Director - Business Development - Qlik - Singapore

Job description
POSITION SUMMARY (brief description of purpose of the position)
The Business Development Director - APAC is a senior role responsible for all Business Development activities in the Asia Pacific region. Specifically, the incumbent will be focused on driving revenue through the identification of new opportunities through the Qlik’s Business Development Representatives as well as outsourced telemarketing infrastructure. Towards this, he/she will work closely with the Field Marketing Managers, the Alliances organization and the Field Sales Team.The incumbent will demonstrate leadership by managing pipeline in a solution oriented approach to an Ideal Pipeline standard resulting in overachievement of sales targets. The Business Development Director - APAC will also assume overall co-ordination and alignment across the Singapore BDR team and in-region BDR teams located in Tokyo, Mumbai and Sydney. Structuring agreements with and co-ordinating the activities of outsourced staff located in remote regions will also be a key measure of success in this role.



KEY RESPONSIBILITIES & TASKS according to Strategic Business Plan
(Primary tasks and responsibilities in the job)
Build and manage a Tier 1 demand generation and inside sales organization
In conjunction with the Senior Director Marketing, APAC – accountable for setting strategic goals and tactical objectives and managing execution to completion and results
Establish and manage outsourcing agreements in Asia Pacific and driving associated programs to generate demand, ramp up outsourced staff and manage ongoing relationships with these providers. Have oversight and monitor/review SLAs to plan.
Work with country teams (including country managers) to establish clear performance indicators for Business Development – both for the in-house BDRs, as well as for the outsourced services
Track record of successfully creating alignment between sales and marketing and influencing across a multi culture, matrix organization
Ensure tight management of lead flow process and seamless integration with sales, marketing and partner demand generation programs
Ability to work within a global inside sales organization; leveraging best practices and ensuring alignment with global programs
Lead the Virtual Business Development team members to execute on outbound sales plays to help to achieve that portion of the team’s quota that must come from sources other than Marketing and Alliances
Identify gaps and strategic opportunities in respect to demand creation and works with business partners on plans to increase market share and drive profitable growth
Regular communication to the Regional Vice President - APAC on business unit growth and activities
Observe the BDR Team’s performance, model appropriate approach and sales skills, communicate feedback and listen/respond to employee questions and concerns
Lead the team to achieve pipeline health on created opportunities which is within 10% of the Ideal Pipeline
Identify potential candidates for employment, interviews and select top talent for the team
Create and support a culture of active learning, conduct and facilitate training, ensuring employees are positioned for success in the job
Lead the stewardship of the culture. Including modeling strong leadership, communication and relationship building with the regions
KEY CHALLENGES IN THIS ROLE (key objectives and focus areas in first 6 – 12 months)
Key challenges of this role will be ensuring alignment and a feeling of “One Team” across the team. Close alignment will need to occur with Marketing in respect to areas including the co-ordination and execution of outbound sales campaigns by working with the Field Marketing Managers to ensure we have the right data and contacts in place. The incumbent must model the appropriate balance between commitment to results and achievement of goals but combine it with a sense of fun, teamwork and focus.
DIMENSIONS SPECIFIC TO THIS ROLE (scope/scale of role)
Key Stakeholders
Regional Sales Directors
Alliances/Partners
Marketing, including Marketing Operations
Sales Operations
Direct Reports
None
Geographical accountability/Regions
Asia Pacific Region
Revenue/Cost/P&L/ Budget responsibility
None

COMPETENCIES & SKILLS (list core 8 – 12 core competencies considered key to success in the role and where possible detail expected behaviors against those competencies)
10 years of experience in Business Developments; preferably with technical or software companies with proven track record of facilitating pipeline growth of greater than 40% YOY
Proven ability to achieve/exceed pipeline targets and quotas
Excellent written, oral and listening skills required and an ability to collaborate
Excellent interpersonal and customer relationship building skills required
Must be comfortable speaking with high level decision makers
Excellent time management, multi-tasking and organizational skills required
Able to combine strategic development and planning with hands on approach
Considering at all times, the business, its market and the business model and how you can make a difference to the success of the business and the APAC region
Able to demonstrate ROI for Hub investment and programs
Demonstrated ability to be proactive and take initiative to get things done
Thrive in a fast paced, rapid growth environment
Strong strategic planning and analysis skills in sales and business strategy
Strong leadership; ability to lead a team and get results through others
Ability to effectively manage a geographically dispersed team
Ability to organize and manage multiple priorities
Comfortable working under pressure with tight deadlines as a decision maker
Flexible and able to improvise on the fly

Qualifications and Experience

Qualifications
Bachelor equivalent mandatory
Master equivalent preferable
MBA advantageous
Languages
Business level English mandatory
Other relevant languages would be an advantage
Experience (technical, commercial, industry / product / functional expertise, etc.)
Experience in Business Developments; preferably with technical or software companies
Strong strategic planning and analysis skills in sales and business strategy
Experience leading a geographically dispersed team
Job Requirements
Mobility – 20-30% of travel time required

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