Account Director

**Summary**

Smart Communications is looking for a talented Account Director to lead our sales efforts in Singapore. In partnership with local pre-sales, and a local partner manager, the sales leader will drive our growth efforts in Singapore, and the broader ASEAN region. Key sectors of focus will be banking, wealth management, insurance and Singapore government.

Primary activities will include:

- Creation of a strong pipeline of new business opportunities
- Cross sell/upsell into existing customer accounts,
- Working with the marketing operations and business development team/s to identify and drive effective campaigns specifically for your territory,
- Expansion of key verticals to focus efforts, creating appropriate value propositions

**About Smart Communications**

**The responsibilities of the role include**:
Deliver revenue, and develop and manage your territory/sector to:

- Exceed quota in annual software SaaS revenue, producing consistent quarter by quarter revenue growth through new business opportunities.
- Further develop Smart Communication’s value propositions in defined sector(s).
- Build understanding and knowledge of Smart Communication’s competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications.
- Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

Demonstrate strong communication and collaborative working skills by being able to:

- Contribute to Smart Communication’s partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
- Map and build senior level relationships across the sector and partner organisations.
- Partner effectively with internal teams, such as pre-sales, professional services, alliances, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
- Ensuring Smart Communication remains ahead of the competition by sharing competitive knowledge acquired.

Effectively manage sales processes to mitigate risk to Smart Communication, including:

- The commercial & legal negotiation process in partnership with Smart Communication’s legal representatives.
- All stages of the bid process, using Smart Communications’ resources in the most effective way.

Be an active team member of the global Smart Communications team by:

- Participating in Smart Communications company initiatives.
- Familiarising yourself and complying with company procedures.
- Always being an advocate for Smart Communications.

**Performance Indicators**:

- Constantly meet and exceed financial revenue targets.
- Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
- Develop a marketing plan with Smart Communications marketing and telemarketing groups.
- Maintain Account plans for major opportunities and target accounts.
- Maintain positive 360’ feedback from Smart Communications colleagues.
- Build and maintain a set of productive partnerships.
- Customer retention.
- Demonstrate strong product and competitive knowledge.

**What we’re looking for**:
**Must have skills/experience**:

- Proven track record selling high value SaaS solutions and/or software licenses
- It would be highly advantageous to have a good understanding of:

- CCM, ECM & BPM Solutions
- Web and Mobile Content Management
- CRM (One to One marketing, 360’ view of a customer etc.)
- Document Composition Solutions and general CCM market drivers
- Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
- Proven ability to interpret client’s business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
- A track record in building and growing business in the aforementioned regions quickly.
- Excellent presentation, verbal and written communication skills.
- Sound technical understanding of the Smart Communications solution and how it fits into SOA
- Ability to demonstrate solution and talk through highlights of the systems architecture.
- Resilient during competitive evaluations with robust commercial decision
- making and negotiating skills.
- Consultative sales approach with an inspirational ‘Can do / Will
- do’ attitude.
- Ability to travel regularly.

**We look for the following core competencies in everyone we hire**:

- Analytical Ability - effectiveness in analysing situations and identifying key issues.
- Planning and execution - monitoring progress, taking action when necessary to rectify situations / meet deadlines.
- Proactive - taking responsibility for making things happen.
- Social Magnetism -