Job Description
We are working on a Country Sales Manager position in Philippines for one of the leading US Business CX/CE/CCaaS Software vendors. They sell around 9 to 10 different CX/CE software solutions to all customers. (But unlike Oracle/SAP/Microsoft, this US Business Software vendor does not sell everything. The company is focused only on selling CX/CE software, no other type of software).
The hiring manage (VP of Asia) would like the person to spend:
60-70% of time in Direct High-touch Sales and developing new logos and managing direct Enterprise accounts (in FSI, BPO/BPM and Telco sectors)
20-30% of time driving and growing Channel Partners to develop all industries (of course, also include FSI, BPO, Telco) (the Channel partners in Philippines are already there, so there is no need to spend more time training the Channel partners to sell CX/CE Software again.)
The Direct High-Touch Sales means that this person will sell/pitch the solutions to the CxO/Decision Makers of the customers (FSI, BPO/BPM, Large Enterprises and Telco). Once the customer agrees to buy the software, this Country Sales Manager will then refer a local channel partner to the customer. The channel partner will then sign the sales contract directly with the customer and then the channel partner will deploy the software for the customer.
No worry. The VP understands that there is no way you can manage and look after every single customers all by yourself, even if you don’t sleep. This Country Manager post will still use the Channel Partners to help expanding the customer based in Philippines.
There are also 8 to 9 technical related staff based in the Philippines office - Pre-sales, Solution Consultants, Post-sales support, Project Managers. Please note that the technical team is co-led by the Technical/Consulting Director based in Singapore and Australia (but these executives do not speak the local Philippines language, so the Philippines based technical team is also dual coached by this Philippines Country Sales Manager).
And don’t get me wrong. Although they have local Technical Team based in Philippines, but they normally use local Channel Solution Integrators to sign the Sales Contract with the customer and then deploy the solutions for the customers. With this lean organization, they only can serve 1 or 2 very strategic and/or very large customers directly. All the other customers must be served by their local Solution Integration Partners. Their Technical Team only get involved during the Presales Cycle as well as acting as the 2nd tier Post-sales support to the Channel Partners whenever they need help.
Requirements
Ideally, if the candidate possessed strong Sales track record selling to one or more of the following industries, that would be perfect. (But at this stage, the client is also open to talk to all Sales candidates as long as his/her Direct Enterprise Sales experience is also very solid)
BPO/BPM industry - Ideal
FSI (Banking/Finance/Insurance) - Ideal
Telecom companies and/or Large Enterprises/Large Local Conglomerate – Ideal
All other industries – They are also open to talk to Sales candidates with solid and successful Sales background selling to all other industries.
In addition to Pure Sales candidates, (the VP of Asia suggested) another option is to find someone with aggressive sales character who has previously worked in Presales Technical support role with good connections with CxO/Decision Makers with recent years moved to Sales Manager or Senior Account Manager role and selling solutions to any one or more of the following industries in the Philippines::
FSI (Banking/Finance/Insurance),
BPO/BPM,
Telecom companies or Large Enterprises/Large Local Conglomerate
Initially, the hiring manager hopes to find people who are working in vendor/reseller partners which are selling CX/CE/CRM solutions:
Genesys/Nice/Aspect Software/Avaya/Cisco/Amazon/Microsoft/Salesforce or similar or their reseller partners in Philippines.
(Given saying that, Cisco/Avaya/Microsoft/Amazon AWS are actually the global partners of this US CX/CE Software company, and its CX/CE solutions can actually be integrated with or running on these companies’ platforms. Based on customers/projects situation, sometimes their Sales team might even join call to target the same clients for very big projects).
Someone who has good Sales experience in selling Contact Center/Call Center solutions (Systems or Software) could easily switch to selling their solutions.
If the candidate is also experienced in selling to the following, it would be perfect.
Direct Contacts with BPO At CXO level
Direct Contacts with BFSI and Telcos CXO level