Territory Manager (Inside Sales) SEA

Our client is the world’s leading supplier of enterprise software and services for asset intensive industries such as energy, mining, public infrastructure and transportation and they bring more than 120 years of experience delivering enterprise solutions specifically designed to support the needs of global companies in asset-intensive industries.

The purpose of this role is to achieve the agreed sales quota, primarily via telephone contact, by identifying and gaining business from new and existing clients and ensuring complete customer satisfaction when dealing with the organisation.  The role will be responsible for account and partner management, inbound and outbound, “cold calling” in support of sales and marketing campaigns, qualifying leads in the CRM database, and taking leads though the sales cycle to close.

The role is accountable for the following activities:

• Establishing and/ or maintaining a direct relationship, primarily through telephone contact, with new and existing clients to determine their present and future business needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for the organisation.
• Responsible for achieving a quota, selling the full range of designated products and services.
• Maintaining outbound telephone call rates to assure contact with assigned clients and acting as the main interface between the client and the organisation to ensure an optimal level of service is provided at all times.
• Managing accounts for “non-named” customer install base for all up-selling and cross-selling opportunities.  Support sales field in specified market segments for pricing and order processing.
• Overlaying Field Sales team in named account territory for lower value transactions.
• Qualifying leads from Global Marketing and maintain updates in the CRM database.
• Working with Global Marketing on Lead Generation Campaigns within specified market segments.
• Providing account management for Channel Partner (if required) in pursuing and identifying opportunities and assist in pricing inquiries and order processing.  
• Playing an active role in closing end-user business by working closely with Channel Partners and managing a sales pipeline
• Understanding the customer's objectives, buying criteria and decision making processes and forming long term business partnerships in order to leverage revenue from the relationship and promote the organisation as a quality supplier with the aim of achieving "preferred" supplier status.
• Negotiating price and volume discounts (where applicable) in accordance with the organisation's policies and liaising with Technical Support staff regarding technical issues to ensure client retention and continued business.
• Identifying and gaining new business through a sustained program of cold calling, mailing and following up referrals/leads and keeping abreast of competitor's Sales strategies.
• Conducting product demonstrations and assist with sales proposals and contracts for specified market segments. 

• At least 4 - 6 years of Sales experience, and may possess relevant tertiary qualifications. Preferably in high tech industry and software marketing and sales
• Telephone selling skills, including the ability to negotiate, persuade and influence
• Product and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution
• Detail oriented with proven follow-through and lead management capabilities
• Work effectively with Sales and Marketing in a fast-paced sales environment