Regional Sales Manager

Scope

The Regional Sales Manager PPaaS – Asia Pacific is responsible for defining and implementing Sales/Business Development activities for both existing as well as new enterprise clients and ensuring achievement of commercial objectives including client recruitment, revenue and profitability targets. You will be responsible for formulating business development strategy, go-to-market principles and co-ordinating with the local Sales Managers in the target APAC markets (Australia, India and Singapore for now). Additionally, you will be involved in actively contributing to Ingenico shift to service and software driven strategy. You will set quarterly and annual sales goals and work to achieve them. This role reports to the Head of Strategic Partnerships & PPaaS Sales and works closely with the local Sales teams (country Sales Managers, Account Managers, Business Development Managers) as well as the dedicated PPaaS Solutions, Marketing and Customer Success teams.  

Responsibilities

• Drive PPaaS commercial activities in target markets to successful outcomes in coordination with the local teams (Sales Managers, Account Managers, Business Development)
• Develop and implement effective local strategies that maximize sales opportunities, both on existing accounts and new business development targets
• Manage and grow the sales pipeline with the continuous addition of new leads and progression of existing opportunities through to contract close and handover to our Customer Success teams
• Follow up on new leads and referrals resulting from field activity
• Lead engagement with prospective clients and work closely with the appointed Sales representative to identify business problems and position PPaaS solutions that address the needs of the customer, applying consultative selling techniques to advance opportunities
• Qualify and secure new local business opportunities and strengthen existing local accounts
• Operate under structured sales processes with a systematic approach to account planning and commercial activities; maintain account files, report documentation and proposals
• Monitor, review and drive achievement of quarterly sales targets; provide regular updates on sales activities and pipeline developments
• Build networks and relationships with customers, formalizing the relationships to improve market knowledge
• Assume responsibility for running a bid team including internal and external stakeholders, where relevant
• Prepare high-quality solution proposals that are quantifiable, defensible and focus on value proposition; develop and confidently deliver presentations to prospects
• Close sales and effectively communicate the value of the Ingenico’s solutions and how they will meet the customers’ needs and business objectives
• Create strong working relationship with PPaaS Pre-Sales and Customer Success teams to establish optimal coordination and handover processes to achieve commercial success
• Where appropriate, work with Ingenico partners (i.e., resellers, Systems Integrators, Independent Software Vendors, technology partners and alliances) to build win-win cases
• Develop market insights and competitive intelligence as key enablers for the business, sharing knowledge of latest industry trends with our sales team, customers, prospects, and partners

Experience and skills we are looking for

• Experience selling IT/technology services and solutions in the digital payments industry
• Proven experience leading Sales activities in international, fast-paced technology companies and under a matrixed organization
• Proven aptitude in effective stakeholder management, proven track record of establishing senior level business relationships and closing commercial negotiations at all levels of management, including in multi-country business organizations
• Experience developing a pipeline and working it to increase win/loss ratios and closure rates
• Ability to communicate effectively with clients to identify needs and propose solutions both from a technical and business standpoint
• Good knowledge on various pricing models, IT spend analysis, business case development, TCO and ROI analysis
• Business insight and strategic vision, with an ability to understand, analyze and manage complex subjects
• Excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations to both small and large audiences
• Ability to develop effective working relationships internally at a variety of levels and work closely with commercial departments
• Strong ability to coordinate effectively with people (internal/external) across geographically diverse cultures
• Excellent interpersonal, relationship-building and client-facing skills, demonstrating professional and technical depth and credibility to key client contacts and decision makers
• A strong team player and contributor to the success of the team, with a “can do” attitude and ability to work well under pressure
• Self-starter able to manage priorities and work with a high degree of autonomy in a matrix organization
• Organized and analytical, with attention to detail and resourcefulness in solving complex problems
• Excellent communication and presentation skills (both written and oral) in English are required
• Fluency in one of the following languages is a plus: French, Spanish, Italian

Key Performance Objectives/Indicators:

• Pipeline development
• Revenue and profitability objectives
• Customer facing activities
• Win rates

Reasons to join us

You will join a leading digital transformation company, combining the benefits of a global structure (in terms of resources, expertise, and customer proximity) with a start-up mindset and way of working (innovation, flexibility, and agile organization). You will work for a worldwide leader that offers opportunities to develop your potential and grow professionally. Ingenico is proud to be an equal opportunity employer. We do not discriminate on the basis of religion, color, ancestry, sex (including pregnancy, childbirth or related medical conditions), sexual orientation, gender identity, gender expression, age, disability status or other legally applicable protected characteristics.