This multinational MNC is  expanding their  business in Asia with a particular focus on China. Recently they have won a major global contract with Huawei and are in the process of rolling out their products/ solutions. This is a major project, and they need someone in Shanghai who can manage this process. In addition to Huawei,  they are also in final stage negotiations with other major local networking companies

The individual will be required to work with regional channel partners, articulating technology and product positioning. As a technical expert, is it expected that this person will manage all product demonstrations, customer evaluations, implementation support, architecture design, and preparing RFPs., POCs, to “C” Level decision makers.

Skills require to be successful in this role include:-

• Excellent communication skills in English & Cantonese
• Experienced in Windows SQL Server 2005/2008
• An understanding of Windows Domain Security & Audit policies
• Comfortable installing & configuring *NIX based applications
• Experienced in routers, switches, and firewall devices
• Solid understanding of TCP/IP protocols
• Knowledge of SIEM solutions
• Previous experience in a pres-sales role within the security industry.

This organization is pre-IPO, and has aggressive expansion plans over the next 2-3 years. This represents an excellent opportunity to join a rapidly expanding organization during its early growth phase; individuals who over achieve will be rewarded with greater responsibility and career development.

As a result of the newly set up offices in China, my client is looking to hire executive talent to help build the business and presence in Shanghai and Beijing.

The BDM will be required to identify key accounts in the region, and develop a successful sales strategy tailored to those specific clients. The individual will be required to promote the corporate image of the company, attend key promotional events, and develop a sales strategy to penetrate the “green fields” market. The China market is fertile with potential for my client’s solutions, and therefore this role requires and aggressive sales expert with vision and ambition.

Key requirements for this role are:-

• Minimum of 8 years experience in selling complex solutions to Cx level decision makers.
• Demonstrated success in consultative selling in a B2B environment.
• Experience of selling to the Banking & Finance industry, professional services, or government sectors.
• Rich experience of developing new markets, with a particular emphasis on launching in China
• Must be comfortable presenting to senior management
• Excellent communication skills in both English & Mandarin

This is a brand new set up of an establish global vendor in China, and as a result there are unlimited opportunities for talented individuals with drive and ambition.  There is unlimited earning potential, and the right person will be generously rewarded for successfully helping this organization gain a foothold and establishing dominance in the China market.

In order to be successful in this role, the SPM should have a familiarity of complex integrated solutions, and delivery of associated business outcomes. As the key interface between client and company, the SPM will be accountable for upholding service levels, managing KPI’s of supplier groups, and developing risk mitigation strategies that minimize business disruption.

Key Experience required to be considered for this role include:-

• Minimum 3 years B2B customer service skills.
• Understand complex integrated solutions, and how they achieve business outcome
• Demonstrated experience in service management related to networks, managed services, CPE, security applications, hosted DCS solutions, IT services, and unified communications
• 3-5 years Program or Project Management experience in a large, multi-national vendor.
• Excellent communication skills in English.

Additional Experience preferred includes:-

• Experienced in supplier management
• ITIL Foundations v3, PMP Certified
• Strong interpersonal skills.

This is an excellent opportunity to work in a client facing role, dealing with a large portfolio of Fortune 500 companies. The individual who is successful in this position, will enjoy wide, and varied career opportunities within this global powerhouse.

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

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