The role – A dynamic and experienced Head of Strategic Sales with a minimum of 10 years of experience in technology industry with SaaS, PaaS or IaaS products and platform, with a proven track record of driving revenue growth through solution selling. The Head of Strategic Sales is responsible for the overall Commercial strategic sales revenue across Malaysia for CTOS.
Result-oriented, independent, comfortable with ambiguity and ability to thrive in a team environment. Knowledge of the local market and eco-system with insights into the trends in the credit scoring and commercial solutions requirements.
The Head of Strategic Sales will be responsible for:
1. New and existing business opportunities – Identifying new business opportunities within the existing Commercial (brownfield) customers and new territory/greenfield customers focusing on expanding revenue & ARPU for CTOS Credit Manager and other solutions offer under CTOS e.g. eKYC, business listing, IBR, International reports & other offerings under the product/solution roadmap. Understand and gain expertise in all CTOS offerings, business processes, analyzing potential and executing through a structured territory plan.
2. Sales strategy and strategic sales plan – develop, execute and improve the overall strategic sales execution internal and external to maximize ROI with existing/potential new resources, including developing a structured territory plan and a win-back strategy. Build a robust pipeline, generate pipeline growth and work directly with SRSM/RSM to promote, close sales/drive revenue and service our customers.
3. Customer management – Build and maintain executive relationship with customers, actively collaborate closely with customers, identifying their unique needs & challenges both from business and technical perspective, mapping them back to the solutions offer by CTOS. Communicate and visualize customers’ requirements/feedback or potential solution leveraging on existing offering to provide a unique solution to our customers, with product development team.
4. Team management – lead and communicate effectively with direct reports, partner cross-functionally with all commercial stakeholders (Strategy, Customer Success, Direct Sales, Contact Centre, Business Analysts), product team, marketing, pre-sales, finance and relevant team to drive business efficiency for our customers and to build trust as trusted advisor to them.
MAIN TASK:
● Develop and execute strategic sales plans to achieve revenue targets and expand market share.
● Building pipeline from scratch through strategic and tactical focus and execution.
● Identify and qualify new business opportunities through proactive prospecting and lead generation activities.
● Build and maintain strong relationships with key decision-makers within target accounts.
● Conduct in-depth needs analysis to understand client challenges and propose tailored solutions to meet their business objectives.
● Collaborate with cross-functional teams, including product development, marketing, and customer success, to ensure seamless execution of sales initiatives.
● Prepare and deliver compelling presentations, proposals, and demonstrations that effectively communicate the value proposition of our solutions.
● Negotiate contracts and pricing agreements with customers to maximize profitability while ensuring customer satisfaction.
● Stay informed about industry trends, competitive offerings, and market developments to inform sales strategies and tactics.
● Track sales activity and maintain accurate records in SFDC to provide timely and accurate reporting.
● Team management: sales team productivity, competencies, sales attainment, coaching and performance management.
● Ability to travel as required.
