Strategic Account Director

3 weeks ago

Kuala Lumpur, Kuala Lumpur, Malaysia Hexagon AB Full time

Workplace Type: Hybrid

Business Unit: ALI

Responsibilities

Job Summary:The Strategic Account Director will be responsible for the development and execution of the enterprise account strategy to achieve double-digit growth objectives and maximise the use of Hexagon ALI solutions and services to deliver tailored solutions to meet their customer's needs.

This role requires an experienced professional with a deep understanding of the energy sector, strong relationship skills and experience of working in a complex sales environment.

  • You must be passionate about your customers' business and be able to investigate their key challenges and have a deep understanding of their digital initiatives and business goals, matching HxGN solutions to them where appropriate and effectively positioning Hexagon ALI as a strategic partner.
  • Identifies, pursues and nurtures productive relationships with key stakeholders at the executive level, along with IT functions and the end business users.
  • Maximise revenue growth and positive customer outcomes through robust enterprise portfolio selling.
  • Prepare, maintain and execute a comprehensive enterprise account plan, detailing the strategic and tactical approaches to grow revenue whilst focussing on delivering the most valuable impact for our customers.
  • Coordinate and lead the internal cross-functional account teams from pre-sales, services, and customer success to ensure accurate communication of customer requirements and expectations, so that we deliver timely solutions that are tailored to our customers' needs.
  • Plan and organize all sales activities from prospecting to opportunity pursuit through to contract negotiation and closing the business.
  • Conduct thorough and frequent whitespace analysis to identify and capitalize on untapped opportunities.
  • Engage with Sales Development Representatives (SDRs) and marketing teams to identify events and leads and ABM opportunities within the account.
  • Provide accurate and timely pipeline forecast in accordance with our business forecasting protocols.
  • Stay informed about industry trends, competitive landscape, and emerging technologies.
  • Ensure schedules and budgets are met according to contractual agreements.
  • Qualify new opportunities and cultivate future projects.
  • Have the ability to create structure and lead the internal team through ambiguous situations and formulate effective plans and processes.
  • Actively address challenges and problems with innovation and collaboration to build a clear path to resolution.
  • Support user adoption through strong work ethic.
Education / Qualifications
  • Bachelor's degree in Business, Engineering, or a related field. MBA is a plus.
  • Minimum of 10 years of experience in enterprise account management or complex solution sales, preferably within the energy sector.
  • Proven track record of achieving sales targets and managing large, complex accounts.
  • Strong understanding of the energy industry and related technologies.
  • Excellent communication, negotiation, and presentation skills.
  • Strong proficiency in Bahasa Malaysia and deep understanding of Malaysian culture.
  • Willingness to travel as needed.
  • Personable, approachable and able to conduct challenging business and commercial conversations with customers in a positive manner.
  • Strong client management skills and confident in complex negotiations.
  • Sound commercial and analytical skills and the ability to drive opportunities in a positive and determined manner.
  • Experience in assessing commercial and legal risk and taking steps in negotiations to minimise/mitigate these from our business undertakings.
  • Familiarity with customers' procurement and internal company processes.
  • Leadership experience with Salesforce and other CRM tools.
  • A keen team player with the ability to develop internal relationships to lead an indirect team.
  • Impressive executive presence and communication abilities.
  • Effective mentoring skills with the ability to coach and provide thought leadership across the team.
  • Ability to mould several points of view into a common approach from start to finish.
About Hexagon

Hexagon is a global leader in digital reality solutions, combining sensor, software and autonomous technologies. We are putting data to work to boost efficiency, productivity, quality and safety across industrial, manufacturing, infrastructure, public sector, and mobility applications.

Hexagon's Asset Lifecycle Intelligence division helps clients design, construct, and operate more profitable, safe, and sustainable industrial facilities. We empower customers to unlock data, accelerate industrial project modernization and digital maturity, increase productivity, and move the sustainability needle.

Our technologies help produce actionable insights that enable better decision-making and intelligence across the asset lifecycle of industrial projects, leading to improvements in safety, quality, efficiency, and productivity, which contribute to Economic and Environmental Sustainability.

Hexagon (Nasdaq Stockholm: HEXA B) has approximately 25,000 employees in 50 countries and net sales of approximately 5.4bn EUR. Learn more at hexagon.com and follow us @HexagonAB.

Why work for Hexagon?

At Hexagon, if you can see it, you can do it. Hexagon's Asset Lifecycle Intelligence division puts their trust in you so that you can bring your ideas to life. We have emerged as one of the most engaged and enabled workplaces. We are committed to creating an environment that is truly supportive by providing the resources you need to fully support your ambitions, no matter who you are or where you are in the world.

Everyone is welcome

At Hexagon, we believe that diverse and inclusive teams are critical to the success of our people and our business. Everyone is welcome—as an inclusive workplace, we do not discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all.

Respect is the cornerstone of how we operate, so speak up and be yourself. You are valued here.

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