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Head of Enterprise Sales

3 months ago

Kuala Lumpur, Kuala Lumpur, Malaysia AIMS Data Centre Full time

Job Overview:

Head of Sales can report into a CEO. The Head of Sales takes responsibility for managing a team of Client Managers or Sales Specialists. Their primary objective is to achieve their sales targets and to drive the business strategy into the Sales teams through effective allocation of their team's territories and targets. They do this by motivating their team members and ensuring outstanding sales performance. Their role is a combination of management, selling, coaching and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them.

He/she manages sales directly to end-users of the organization's products or services in a large specified geographic area, or is responsible for a specific industry or product segment on a national or geographic basis. The incumbent's level may be determined by the size of the geographic area of responsibility (e.g. region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors.

Your Work Life:

  • Personally sell and lead a team that collectively achieves revenue targets, new product sales goals, and gross margin goals across multiple data center verticals
  • Account responsibility for existing Hyperscale accounts driving product expansion and new opportunities across the various business units
  • Execute sales and channel strategies to acquire new customers and open new vertical markets
  • Penetrate deeper into current data center strategic customers—working across multiple departments, establishing relationships at the highest levels, and gaining customer adoption of new products and solutions
  • Achieve key organization targets, including revenue and margin growth, accurate forecasting, and decreased obsolete inventory
  • Provide customer feedback, market trends, competitor activity, and product insights to assist with development and prioritization of product roadmaps
  • Drive new account acquisition
  • Liaise with product marketing and product development to ensure that market trends are recognized, the customer voice is heard, and the company's product roadmaps are most effective
  • Establish annual, quarterly, and monthly performance objectives for assigned team members
  • Develop each team member's ability to achieve key targets including increased revenue and profits, new product growth, accurate forecasting and effective problem solving
  • Collaborate cross-functionally to support business development, strategy formulation, new product specification, and new opportunity identification
  • Identify, analyze, and report on competitive threats, competitive pricing, customer concerns, and market dynamics

All You Need:

  • At least 5+ years sales experience within data center verticals
  • Successful track record with a player/coach mentality. Personally, hunting new business while motivating a team of sales reps
  • Clear track record of acquiring new customers and bringing new products to market
  • Clear examples of hiring, developing, and top grading sales teams
  • Developed VP-level and C-level relationships within strategic customers
  • Commercialized products or solutions into green field or blue ocean markets, gained early customer adoption, and quickly established profitable revenue
  • Gained adoption of new products and product categories within existing customers
  • Excellent presentation skills
  • Ability to travel 60%+ with no restrictions on international travel
  • Bachelor's degree strongly preferred

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