Thakral One→
Head of Regional Sales at Thakral One in SG
Skills
Job Description
We are looking for Regional Head of Sales to build a selling capability that grows the business beyond a small group of senior individuals.
What you will own
You own the regional revenue and gross margin number on new and expanded business, and the selling discipline behind it.
- The regional sales number and the sales forecast
- Pipeline quality, with one version of the pipeline
- Qualification: which opportunities the company pursues and which it declines
- Pursuit governance and commercial structuring of deals, within agreed margin floors
- The sales operating cadence: pipeline reviews, forecast calls, account planning
- Partner-sourced pipeline, starting with the strategic alliance channel
- The sales team: its structure, capability and development
Key Focus
- Build a demand engine. Set up outbound effort and a named target account Programme, and specify what is needed from Marketing.
- Broaden the client base. Add new billing clients across each market so that revenue depends less on a few large accounts.
- Win on value and fit. Establish pricing discipline in pursuits, and treat walking away from poor-fit work as a legitimate outcome.
- Grow Australia and Hong Kong. Build a genuine client book in both, using the strategic partner channel where it is the faster route.
- Focus on work that earns its margin. Prioritise offerings the company wants to be known for, and reprice or decline thin-margin volume.
Who we are looking for
A services-led sales leader who understands how a regional technology services business makes money and has built a team, not just carried a number.
Area
What we look for
Experience
15 or more years in enterprise technology sales, including 5 or more leading a team across multiple markets
Sector
Financial services as the primary sector; telecommunications or large enterprise is a plus
Geography
Based in ASEAN, with current coverage of Singapore and at least one other market; Australia, Hong Kong, Vietnam, the Philippines or Malaysia experience is an advantage
Services selling
Has sold consulting and services, not product licences, to large enterprises across more than one ASEAN market
Deals
Has led pursuits of several hundred thousand to low millions in services value, with 6 to 18 month cycles
Commercial skill
Can shape a deal (fixed price vs time and materials, milestones, risk) and knows the margin consequence of each choice
Pipeline discipline
Runs the pipeline as a system and forecasts accurately
Partners
Has built pipeline through at least one software vendor alliance
Team building
Has built a sales team from a small base and made people productive
Languages
English; an additional regional language is useful