Associate Director, Sa&i Sales

**Job Description** Role Expectations** 1.What to Sell? - Accountable for the Solution portfolio / product mix - Define which products are core to the solution portfolio - Articulate how each of the products brings unique client benefits - Ensure portfolio profitability is understood & improved over time Commercial ownership of pricing rate cards & commercial policies Close partnership with Global Product Leadership function: - Identify the solutions with the highest revenue opportunity - Ensure APAC markets needs are met in product development roadmap - Provide APAC Markets teams visibility to product plans and timelines Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build) Accountable for the Portfolio Operating Plan (with the correct mix by solution) 2.How to Sell? Build a strong community around the portfolio / expertise - A community that learns, adopts & activates with speed - A community that is formed with Sales & Delivery teams - Cross country client opportunities / Best practice sharing - Define the WOW to guarantee regular connections within local sales leaders & Market leaders - Maintain central Knowledge Management drives to enable your communities Build and execute the Go To Market plans for the solutions: - Campaign calendar & content - Commercial Decks / Proposal Decks - Improve Demo Scripts - Create and coordinate TL and Webinars (with Inside Sales support) - Market kit Product adaptation to APAC: Rate cards, Commercial Policies and Discounts, Communication kit (power pages, one-pagers, detailed product presentation, etc). - Joint coordination with the Inside Sales teams for external and internal campaigns Ensure that the Sales teams are enabled with best-in-class product / solution / sales training materials - Seek for consistency across APAC Markets - Ensure Power Position sales decks & ‘pitch perfect’ examples available - Develop automated gift of content tools (in partnership with Inside Sales) - Define the training product plans for APAC teams (in partnership with Inside Sales) - Execute and coordinate the internal & external training plan (in partnership with Inside Sales) - Work with Inside Sales team to translate these materials to eLearning where appropriate - Share competitive analysis Be directly involved in sales pitches & keep a close touch with clients: - Lead / heavy support to major RFPs and or multi-market RFPs - Continuous support to local sales leaders in the definition of the best solution for client specific needs - Direct involvement with HQ clients: grow, build, impact relationship and revenue - In charge of the coordination of APAC markets for global RFP’s Ensure strong visibility to revenue performance / outlook / risks & ops for your product portfolio on an continuous basis 3.How to Operate? Strong alignment with Product & Delivery COE organization - Ensure product activation & quality consistency across APAC - Critical to align how & where new product activation will be tested and scaled through the Delivery COE organization - Connect with APAC Delivery team leader to define prioritizations if necessary, delivery gaps & opportunities, define rules and ways of working Accountable for new product activation and scale Role-model talent management excellence and ensure talent retention **Measuring Success** 1.Improve the EBITDA of core portfolio solutions over time, across APAC 2.Revenue acceleration and delivery of revenue performance goals (owns the OP for the group of solutions). Sustainable business growth (target will differ per products for the below points): - Increase Multi-year contracts - Increase Subscription contracts - Bigger growth on the strategic products - Increase Penetration per country/client - Increase Penetration Top 20 clients in each APAC countries - Penetration of key APAC growth initiatives 3.New product / capability activation - delivered to timetable & $financial goals 4.Tangible progress of Partnership & Acquisition opportunities 5.Talent Development - measured through talent movement & outside-in / diverse leadership appointments 6.Community engagement - measured through specific community activity & outcome **Qualifications** - English level: advanced oral and written - Ability to converse in local language is preferred - Strong analytical skills and experienced in **Consumer Behavior & Insights is preferred.**: - High Negotiation, Problem Solving & Communications Skills - Teamwork: Ability to work with others on tasks and activities without necessarily being the leader, even when these are not directly related to their interests or objectives. - Influence skills, good level of relationship / networking, internal and external - "Self - motivation: Ability to work towards a goal without depending on constant recognition from your immediate boss. - Self-starter with solid organizational and planning skills. - Experience lea