Vice President, Sales & Business Development

New

Workable workplace: remote; Workable locations: China. Malaysia. Singapore. ThailandFull-TimeVp

Salary not disclosed

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Job Details

Languages: Business-fluent English and Mandarin essential, including leading discovery and negotiation in Mandarin. Other Asian languages advantageous.
Experience: At least ten years selling B2B technology to large enterprises
Required Skills: Business Development

Bring at least ten years of experience selling B2B technology to large enterprises.
Demonstrate a consistent record of personally originating and closing complex new-logo contracts and beating targets.
Have experience taking a technology-led proposition from customer need through launch to paying customers.
Have named, active relationships with senior decision-makers at operators, banks, media or platform companies in the territory.
Have relationships with the systems integrators and partners who influence those buyers.
Bring working knowledge of local procurement and competition.
Show success in telecoms, financial services, media or major technology platforms; depth in one sector is preferred over coverage of all four.
Demonstrate value-based selling, business-case development, pricing and margin fluency.
Be credible working with product and engineering leaders.
Bring business-fluent English and Mandarin, including the ability to lead discovery and negotiation in Mandarin.
Experience founding or launching a business line, building a team, or opening a new market is advantageous.

Identify enterprise opportunities through outreach, industry insight, referrals and partners.
Build executive relationships and uncover customer needs and buying initiatives before they become tenders.
Shape technology propositions with Product, Engineering and Delivery, including use cases, pricing, business cases and routes to market.
Test customer demand and economics before committing resources.
Run demonstrations, pilots and proofs of concept with agreed success criteria and a path to contract.
Own complex enterprise pursuits from qualification through procurement, negotiation and signature.
Expand customer relationships across product lines and build a focused group of systems integrators, testing service providers and technology partners.
Own the regional plan, pipeline and forecast, and work with Finance on revenue, margin and investment.
Recommend and hire the regional team as demand justifies it.

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