  • Strong experience of networking with senior internal and external people in the specialist area of expertise
  • Experience in managing the entire sales process, contracting process and legal implications of a deal
  • Demonstrated sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
  • Experience in managing the entire sales process, contracting process and legal implications of a deal

[D] Required Qualifications and Certifications

  • A Degree in a Technical or Sales field are preferred but not essential
  • Negotiation Skill methodologies such as Scotworks
  • Solution Selling/SPIN skills

 

If you are interested in applying for this position, please send your cv to karen@t1.co

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