Senior Enterprise Account Manager, Asia
4 weeks ago
Our Vision is to be the world's leading authenticity verifier through Science and Data Science.
Be part of a New Zealand success story. Oritain was founded and is still headquartered in Dunedin. We're now global, with additional hubs in Auckland, London, Washington, DC, Sydney, and Zug.
Our one-of-a-kind solution leverages data insights and scientific traceability to empower the world's largest brands with a deeper understanding of their product origins. This fosters trust and integrity within their supply chains and addresses critical global issues like deforestation and modern slavery. As an innovative data company with global ambitions, we seek individuals who share our drive for commercial success and positive impact creation.
As a result of our continued growth, we're seeking a Senior Enterprise Account Manager for the Asia region to join our team, based out of our new office in Singapore. You will be responsible for retaining, renewing, and growing revenues in your portfolio of large enterprise customers, predominantly in the Apparel and Textile Manufacturing vertical. You will expand our footprint and grow revenues by upselling and cross-selling our platform and solutions. This is an excellent opportunity to apply your account management skills to sell a unique, purposeful solution that makes a difference.
What you'll be doing:
- Understanding your customers' current landscape and challenges, mapping your accounts, and developing meaningful business relationships with these customers to ensure the timely renewal of each contract.
- Ensuring the retention of these accounts through the exceptional management of the renewal process.
- Networking within these accounts to increase our stakeholder foothold, developing and nurturing these relationships to ensure all client needs are met – from short-term objectives to longer-term strategic initiatives.
- Mapping your accounts to Identify new opportunities to upsell/cross-sell Oritain's products and services into your account portfolio, increasing yearly revenues.
- Engaging with senior stakeholders to understand their personas, roles, business problems, and challenges and present our value proposition to win and close new opportunities within your accounts - typically the Chief Sustainability Officer, Supply Chain, ESG, Compliance and marketing.
- Successfully manage the end-to-end onboarding process for each account; be the first point of contact for all non-technical matters
- Communicate the progress of weekly, monthly, and quarterly initiatives to internal and external stakeholders at relevant meetings and QBRs.
- Attend conferences, join associations as required, and network with peers and connections to generate valuable business connections.
- Maintaining meticulous records and sales forecasting in our CRM and updating all relevant sales opportunities to Oritain management, as well as keeping accurate data and forecasting in our CRM
- Meeting your targets and Key Performance Indicators (KPIs) for activity levels, prospecting, and pipeline development to achieve/exceed your sales quotas.
About you:
- You're a sales and account management professional with a successful history of impeccable relationship management and the ability to identify opportunities to grow revenues in your portfolio.
- Collaboration is critical. You understand the importance of teamwork and know when and who to engage throughout the sales process.
- You're a natural networker and relationship builder with a proven record of engaging with key stakeholders across all levels of an organisation.
- Able to manage and navigate complex sales processes across large, matrixed businesses.
- You're a closer; your history of success throughout your sales career is a testament to that.
- You have a high EQ - self-aware, motivated, empathetic, and driven.
Requirements
- At least 7+ years of Enterprise sales/account management experience selling complex solutions (SAAS, PaaS, DaaS) to multiple stakeholders across large Enterprise accounts
- Prior experience in selling solutions in Fashion Retailers/Apparel and Textile Manufacturers is highly desirable.
- It would be highly advantageous to have some understanding of supply chain processes, ESG/Sustainability initiatives, and challenges OR experience in selling supply chain solutions into large enterprise accounts.
- A track record of meeting/exceeding sales quotas and growing up/cross-selling into accounts.
- Data-driven - able to understand and articulate how analysis and information can support client decision-making.
- Excellent communication skills and a good understanding of MS Office solutions and SalesForce CRM.
- This role is customer-facing; you should be willing and able to travel to our customers, and international events/company meetings. (approximately 40%)
- We can only consider Singaporean Nationals or PR holders. We cannot offer sponsorship for this position.
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