(Please note that we are advertising the same role in multiple locations given the location flexibility)
1) What to Sell?
Accountable for the Solution portfolio / product mix
- Define which products are core to the solution portfolio
- Articulate how each of the products brings unique client benefits
- Ensure portfolio profitability is understood & improved over time
Commercial ownership of pricing rate cards & commercial policies
Close partnership with Global Product Leadership function:
- Identify the solutions with the highest revenue opportunity
- Ensure APAC markets needs are met in product development roadmap
- Provide APAC Markets teams visibility to product plans and timelines
Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build)
Accountable for the Portfolio Operating Plan (with the correct mix by solution)
2) How to Sell?
Build a strong community around the portfolio / expertise
- A community that learns, adopts & activates with speed
- A community that is formed with Sales & Delivery teams
- Cross country client opportunities / Best practice sharing
- Define the WOW to guarantee regular connections within local sales leaders & Market leaders
- Maintain central Knowledge Management drives to enable your communities
Build and execute the Go To Market plans for the solutions:
- Campaign calendar & content
- Commercial Decks / Proposal Decks
- Improve Demo Scripts
- Create and coordinate TL and Webinars (with Inside Sales support)
- Market kit Product adaptation to APAC: Rate cards, Commercial Policies and Discounts, Communication kit (power pages, one-pagers, detailed product presentation, etc).
- Joint coordination with the Inside Sales teams for external and internal campaigns
Ensure that the Sales teams are enabled with best-in-class product / solution / sales training materials
- Seek for consistency across APAC Markets
- Ensure Power Position sales decks & ‘pitch perfect’ examples available
- Develop automated gift of content tools (in partnership with Inside Sales)
- Define the training product plans for APAC teams (in partnership with Inside Sales)
- Execute and coordinate the internal & external training plan (in partnership with Inside Sales)
- Work with Inside Sales team to translate these materials to eLearning where appropriate
- Share competitive analysis
Be directly involved in sales pitches & keep a close touch with clients:
- Lead / heavy support to major RFPs and or multi-market RFPs
- Continuous support to local sales leaders in the definition of the best solution for client specific needs
- Direct involvement with HQ clients: grow, build, impact relationship and revenue
- In charge of the coordination of APAC markets for global RFP’s
Connect with Commercial teams in other regions to identify opportunities to apply in APAC
Ensure strong visibility to revenue performance / outlook / $risks & opps for your product portfolio on an continuous basis
3) How to Operate?
Strong alignment with Product & Delivery COE organization
- Ensure product activation & quality consistency across APAC
- Critical to align how & where new product activation will be tested and scaled through the Delivery COE organization
- Connect with APAC Delivery team leader to define prioritizations if necessary, delivery gaps & opportunities, define rules and ways of working
Accountable for new product activation and scale
Role-model talent management excellence and ensure talent retention
