- Enterprise and commercial sales and account management for DX Business Unit (DXBU) focused on AI-powered Automation, Data Automation and AI/ML Solutions.
- Generate sales leads, qualify opportunities, visit/cultivate prospects, drive proposals, lead engagements through to deal win/close, including cold calls as required.
- Collaborate with and drive/own up-sell and cross-sell to past, existing and new customers of other business units and affiliates, including joint competitive proposals.
- Conduct detailed fortnightly briefing of all targets/prospects to DXBU Director/Leader (or delegated manager) for his commitment review to secure all needed presales/solutions support.
- Introduce Business Unit Director/Leader to prospect/customer(s), regardless new or other BU/affiliate, no later than 3rd interaction to leverage and demonstrate management commitment.
- Maintain continuous communication with client/prospect and management to ensure the client favorably view our tenders/proposals.
- Cultivate and maintain trusted relationships with technology principals, business partners and key suppliers to optimize efficiency of business operations and new business growth.
- Plan, strategize and build healthy pipeline for profitable growth, including completing and maintaining same updated in CRM and related tools at start of each week.
- Well-organized and able to lead assigned presales, solutions, delivery members as opportunity and account owner, with problem-solving mindset instead of finger-pointing and blaming.
- Continuously articulate key differentiators and messages on ABeam Consulting, DXBU and its capabilities and offerings to expand mindshare in target markets.
- Develop and enhance client satisfaction and continuous client relationship building, with high percentile scoring at annual Global Customer Survey.
- Team player able to work with DXBU and wider company colleagues to design/develop desired solutions for prospects/clients with positive outcomes.
- Provide account ownership and leadership to guide and ensure accurate and suitable solutions, competitive proposals able to achieve clients' desire outcomes with profitable deal closure.
- Drive and ensure prompt invoicing and timely payment by clients with arrears minimized.
- Demonstrated existing relationships with clients, key partners and industry influencers.
- Be keenly aware and abreast of competitive landscape and competitors – direct, indirect, current, future - in DXBU focused markets and differentiators required for success.
- At least 7 years of experience in enterprise account management with commercial sales in software, services and solutions to multinational and large corporations.
- Proven record in winning medium to large deals in RPA, Data Automation, AI and ML, including scaling up customers and cooperating across business units and affiliates.
- Self-confidence, independent, assertive, aggressive and capable in leading and performing end-to-end selling processes and activities with minimal supervision.
- Able to generate leads, qualify opportunities and manage multiple tasks at the same time.
- Experienced in managing client relationships and expectations.
- Experienced in managing vendors/suppliers and business partners relationship and expectation.
- Industry background of selling into and engaging with Banking, Financial and Insurance, Manufacturing, Logistics, Consumer Products, Automotive, FMCG and CPG sectors.
- Techno-functional experience and knowledge of automation and AI/ML products and SAP platforms would be a strong plus.
- For non-local candidates residing outside Singapore, please ensure that you are fully vaccinated with a WHO approved vaccine and acceptable to absorb full cost of traveling, SHN and accommodation; this is a local hiring.
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Sales Manager - St Stephen, United States - ABeam Consulting
Description
About UsAbeam Consulting is a global professional services company that specializes in delivering business transformation and technology solutions to clients across a wide range of industries. With a global presence and over 7500 employees worldwide we aim to be the transformation partner of choice for all of our clients.
About the Team
The Digital Transformation Business Unit is leading the way in providing top-of-the-line AI and Automation solutions to raise the competitiveness and productivity of our clients. In recognition for our achievements and standing, ABeam Consulting is not only a UiPath Platinum Partner but also the only named SEA Regional Systems Integrator and sits on the UiPath Global Partner Advisory Board. The team is expanding its capabilities into new AI and digital frontiers and seek the best talents to join our journey to transform our clients to make a difference in their markets.
Job Description
At Abeam Consulting, we place a strong emphasis on collaboration, and helping our employees grow and develop their skills, offering a supportive and empowering work environment. With a presence in multiple countries and a diverse range of clients, Abeam Consulting offers an exciting and dynamic workplace for individuals looking to build a career in consulting. Abeam Consulting has also recently joined SAP's regional strategic partner initiative as their first regional partner in the region and has also been recognized by UiPath as a Platinum Partner in providing RPA solutions. With such accolades, we aim to continue driving enterprise and digital transformation initiatives in order to transform the way people work and communicate in the digital age. In addition, our industry team is working tirelessly in order to bring more solutions to the banking and finance sector.
