THE ROLE
Reporting to the Sales Manager for Global Accounts, you will be responsible for approaching, identifying and qualifying appropriate target accounts and opportunities within the company’s major international contracts which include 94% of the Fortune 500
You will be expected to learn and understand the organization’s strengths and weaknesses to differentiate services from competitors.
In your position it will be essential to build strong long term win-win relationships with valuable accounts, and secure long term, profitable business from these international clients
You will be expected to position the organization at a strategic level within our major customers.
You will be responsible for managing revenue opportunities using sales management tools such as Siebel, as well as providing strategic account management
Furthermore, you will be responsible for owning, updating and reviewing customer account plans, providing accurate forecasting on sales opportunities, and offering proactive account, relationship and opportunity management

REQUIREMENTS

INTENSE AMBITION IS A REQUIREMENT

Proven international sales experience successfully selling high value, complex products and services in the IT industry to C-level executives

A strong passion to be involved in a dynamic environment and drive change.  You must be an ambitious performer willing to take the step into an evolving business model and be a part of an exciting transition.

The ability to present a value proposition that leverages the skills and capabilities of the company

An excellent sales performer with the ability to provide fresh ideas and insights to increase the solutions capability of other team members.  This is not a leadership/management role, but the qualified candidate will be in an excellent position to help influence and impact the team performance through excellent team work, as well as strong individual performance.
You must have strong business level English with high caliber presentation and negotiation ability.

Overview
My client offers enterprise customers more than 200 solutions within its security, storage and systems management software portfolios.  These solutions are delivered to customers through multiple sales channels, including Direct B2B, Value-Added Resellers and Strategic Partnerships.  Setting them apart from our competitors is the devotion and time they take to understand their customers’ requirements better than the competition. They help customers revolutionize their businesses, driven by core values in every interaction, so that each and every employee feels proud to be a part of the winning team of this organization

Responsibilities
Meeting and exceeding sales quota for a set number of named accounts. 
Responsible for the  sales and business relationship with the customer.
Using CRM, responsible for the development, management and closure of forecasted opportunities.
Develop and implement specific customer account and opportunity plans in support of company goals and quota objectives.
Manages and drives revenue through complex, multiple go to market strategies. 
Customer Development (creating demand, customer needs analysis, relationships building)
Develop strategic relationships with named accounts within the allocated sector with responsibility for developing a target account list
Secure new business by selling complete solutions supported by a complete range of products and services i.e. software licenses, professional services, customer training, maintenance agreements and support.
Sell strategic projects to ensure that the company builds long-term relationships with clients.
Manage tactical accounts ensuring a constant revenue stream and steady pipeline of business.
To manage, enhance and build effect relationships with existing clients.
Use a consultative approach to sell at board level as well as at project management level.

Qualifications
Bachelor’s Degree or equivalent experience.
At least 8 years+ of demonstrated sales account management experience in the IT software industry for Major Accounts.  Candidates with more experience can be considered for more senior position.
Ability to liaise with partners with demonstrated experience selling to the executive level customer at all levels.
Excellent time management skills.
Ability to take account ownership.
Good analytical capabilities.
Excellent verbal and written communication skills.
Excellent presentation skills.
Strong achievement against quota

As the Pre-Sales Manager, you will be required to work closely with the sales team to provide POC, RFP, and RFIs to major prospects in the region. It is expected that you will gave a minimum of 8 years experience in the security industry, 5 of which will have been in a pre-sales role.

Requirements

10 plus years of pre-sales Experience

Deep knowledge of Networking

Deep Knowledge of UNIX

Working Knowledge of Security Applications (FW/IDS/IPS/WAF etc)

Fluent English, Cantonese and Mandarin

Knowledge of security solutions and products from Juniper, Cisco, F5, A10, ALLOT, Extreme, Fortinet.

This is a great opportunity for an individual with a pre-sales background who is looking to join a rapidly growing vendor. My client has award winning solutions, and is poised for accelerated growth in the APAC region. In addition, this organization is privately owned and is set for pre-IPO within the next few years. This role needs to be filled urgently, if you are interested AND feel you have the necessary qualifications, act NOW and contact us.

Responsibilities

As a senior consultant for this organization you will be seen by the customer as being the security guru and will act as the main focal point for all security related issues for the customer. As well as leading the client engagement you will also have the following responsibilities:-

• Coordinate with relevant parties to finalize an overall support plan on security for customers
• Provide high level project management on multi-million dollar deals
• Make recommendation to customers based on regulation/compliance requirements
• Actively participate in industry standard security forums and users groups to remain up to date with current security trends, threats, common exploits and security policies and procedures
• Assist in developing security standards, policies, and procedures including industry best practices and customer’s requirements and risks
• Ensure the implementation of physical and logical security plans are consistent with customer’s security policies and industry standards
• Provide a leadership role on security for the customer to ensure the achievement of security management according to set SLA’s

Requirements
• A CISSP is mandatory, and CISA or CISM qualifications are highly desirable
• Good communication and interpersonal skills
• Ability to set strategic direction, formulate project programs and monitor implementation
• In-depth knowledge on IT Security (preferably within a banking environment)
• Good understanding on network management and DR Planning
• Ability to ensure compliance with the customer’s security policy
• A Bachelor’s degree in Information Systems, Business Administration or related field
• Around 10 years of IT experience of which 5 years in the field of information security
• At least the last 3 years of working experience must be gained performing the role of Security Information Officer in large multinational corporations or as Security Consultant in services company (highly talented pre-sales consultants would be considered)
• Experience in banking or finance industry is preferable

Business Continuity and security are proven market accelerators and are essential components in my client’s growth strategy. They are looking to hire experts within security related verticals. These functional experts will be tasked with building their own functional consulting practices within the larger security solutions division.

As Practice Head of Business Continuity and Disaster Recovery APAC, you will be required to

Lead the development of   Managed Security and Business Continuity Services specific to the Asian market.
Build appropriate proposition capability across Asia for BC/DR.
Select and design a partner contribution plan to proposition capability
Align proposition requirements with the appropriate Product Operations team to ensure necessary product capability underpins proposition delivery.
Work to ensure necessary capability is in place for successful sale & delivery of MSS and BC propositions
Work alongside Pre-sales and Bid Teams to assist in securing new business where necessary.
Provide industry leading seminars and presentations to support the BC/DR practice in Asia.

Appointing the most qualified person to this role is vitally important, this is a demanding role and my client is looking for a prominent figure within the APAC BC/DR community. Candidates will have to demonstrate direct experience of working within the Security field, and well as expert experience within BC/DR. A background of providing consultancy services is important, as too are skills in Sales and Business Development.

Successful candidates will already hold the relevant industry qualifications, such as CISSP, CISM, ABCP, BCP, and membership to DRI, etc.

Applicants should have extensive experience of dealing with “C” level clients, and should possess exemplary communication skills. Individuals should be open to change, strive towards excellence, and have the ability to motivate others.

The GM is responsible for the business strategy, market solutions, and general management of the Data Centre Solutions Line of Business (LOB). The LOB GM is responsible for building and executing on a business plan which encompasses a combination of Professional Services, Managed Services and vendor’s technology products.  They have overall responsibility for the success of their LOB as well as ensuring the development of appropriate solutions from design through to build, manage and operate.

Key responsibilities

•    Own the LOB target consisting of Product, Professional and Managed Services, and responsible for the profitability of LOB in its own right as a “micro-business”
•    Set LOB direction and create the LOB Business Plan incorporating the strategic and operating plan as well as medium / long term resource plans
•    Obtain buy in and work with Country Managers, Country Sales Specialists to ensure execution of operational plans at country level
•    Understand global solutions and differentiators, as well as a strategic and commercial understanding of local market demand and opportunity
•    Effective localisation of global solutions with a clearly articulated local positioning for every solution (ensuring global promises can be delivered locally)
•    Responsible for recommending pricing and providing input to budgets / forecasts
•    Define local skills requirements to match local go-to-market strategies
•    Define solutions and clearly articulate the value proposition for the LOB
•    Identify strategic partnerships and our partner engagement model
Conduct gap analysis and carry out local up-skilling against both pre-defined and evolving requirements
•    Create and drive strategic marketing materials for LOB
•    Create and leverage IP within LOB across Asia
•    Cooperate with other LOB’s and ensure alignment for the success of the business in Asia
•    Provide people within LOB regionally with focus, direction, advancement and structure
•    Monitor and assess the success of LOB initiatives within key clients
•    Accountable for major projects impacting the LOB

Requirements

The business is about providing Data Centre solutions to the company’s clients to meet their ever changing business requirements. As such, it requires someone who can help evolve and mature the business from being primarily product and projects driven, to a becoming Services led business.
This person will therefore have:
•    A well developed knowledge and understanding of the business benefits that the core Data Centre solutions are intended to deliver; including
o    Consolidation and Virtualisation
o    Data Management
o    Storage Optimisation and Management
o    Data Centre Management
•    Experience in developing and taking to market managed services around these value propositions
•    An understanding of where the market is going, trends, relevant and successful products and technologies in this space
•    An understanding and experience with solution based selling and delivery
Knowledge of the products and services provided by our key vendor partners
•    Recognised expert in LOB, and general knowledge of other practice areas within the company
•    A strong business management background including strengths across technology consulting, sales, business development, people and financial management
•    A thorough knowledge of Company solution sets and value propositions
•    Broad knowledge of the IT industry, including global trends
•    Financial and commercial awareness to effectively manage the practice
•    Strong strategic understanding of the use of technology and clients issues
•    Demonstration of Company’s core values of Proactivity, Teamwork, Professional Excellence, Partnership, Personal Commitment and Multi-Cultural Strength
•    Strong interpersonal and presentation skills and the ability to articulate the Company vision and the Practice visions and how these relate
•    Demonstrated ability to develop strong consulting type client relationships at IT Director / CIO levels
•    Ability to develop strong vendor relationships
•    Good financial skills to monitor financial performance of Practices and the Branch
Good leadership qualities to drive strategy and motivate LOB team to succeed nationally

]]> http://www.s3group.com.hk/general-manager-storage-solutions-apac/feed/ 0 http://www.s3group.com.hk/ibank-612-month-contract-network-design-consultant/ http://www.s3group.com.hk/ibank-612-month-contract-network-design-consultant/#comments Tue, 30 Mar 2010 03:59:25 +0000 Scott http://www.s3group.com.hk/?p=692 A seasoned security network design specialist is required to work on a 6 month engagement for a major iBank.
Skills required are:-

• Very strong skills in Cisco and Juniper products / solutions
• 3-5 years network security experience
• Detail Data network design analysis
• Hardware/Links ordering/follow up
• Configuration/Documents preparation
• Installation& Data Cutover
• Users migration to consolidated office and other office
  decommissioning
• Strong technical knowledge and experience with Cisco, Juniper and BNT
  hardware platform
• Good project management skill in order handle the time line and
  reporting
• Good communication skill to support execution remotely within Asia
• region.

This is an urgent requirement. Interested parties should contact us for more information on +852 3101 9203

There is an urgent need to hire a highly qualified Pre-Sales Manager to support and manage a portfolio of Large Enterprise clients and channel distribution partners through all aspects of their operational relationship with a major security vendor.  Provide technical account management and implementation support to enterprise clients and partners across North Asia.  Provide ad-hoc pre-sales support on up sell opportunities.

Responsibilities:

•    Serving as the primary com link and key resource for the client in their interactions and partnership with the company
•    Managing and resolving client/partner issues and concerns
•    Collaborating with Global Customer Support Centre to ensure closure of outstanding technical issues
•    Liaising with other departments to make sure clients have what they need
•    Executing new and up-sell implementations, providing training to the client or partner, identifying requirements
•    Partnering with the direct and/or channel sales teams during up-sell opportunities
•    Leading account growth by identifying ongoing needs and developing opportunities
•    Researching, developing and cultivating clients and partners to understand their business needs
•    Measuring, processing, and distributing feedback on the effectiveness of  services
•    Ensuring client and partner needs and expectations are attainable and realistic in relation to the services portfolio.
•    Staying current on industry trends, best practices and competitor information
•    Managing, measuring and tracking client service expectations and results
•    Maintaining and nurturing relationships with multiple clients and partners
•    Maintaining client information and providing updates to management as requested

Essential:
•    Over 5 years experience in a sales engineering role with excellent customer facing experience.
•    Solid security background, with at least CISSP certification
•    Excellent written and verbal communication skills
•    Experience in client relationship management
•    Self-starter with ability to analyze and assess organizational issues
•    Technical knowledge in SMTP, DNS, TLS/SSL, HTTP, Microsoft Active Directory, and TCP/IP Networking
•    Ability to plan, coordinate, and manage multiple activities
•    Ability to motivate and influence people in order to elicit high quality work output
•    Ability to work in a fast paced environment in a structured manner
•    Experience in providing presales technical support during sales cycles
•    Previous experience working within technology sector, preferably with an internet or telecom focus
•    Strong understanding of internet technologies
•    Language ability in Cantonese & Mandarin

Desirable:
•    Bachelor’s degree or higher in business and/or technology related field
•    Sales engineering experience in a managed services model.
•    Experience in liaising and negotiating with global clients at a senior level
•    Experience working in both a direct and multi-channel distribution model
•    Demonstrating how technologies can solve business problems.
•    Consulting and facilitation skills
•    Demonstrated results oriented track record
•    Technical familiarity with Microsoft Exchange, IBM/Lotus Domino, Novell GroupWise, Postfix, Sendmail, Linux, LDAP,

Interested parties should send a WORD version of their resume to resume@s3group.com.hk.
Only short listed candidates will be contacted.

Please note! If you are in IT Security and you are looking for better career opportunities, please contact us on +852 3101 9203 for a confidential discussion or send an email to resume@s3group.com.hk. We are currently working on over 30 IT Security opportunities, and are looking for individuals with CISSP, CISA, CISM, CEH accreditations.

Responsibilities

To sell SaaS security services into the corporate market place by generating new business opportunities in specific and vertical or geographic market segments, interfacing both directly with customers and whenever possible, working through channel partners.

• Identifying, researching and targeting prospective business using all available means, including cold calling
• Create and maintain a sales pipeline of opportunities within the designated market segment(s)
• Development & maintenance of a business plan for the designated market segment(s)
• Build decision making level relationships with prospects to understand their business needs in relation to the use of internet technologies.
• Work with the Marketing, Operations, Sales Operations and Client Services Departments to develop ongoing business opportunities.
• Develop a comprehensive understanding of business trends needs requirements of the relevant horizontal market and provide regular feedback to the company, especially in terms of new product requirements.
• Work with the Regional Partner account Managers/ Directors to maximise horizontal expertise & knowledge sharing between the teams
• Develop and manage referrals in order to generate leads
• Adhere fully with the sales rules of engagement for transitioning customers from business development to account management and work closely with channel partners
• Work closely with the Client Services executives to ensure the customer is being managed within their expectations and that any opportunities are handled appropriately
• Liaise with other internal departments as required (e.g. Client Services, Operations, Legal and Marketing) to ensure smooth running of all interactions that prospects have with the company
• Provide accurate forecasts and reports on activity and sales performance as and when required by management
• Ensure all weekly KPI targets are met
• Work with Channel Group and Marketing to generate Associate Partners and business development opportunities through campaigns and programs for recruitment of Associate Partners.
• Maintain accurate and up to date customer information within business systems (Siebel)
• Ensure full compliance with all internal processes including sales order quoting systems (SOP)
• Compete with other team members for recognition, awards and incentives

Profile of Job Holder

Essential:
•    Good relationship builder with proven sales experience
•    Proven track record of revenue generation and achievement of targets
•    Experience of working with a CRM system
•    Solid understanding of sales cycles
•    Experience of high-activity sales
•    Ability to effectively communicate at all levels, in written, verbal and presentation form
•    Ability to develop and manage a consistent sales pipeline
•    Strong negotiation skills
•    Driving license
•    Can do, flexible and mature attitude to the role with plenty of common sense and an outgoing personality
•    Strong team player
•    Use of MS Office applications, PowerPoint and email
•    In-built desire to push oneself to over-achieve

Desired:
•    Demonstrable expertise in the Corporate market with good volume and depth of relationship with contacts
•    Formal sales training
•    Ability to manage and develop customer facing days such as seminars
•    Knowledge of Siebel and Cognos Reports
•    Time spent in an IT Security/IT/Telecoms environment

The key responsibilities of the role are to develop new Consumer and SMB Online opportunities within enterprise accounts.  To engage with regional teams to develop account plans for specific target vertical markets within an agreed set of enterprise accounts in order to improve account penetration via a sell thru model.     This role will be a key interface between both the Consumer team and the Enterprise Account managers and will be critical to the success of this program.

Primary Responsibilities

• Develop account plans in conjunction with named Enterprise Account Managers.
• Provide guidance and direction to the EAM in the identification/qualification of potential partners/target opportunities.
• Identify key groups and stakeholders within identified accounts and develop cross-segment monetization plans.
• Manage engagement with the named strategic accounts to achieve optimum results.
• Lead a large, complex, virtual team, working collaboratively with primarily Consumer Business Development managers and Enterprise Sales Executives, as well as Product Management, Partner (technical) Management, Marketing and other relevant functions
• Develop and deliver detailed, accurate and timely bookings forecasts. Ensuring the opportunity is recorded in both the enterprise forecast and pipeline management system.
• Close individual opportunities and manage the hand over to the local Consumer team.
• Collaboratively identify, qualify and close new revenue growing initiatives.
• Work within the virtual teams across the APAC regions to allow development of combined Consumer / Enterprise opportunities – initially focused on the Financial and Telco verticals.
• Manage the enterprise opportunities to meet or exceed revenue quotas.

Experience

• Business Development experience in a regional role that requires working with cross functional teams preferably involving integrating SMB and consumer technologies with a partner offer.
• Experience of managing and developing relationships with internal stakeholders, building internal resource teams for large enterprise clients.
• Matrix Leadership experience.  This individual must have :
  • Excellent planning skills
  • Ability to clearly communicate
  • Exceptional relationship development skills
  • Excellent leadership/bearing (sets example, etc)
  • Matrix leadership experience in sales and non-sales roles

• Previous Enterprise Account Management and Sales Management experience is ESSENTIAL
• Track record of consistent over quota achievement.
• Previous Online Marketing experience – Direct web (ecommerce) preferable.
• Executive level contacts at partners in the PC Manufacturing, ISP and Home Networking business preferable.
• Should be capable of developing detailed and well organized account plans with quarterly and annual business goals and be able to execute effectively against plans.
• Strong knowledge of consumer and SMB software security markets required.
• Exceptional interpersonal, communication and presentation skills.
• Must be comfortable with 70% APAC travel.