Head - Global Accounts - Avaya - Singapore

Job description
You will lead a group of Global Account Managers across the Asia Pacific Theater in their approach to drive new business and protect existing accounts at renewal. This position reports directly to the President of APAC. This individual, partners with regional account and channel managers to attain revenue objectives by providing solution and business consultation as well as defined expertise for Unified Communication, Contact Center and Cloud Solutions throughout the sales process. The Leader generates demand, anticipates and identifies leads for customer business needs and proposes
Managed Services and/or other company products and services to meet those needs. This Individual develops and negotiates customer specific contractual agreements to closure and develops appropriate financial analytics to represent customer ROI as well as to gain alignment across internal business units. Furthermore this individual plays a major role in account/territory planning sessions that apply to an area of specialty that focuses on revenue generation for the company. This role is distinguished from other Sales roles by providing technology and services expertise and the ability to completely understand enterprise customer’s IT landscape and IT Operations environment, identify potential opportunities and develop a business case to position value added services of Avaya.

Key Responsibilities:
Ensure a Simplified, Highly Skilled and Segmented Go-To-Market Sales Model and to ensure that this group continues to be a strong Growth Engine for Avaya
Positions and promotes Avaya’s value proposition, leading account managers in the development and expansion of opportunities, and reinforcing existing relationships
Responsible for sales planning and accurate forecasting
Drives Avaya Client Retention Program through “Heat Map programs” to target prime Cloud opportunities and support maintenance retention efforts and Close and Optimize large Complex Deals through Dedicated Deal Capture Management Team to support Avaya’s Cash, Revenue and Margin Objectives
Develops and executes sales strategies and tactics that maximize the company’s opportunity within the customer environment.
Enables and drives Public Cloud Growth – defining and executing demand generation activities and applying a segmented Go-To-Market approach
Leverages the growing and loyal Client Base to expand/upsell Avaya footprint (more users, features, applications) and insure Maximum Client Retention
Instills a Highly Skilled, motivated and performing Sales Force that can drive sales in a High Touch Channel engaged Go-To-Market Model
Directs an account team and applies sales leadership experience working with sales teams and solutions using today's most innovative technologies

Desired Skills and Experience
Qualifications:
BA degree - MBA or graduate degree preferred
15+ years experience with a minimum of 10+ years sales experience with Global Accounts across APAC
Excellent English verbal and written communication skills
Strong Sales and Sales Leadership Skills
Change Management Skills
Business Development Skills
Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
Requires a mature solution selling approach with an established sales record in the networking, telecommunications, convergence, call center and unified communications areas.
Needs to make staffing decisions (hiring, deployment, development, allocation) and Staff Development of Senior Sales Associates
Must be able to lead a national team and will make important resource decisions that apply to both corporate and account team resources with new opportunities.
Develops and drives installed base programs through strategic account plans and up-sell opportunities through his or her associates reporting into
Sales management of a technical sales organization that includes account managers and systems engineers.
Sense of urgency, speed and flexibility, can work in a changing environment
Personal and Professional Development - Committed to seeking and acting on feedback and learning opportunities (openness and transparency and mental agility)
Requires a strong background in executive-level communication, building customer and partner relationships, and territory planning and segmentation.
A strong understanding of offer/product management is required in order to incorporate existing company service offerings with channel offerings.

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