Sales Director APAC

Job Purpose

The Sales Director is a senior member of the global sales team who works closely with the CRO and teams across the business to identify, win and profitably grow Gresham's business relationship with financial firms identified as strategic to the company’s long-term success in the market. Additionally, the Sales Director heads up the sales and business development function aligning marketing, customer relationship management and revenue generation for the APAC region.  You operate as a key member of a global sales team, driving our growth agenda and you are primarily responsible for the achievement of sales targets and the implementation of the sales strategy. You are responsible for driving the sales cycle through the Sales team, from initial contact to signing of the deal, maintaining good client relationships, driving up-sell and cross-sell opportunities, as well as taking part in market analysis and relationship building with senior management and key opinion leaders in the financial services sector.

Key Responsibilities

• A focus on coordinating and unifying sales, business development and account management strategies for driving new and revenue across our product suite
• Sales activity to achieve sales targets established for the region
• Executing territory sales plans to achieve sales targets across the designated region
• Working in accordance with X’s consultative sales methodology and general commercial strategy
• Coordinating pre-sales and other specialist resources as needed to achieve sales targets
• Negotiating contractual terms and conditions or service agreements
• Identifying and presenting compelling proposals on where Gresham's solution will add value vs. existing systems or competitive options
• Building long-term relationships and referrals with potential clients, establishing and maintaining relationships with primary alliance partners and identifying new market and growth opportunities/revenue streams to build a strong sales pipeline
• Maintaining weekly communication and reporting to internal stakeholders
• Assisting in market research and building prospective client profiles with respect to their current systems, potential future software investments and strategies, and key decision makers.
• Performing competition analysis with respect to strengths, weaknesses, and opportunities and threats
• Serving as a business representative at major industry events, conferences, trade shows, and expositions
• Assisting in market research and building prospective client profiles with respect to their
• Building relationships with primary alliance partners and identifying new market and growth opportunities/revenue streams to build a strong sales pipeline within the defined territory
• Ensuring a smooth transition from sales into delivery organisation

Key Skills

• Significant previous sales experience with a successful track record of selling global enterprise deals in the financial services sector
• Experience executing strategic sales plans across a defined territory; identifying prospects, evaluating position in the industry and targeting through varying mechanisms
• Ability to study industry trends to understand how to best penetrate the market and research and cold call to identify potential customers and to find out their needs
• Proven ability to manage a large territory and follow a structured sales process from inception to closing deals at the executive level
• Ability to deal with all levels within an organisation, in a consultative way and demonstrate strong negotiation skills
• Exceptional communication, presentation and interpersonal skills; able to establish interest, trust and credibility
• Self-motivated, tenacious, with an organised and focused approach.
• Able to maintain strong relationships with integrity and honesty, dealing ethically with customers and prospects

Benefits:

·       Hybrid working: core working hours with flexible start and finish time in line with team, with opportunity to work from our fantastic offices and from home

·       20 days Annual Leave and all public holidays, plus your birthday as a paid day off

·       Learning platform: free access to Udemy, a learning platform with over 14,000 courses in 14 languages. Courses include technology, wellbeing and leadership

·       Discretionary Company Bonus: based on individual and group performance

·       Support to cover setup costs of a home office (e.g. monitor, keyboard, mouse)

NOTE to Agencies: We work with selected recruitment agencies only. Please do not send any speculative CVs.