Job Description:· Identify, Build & Manage Prospects pipeline in APAC· Engage with C-level prospects to position BCT’s Digital Procurement value proposition and steer the deal to closure· Manage existing accounts by maintaining, developing and expanding client relationships on an ongoing basis· Understand the competitor landscape in the practice area and key differentiators for BCT· Identify and explore new markets, partnerships and services for BCT· Build compelling proposals highlighting BCT’s value.· Work closely with OEM vendors (Coupa, GEP, Ivalua etc) on lead generation and oversee project execution, ensuring referenceable clients for both OEMs and BCT· Work with OEMs and internal teams to lead and support marketing events and other customer outreach programs· Adopt a consultative business value selling approach· Build out an account penetration model that encourages multi-angle access into key accounts· Build relationships with the broader BCT organization and collaborate on account planning and execution of multi-practise opportunitiesRequirementsTrack record of over-achieving sales quota in digital procurement software & service sales (coupa, GEP, Ivalua) and strong experience in Asia Pacific region· Strong and demonstrable direct enterprise-level sales experience in the software Industry, particularly within the Supply Chain and Digital Procurement domains· Strong Experience in selling Digital Procurement Solutions Coupa, Zycus, Ariba, GEP etc· Willingness to travel on a regular basis· Experienced in consultative selling to stakeholders using ROI and TCO models, rather than competing on pricing and features alone· Equally successful at engaging with all levels in an organization (bottom-up & top-down)· Assertive, Passionate, Consultative, driven to take the practice to the next level· Great at building relationships and working within a team selling environment· Ability to work under pressure and deal with complexities and ambiguities in the sales cycle· Outcome focused and not role or designation focused· Strong belief in maintaining integrity in selling· Bachelor’s degree with about 15 years of IT Service Sales experience with the last 5 years being in Digital Procurement Sales role
