IT Sales Engagement Manager required for a large global Systems Integrator- leader in delivery technology services and solutions across Asia-Pacific

About the role

The Engagement Manager is responsible for increasing market share and profitability in order to achieve or exceed planned revenue growth and profit targets. The Engagement Manager is required to identify new business relationships and maintain productive and effective relationships with existing customers. Furthermore, the Engagement Manager is also responsible for retention and growth of existing customers.

Your core responsibilities will consist of:

• Achieve or exceed agreed business targets through planning and implementation of effective prospecting sales techniques and processes to develop new business.
• Articulating the value proposition to new customers from cold calling through to face to face meetings
• Validation of the solution with the customer by translating customer needs into the relevant line of business or Practice service/product offerings
• Application of the sales cycle from customer identification, cold calling, questioning, diagnosis of customer needs and IT environment
• Coordinate technical presentation of the solution to the customer with Solution Architect
• Translating the opportunity into further customer meetings with Solution Architect (SA) to present the proposed solution, negotiate pricing and terms and close of sale
• Develop leads through participation and attendance at events and conferences
• Lead follow-up into existing customers
• Completion of proposal and tender responses
• Timely coordination of bid responses ensuring all resources participate as required
• Attendance at both internal and customer/client ‘kick-off’ sessions
• Applies professional experience in managing complex problems in a creative way and is able to work on problems of complex scope where analysis of situations or data requires an in depth evaluation of causal factors source opportunities to identify more business out of existing customers
• Maintain effective Vendor relationships
• Maintaining own professional development through attendance at Vendor training, events and seminars and networking to optimise industry knowledge
• Participate in co-branded and Vendor events including product launches, strategy and roadmap sessions, providing feedback to Vendors on customer’s experience of their technology, attend road shows, events, co-developing solutions to win new customers and more business out of existing customers
• Abreast and up-to-date with current and emerging technologies
• Actively participates as a member of the Sales Practice Team for the purposes of delivering optimum technology solutions to customers
• Attends weekly Sales Practice team meetings, weekly update of sales pipeline into ConnectWise (CW) ensuring accuracy of the opportunity
• Promotes and supports the team in communicating/participating in key projects
• Support and contribute to Marketing events

Key Requirements:

• Have a minimum of +5 years proven success and experience in Business to Business (B2B), new business development to medium-large organisations across a range of industries with the ability to articulate and develop solutions of the customer requirements
• Have a minimum 3-5 years’ experience in a similar environment e.g. Re-seller, Systems Integrator (SI) or Vendor experience;
• Exhibit a strong knowledge of tier 1 Vendors;
• Have excellent IT industry awareness – knowledge of networking, operating systems, email, IT processes, ITIL, storage, back-up, databases is essential, knowledge of ITIL frameworks and a broad understanding of cross practice offerings and Vendor technologies;
• Have a strong knowledge of emerging industry trends and ability to articulate this into customer solutions that client can deliver on;
• Possess strong verbal and written communication skills