Principal Sales (Office Services Business Unit) - Central Area

Tuesday, 28 June 2011

Item details

Urban area: Central Area, Central Region


Contact name Isabelle

Item description

Company Description
Our client is an international leader in Business Process Outsourcing solutions. "Office Services" is the lead-outsourcing offering in the general office environment. It manages all customer's costs and processes relating to multi-vendor office document output infrastructure.

For this client, Timeo-Performance is now recruiting a Principal Sales for the Office Services Business Unit, based in Singapore

Reports to: Head of Office
Job Description
Duties & Responsibilities:
Pro-actively work with National or Regional Account Managers to identify, qualify, pursue and close opportunities in large accounts (i.e organizations with office staff above 3000+)
Create and lead virtual customer engagement or ‘pursuit’ teams to nurture and close opportunities that result in substantial incremental bookings and margins
Become the “trusted advisor” on document services to address the client’s business challenges (Align opportunity plan to prospect objectives & priorities)
Creatively position the company’s value propositions
Provide the business rationale and risk assessment to management for making investments in the account to develop business
Effective engagement with:
Professional services – analysts, consultants (solution build), delivery
Project management office – project managers & coordinators (implementation)
Local country and regional resources
Business Process & Tools
Lead Prospect Check – business direction & drivers, propensity to outsource/managed services/business partnering, identify/align with important intermediaries/influencers
Lead Deal Pursuit Team
Lead Business model (financial)
Lead Contract negotiation and closure
Support the research, assembly, implementation of Strategic Account Plans (SAP)
Post graduate degree – preferably in Management
At least 10 years sales or sales/business management experience in dealing with Fortune 500 firms
At least 5 years experience in Enterprise-level selling/consulting in the consulting services/outsourcing business:
Direct experience in selling to Fortune 500 firms
Closed consulting services/outsourcing deals of at least US$10M
Working in international environment with multiple cultures
Capable of the following:
Managing complete lifecycle of a complex sale & multiple client engagements
C-level engagement, with social maturity for Executive level contact
Proper account and opportunity qualification
Probing for, understanding and documenting specific business needs and requirements
Articulating a value proposition in the context of specific business requirements
Serving as liaison between people who have a business problem and technology people who know how to create solutions
Managing deep discovery, analysis and business problem solving (consultancy approach)
Critical skills:
Programme and Project Management skills
Good understanding of the surrounding technologies in order to propose comprehensive Enterprise-level solutions and services
Expert level of industry knowledge and business processes acumen
Financial skills, including understanding of how to use ROI calculations to support business proposals and manage P&Ls
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