Head of Regional Sales
Description
We are looking for Regional Head of Sales to build a selling capability that grows the business beyond a small group of senior individuals.
What you will own
You own the regional revenue and gross margin number on new and expanded business, and the selling discipline behind it.
- The regional sales number and the sales forecast
- Pipeline quality, with one version of the pipeline
- Qualification: which opportunities the company pursues and which it declines
- Pursuit governance and commercial structuring of deals, within agreed margin floors
- The sales operating cadence: pipeline reviews, forecast calls, account planning
- Partner-sourced pipeline, starting with the strategic alliance channel
- The sales team: its structure, capability and development
Key Focus
- Build a demand engine. Set up outbound effort and a named target account Programme, and specify what is needed from Marketing.
- Broaden the client base. Add new billing clients across each market so that revenue depends less on a few large accounts.
- Win on value and fit. Establish pricing discipline in pursuits, and treat walking away from poor-fit work as a legitimate outcome.
- Grow Australia and Hong Kong. Build a genuine client book in both, using the strategic partner channel where it is the faster route.
- Focus on work that earns its margin. Prioritise offerings the company wants to be known for, and reprice or decline thin-margin volume.
Who we are looking for
A services-led sales leader who understands how a regional technology services business makes money and has built a team, not just carried a number.
Area |
What we look for |
Experience |
15 or more years in enterprise technology sales, including 5 or more leading a team across multiple markets |
Sector |
Financial services as the primary sector; telecommunications or large enterprise is a plus |
Geography |
Based in ASEAN, with current coverage of Singapore and at least one other market; Australia, Hong Kong, Vietnam, the Philippines or Malaysia experience is an advantage |
Services selling |
Has sold consulting and services, not product licences, to large enterprises across more than one ASEAN market |
Deals |
Has led pursuits of several hundred thousand to low millions in services value, with 6 to 18 month cycles |
Commercial skill |
Can shape a deal (fixed price vs time and materials, milestones, risk) and knows the margin consequence of each choice |
Pipeline discipline |
Runs the pipeline as a system and forecasts accurately |
Partners |
Has built pipeline through at least one software vendor alliance |
Team building |
Has built a sales team from a small base and made people productive |
Languages |
English; an additional regional language is useful |