|
Responsibility for delivery of Sybase license revenue to power industries across the region
· Responsible for accurately managing the power industry forecast across the region
· Responsible for recruiting and managing industry partners across the region
· Responsible for developing/executing and monitoring business development initiatives across the region (both broad based and focused initiatives)
· Responsible for alignment with partners to ensure partner coverage across the region
· Provide sales assistance to partners/Sybase Direct as required on specific opportunities
KEY RESULT AREAS
Categorise the job into the major areas of responsibility.
· Achieves annual Quota target
· Conducts weekly forecast reviews and presents accurate revenue expectations within the corporation
· Forecasts regularly, accurately and consistently and responsible for accurate pipeline management
· Demonstrate strong solution selling expertise with ability to sell at various levels
· Understands and positions Sybase’s core technology products and service offerings
· Understands the market, business drivers and influences and competitive landscape
· Develops initiatives/plans to increase Sybase’s market penetration and neutralize competitors.
· Active participation in development of joint plans for territory and/or accounts with Business Development/Marketing
· Assists with the identification, recruitment and sales development of Partners
· Awareness of Partner sensitivity in opportunity engagement
· Coaches/develops staff to their maximum selling potential
POSITION REQUIREMENTS
Indicate the experience qualifications and competencies required to perform this position effectively.
EXPERIENCE
· 3 or more years sales experience with Software-based Solutions and/or client needs analysis together with industry or business knowledge in high tech or IT
· Strong networking, partnering skills
· High level of understanding of Business Practices and Processes
· Preferably knowledge of ’s products or competitive products or ability & willingness to quickly learn
· Ability to communicate effectively over the telephone, face-to-face and written (inc by email)
· Ability to qualify sales leads - advanced questioning techniques required
· History of consistent achievement of sales targets
· Self motivated, desire to learn independently who is proactive, innovative and a creative thinker
· Professional with strong planning and mature analytical skills
· Motivation to continuously expand personal professional knowledge
· Willingness to work towards achieving goals in a changing and challenging environment |
