Business Development Director (IC: Singapore) - Microsoft Modern Work and Security

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Alex Tay | linkedin

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s).
• Work with Account Managers to ensure that the overall account strategy and goals are followed and achieved.
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects
• Work with Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers.
• Work with Partners, i.e. Microsoft, to grow the services around Microsoft technology.
• Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation.
• Provide feedback to the service delivery team to ensure that the service delivered meets or overachieve the satisfaction level of the client.
• Construct service contracts and associated commercials/cost model based on scope and customer’s desired outcome.

• 10+ years enterprise technology strategic sales/pre-sales experience with a good knowledge on selling Modern Workplace transformation services, End user computing Security services, driving workplace AI and Copilot.
  
• Able to articulate use cases of cloud transformation specific to the customers industry and size and understand where the customer is on their journey.
• Engage with stakeholders from IT all the way to C-level, understand the Customers business requirement & challenges, create an IT transformation roadmap covering (not limited to) Cloud services, modern workplace and position the right support model and articulate the business value of the offering.
• Position cloud Services & future workplace advisory and/or professional services to customer depending on their requirements.
• Articulate the importance and value of adoption and change management in customer journey towards increasing productivity. Understanding of the Microsoft 365 technologies and the role they play in enabling a secure and flexible workplace environment.
• Have strategic sales/pre-sales experience with a good knowledge on Modern Workplace, Cyber Security, AI and Copilot.
• Have experience around selling professional services, managed services and consulting services and structuring go to market product services.
• Experience preparing, presenting formal proposals to customers. Leading negotiations, coordinating complex decision-making process, and overcoming objections to closure.
• Effective territory/account management and leading sales teams: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management and proposal response, pipeline management, large dollar licensing and deal negotiation required.
• Experience and expertise selling to c-suite and executive business decision makers by aligning & reinforcing the value Workplace transformation and Cyber Security.

• Executive level speaking and presentation skills, and good written communication skills, exceptional demonstrated decision-making, conflict resolution, problem solving and negotiation skills.
• Have a strong collaboration skill to engage internal and external.

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