Head of Industry and Technology Business Development
Thakral One
Philippines
Permanent
Full-time
1 month ago
Summary This role is based in BGC and will be reporting to Country Head based in Manila. This coverage is initially within the Philippines but this can be revisited after 6 months if for expansion. Sector coverage includes multiple industries and market segments such as Utilities (Telco, Energy, Water, Oil & Gas), & Industry (Retail, FMCG, Hospitality, Non-FSI Public Sector), to position Thakral One as a strategic partner for Technology Consulting, and for provision of Solutions and Services. The Head of Industry & Technology Business Development is responsible for direct sales of partner software products (Technology Solutions - Pega, HID, Planview Data & Analytics Solutions - SAS, Microsoft, Cloudera, AWS, etc. Cloud & Infrastructure - AWS, Microsoft) and other complementing technology solutions, services and training in significant value, multi-tasking environment to prospective and current accounts. The role is also responsible for building, maintaining, and managing sound, productive, and profitable relationships with current and prospective principal and channel partners (e.g., regional and local Solution Integrators) in order to achieve our goals in growing our Managed Services / Outsourcing business. As a Business Development Manager, it is also expected that the role can articulate complex business problems or requirements and present the proposed Thakral One solutions even without presence of presales or technical consultants. Primary Responsibilities Sells software, solutions and services to current and prospective customers works with other channels and alliances to position and leverage sales opportunities to acquire, grow and retain customers in the Philippines Prospects within a territory or account to uncover business needs. Contributes to identification of market potential by qualifying accounts, following qualification process of Thakral One. Fulfills wide range of requests for information from prospective customers. Qualifies level of opportunity and type of account. Supports initiation of sales process by scheduling appointments making initial presentation understanding account requirements. Generates new business through strategic-based selling and managing relationship with key customers, channels and alliances. Establishes audience with executive level contacts. Proactively looking for creative ways to position the value of Thakral One offerings by incorporating specific industry/domain expertise and business/functional knowledge at a high level. Implements aspects of territory and account management and development identifies accounts with high 'close' potential, qualifies, and forecast time frames to close business. Responsible in closing sales by building rapport with potential account explaining product and service capabilities overcoming objections knowing the competition, procurement process, signatories/influences to drive winning the opportunity. Leads or support development and implementation of marketing, sales and business development plans to exceed agreed levels of profitable sales. Executes sales tactical plans to win the opportunity, and design strategic plan to grow the account as an enterprise key account. Helps expanding sales in existing accounts by introducing new products and services developing new applications. Needs to do administrative tasks to support sales and project implementation initiatives as necessary. Orchestrate the preparation of proposal with presales teams of Thakral One and Partner Principals, with content to address functional, technical, and financial expectations, among others. Must own or contribute to build of RFI and RFP responses to address opportunity requirements. Works in conjunction with the Thakral One presales and pricing teams to negotiate contracts and bids. Develops a basic understanding of principal partner and company pricing and licensing procedures. Accurately forecasts new and renewal sales on a weekly, monthly and quarterly basis. Reports account status and forecasts Thakral One management on a weekly basis or as needed. Participates in a cooperative effort among members of a project/opportunity team from local or offshore support teams to achieve day-to-day account winning goals. Carries out simple Proof of Concepts/ Proof of Values to demonstrate how our offered technologies could meet customer requirements and deliver values complex POCs will be supported by presales consultants and/or Regional Team. Develops and maintains comprehensive knowledge of offered technologies and similar competitive technologies to effectively compares/competes and position in the market. Builds and manages long-term relationships with Principal Partners and their customers and local channel partners by promoting and selling appropriate learning/training services Follows up with customers to track satisfaction levels and to discover additional revenue opportunities while our projects and engagements are ongoing, working closely with our project team on the ground to gain insights and do cross sell and upsell in the account. Helps identify and communicate approaches to improve offerings and internal processes to meet new requirements Actively contributes, supports and ensures execution of Thakral One Practices' business plans for one or several solutions/technologies. Should include plans and implements growth plans, including software sales, consulting services, and training services. Supports company's objective and act according to values to be the trusted advisor of customers. Performs other duties, as assigned. Skills, Knowledge, and Abilities Sales-oriented and goal-driven With good attitude and work ethics Excellent knowledge and competence in multiple industries and market segments such as Utilities (Telco, Energy, Water, Oil & Gas), & Industry (Retail, FMCG, Hospitality, Non FSI Public Sector), including working with Local and Regional SI's as strategic services partner/subcontractor. With Business Development, Sales Planning, Prospecting Skills, Persistence, Meeting Sales Goals. Channels and Alliance management experience is preferred. Proven sales track record in selling software solutions, consulting and training services. Knowledge of advanced strategic sales techniques knowledge of hardware and/or software acquisition cycles and buying influences. Ability to identify emerging opportunity areas, qualify and win strategic deals. Ability to develop clear business direction Ability to facilitate virtual and regional team to move a sale/deal, develop creative solutions to complex problems Ability to learn and maintain up to certain level of technical competency in order to be able to effectively articulate the complex business solutions to address customer requirements. Ability to work and learn independently Demonstrated ability to interact productively with internal and external stakeholders. Excellent written and verbal communication skills (English & Filipino), strategic selling skills, skills in analyzing and evaluating territory/account dynamics to develop and implement a sales plan. Ability to initiate and lead engagements ability to work effectively in a team environment ability to relate technical and business concepts to applications and user needs ability to work independently and as part of a team ability to travel on a frequent basis. Education, Certifications, and Experience Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field Minimum 12 years of experience in software sales, IT services or relevant field. Demonstrated experience in successfully achieving a sales target. Willing to work in BGC, Taguig City once Hybrid Work policy is lifted by company. Number of Vacancies 1 Apply Now Realise your potential at Thakral One. First Name . Last Name . Email ID . Phone . Notice Period in Days . Remarks (NA if none) . Upload CV You may upload doc, docx & pdf file only. Maximum file size is 25MB. Parented and supported by the Thakral Group (Founded 1905). Headquarters 20 Upper Circular Road #03-06 The Riverwalk Singapore 058416 2024 Thakral One Pte. Ltd. We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. By clicking 'Accept All', you consent to the use of ALL the cookies. 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