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Vp Sales Apj

2 weeks ago

Raffles, Singapore Rackspace Full time

**Job Profile Summary**
- Territory covered: ANZ, Southeast Asia, India, North Asia
- Main responsibility: Driving sales in the region
- Secondary responsibility: Managing churn and customer satisfaction

**Key Attributes**:

- Managed an organisation with at least 2 level of sales force
- Worked / managed teams in at least 2 of the territories outlined above with experience of working with customers in others
- Relationships in the market - Enterprise Customers
- Relationships with AWS, Microsoft, Google
- Provides strategic and operational direction to the organization's sales operations, sales support and/or professional services functions to maximize sales revenues and meet corporate objectives. Develops sales goals including sales volume, cost of sales, and product profitability. Ensures that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.
- Responsible for directly managing acquisition and installed base sales with a focus on driving revenue and exceeding sales targets. Transform and build a dynamic sales team, focused on driving revenue to the company and helping customers define their multi-cloud strategy. Serves on the APJ Leadership team to define and execute sales strategy in collaboration and alignment with product, marketing, and service delivery leadership

**Careel Level Summary**
- Directs and controls the activities of a major functional area through directors and/or senior
- managers who have overall responsibility for the successful operation of those assigned areas

***

**Key Responsibilities**:
***- Utilizes extensive knowledge of customer base, business climate, and Rackspace resources to develop and drive sales performance for the organization. Works with leaders to establish organizational goals and objectives and cascades goals through top level management down to front-line Rackers
- Fosters an atmosphere of innovation and commitment. Reviews regular results assessments of sales staff productivity and reports to top executives. Oversees all relevant sales support and/or professional services activities to maximize sales revenues and meet corporate objectives. Coordinates company resources to ensure the efficient and effective use to drive maximum results
- Provides leadership, direction and motivation to sales directors and managers. Influences customers, sales unit, customer support, and customer education to establish effective programs
- Drives activities and initiatives that build the sales team and significantly expand the company's net new sales revenues
- Drives the full sales cycle to secure increased revenue from the customer base with a focus on enabling rapid growth and long-term relationships with our largest, most complex customer base (developing strong relationships at the C-suite level)
- Direct the inside and outside Acquisition and IB functions to maximize revenues and profits
- Work with leaders to establish organizational goals and objectives and cascade goals through top level management down to front-line Rackers
- Effectively lead team through goal setting, coaching and support, compensation planning, etc. to meet and exceed sales targets
- Lead the recruiting and training thought leadership for the IB and acquisition teams and drive
- To be on top of hiring the right sales reps or managers
- Actively assist the sales team and collaborate with finance and other stakeholders on proposals, pricing, etc. Collaborate with Finance/Legal on all new client contract negotiations
- Collaborate with Marketing to drive growth of pipeline and helping to close sales including a robust sales play process
- Owns financial responsibility of functional unit.
- Deliver accurate weekly, monthly, quarterly, and annual forecasts and detailed pipeline reports to Leadership Team/ELT
- Meet and exceed quarterly and annual sales/revenue targets
- Meet with top customers and participate in key customer QBRs regularly
- Manage operating costs and expenses within defined budgets

**Knowledge**:

- Excellent management skills with the ability to effectively direct the organization’s global sales and field operations to maximize revenues and profits. In-depth knowledge of sales principles and practices. Excellent time management, communication, decision
- making, human relations, presentation, and organizational skills. Ability to identify elements of early success and duplicate on a massive scale. Commitment to the servant leadership culture and the ability to drive positive performance in the environment. Ability to drive change at all levels of the business.

**Education**

***Bachelor’s degree from an accredited institution. Prefer MBA or graduate degree

**Experience**
- A minimum of 10 years of demonstrated successful Sales Leadership experience required. Extensive experience in IT/Technology sales in high-growth environments. Previous marketing and/or Product Marketing experience highly desired
- Experience with complex, cons