Regional Sales, ASEAN

Regional Sales Manager ASEAN

ABOUT UTIMACO

Utimaco is a worldwide supplier of professional cyber-security solutions and is based in Aachen, Germany. Since 1983, Utimaco develops hardware security modules and compliance solutions for telecommunication provider regulations. Utimaco is a world-market leader in both segments. Customers and parters of Utimaco in all parts of the world trust the company's long-term, proven reliability and investments protection, as well as its many certified IT security standards. Utimaco stands for recognizes product quality, user-friendly software, excellent support and trusted high security-made in Germany. 

To further strengthen our Corporate Unit we are looking for a:   Regional Sales Manager ASEAN

Your tasks:

Your mission:

• Pro-actively develop and implement Utimaco sales strategy, to generate sustainable and profitable growth in your territory
• Do profitable business with new customers, as well as maintain and expand the reach within existing ones
• Develop and manage Channel partner relationship
• Develop highly valuable relationship with Strategic Partners in your territory
• Exceed your individual quantitative and qualitative objectives, as well as prepare for the future, according to Utimaco strategy
• Drive C-level and field relationships, as to become a Trusted Advisor
• Conduct actions to ensure and improve customer satisfaction.
• You are meant to do respectful and ethical business with all Customers, Partners, business advisors

Your responsibilities:

• Set your sales strategy (segmentation, value proposition, Go to Market) and define the targeted accounts and partners in your territory
• Acquire new logos either directly or through well selected and motivated partners;
• Listen and qualify customers and partners' functional and technical requirements, gather market intelligence in a structured manner
• Actively support accounts through all stages of the sales cycle, get clear understanding of their org charts and decision-making processes
• Articulate Utimaco competitive value to CXOs and decision makers
• Collaborate closely with Utimaco internal resources, especially Project Management, Pre-Sales, and Marketing to share information and increase visibility on pipeline activities within the business
• Provide accurate and timely forecasting
• Negotiate best terms and conditions in a respectful and ethical manner

Your profile:

• University degree, ideally combined with management-oriented degree / management focus
• At least 8 + years relevant experience as Sales Manager /Sales Director & upwards with strong track record selling solutions in ASEAN to Banking, Fintech and Finance sector.
• Hunter mentality with proven experience in developing complex large accounts
• Strong business acumen with capacity to articulate competitive value at CXO and decision makers level, as to become trusted advisor;
• Enthusiastic, customer driven and solution-oriented team player;  
• Excellent English communication skills, both written and verbal, further languages are a plus
• Mobile and able to travel up to 50%

We offer you:

• An open and friendly corporate culture characterized by constructive and collaborative interaction.
• We provide you with support for your future plans with a company pension scheme (depending on country-specific circumstances).
• Early risers and night owls - thanks to a flexible working model you can organise your working day yourself.
• We also support you privately – benefit from special payments or additional vacation days on anniversaries or other special occasions.
• Utimaco is growing and living diversity Our global team includes colleagues from 42 nationalities and 45 different languages spoken.

DO YOU FEEL ADDRESSED?

Then we look forward to receiving your detailed application stating your earliest possible starting date and your salary expectations.

---