Sales Professional

The Position

We look forward to welcoming an experienced sales professional to join our team. He/She should be wildly passionate about addressing our portfolio that comprises of the following:

SEEBURGER Business Integration Suite (BIS) and related solutions and services, including B2B/EDI, EAI, MFT, API Integration and Management etc., delivered on-premises, hybrid or in any cloud.

This role will be filled ideally in Malaysia. The position gets full support from SEEBURGER’s experienced solutions architects, support and management teams.

• The business accelerator  sought needs to have a sound understanding of the integration software, cloud and services marketplace including business drivers, competitors, use cases for target industries as it relates to SEEBURGER's business integration offerings; B2B/EDI, MFT, BPM, SOA, Webservices, API Integration and Management, Digital Applications, EAI including application integration, Cloud, EDI & B2B processing, data management etc.

• The candidate must have carried a quota for at least 10 years in the enterprise integration  (middleware) software space with a successful track record in consultative selling , with    strong  g C-Level  and business department relationships perceiving him /her  as a trusted advisor, missionary in purpose
• Having an entrepreneurial spirit and seeking to build one’s  own territory as a franchise, the candidate must be motivated  & an experienced “hunter/closer” sales professional who will secure software , subscription license and cloud services sales in new Greenfield accounts.
• The candidate would be expected to do multiple meetings every week to generate a new   SEEBURGER linked opportunities in Asia Pacific.  Global accounts experience is an added advantage.
• Travel: 30-40%, depending on overall business situation.

Your various responsibilities / tasks

• Working with APAC sales management, to understand and execute the strategic new business sales plan.
• Learn about SEEBURGER as a company, its products and services in order to best align SEEBURGER as the best choice for integration requirements at target accounts
• Take on multiple sales roles starting with lead generation that includes:
  • From warm and new prospect list, research target markets, competitors, specific organizations to identify potential organizations across diverse industry verticals - with a proven record of success in one or more industry domains.  .
  • Create compelling messaging for various stakeholders Use various communication methods to generate leads s.
  • Consistently work on fulfilling sales targets while ensuring customer satisfaction
  • Have qualification skills – to identify and develop select leads to an opportunity for closure eventually..

• In the Sales role:

• Be able to effectively manage and advance prospects through each stage of the sales cycle  to build a healthy pipeline and meet sales targets directly and with partners
• Work with in country /regional and global partners
• Prepare and deliver tailored / effective value proposition based presentations that address business challenges experienced by prospects with ability to  communicate key differentials vis a vis alternative offerings. As a team player, effectively leverage & involve internal resources to assist in the sales campaign   – specially account strategies, development and execution of presentations, pricing strategies and Question and Answer sessions.
• Effectively prepare and problem solve within the objection phase of the sales cycles to consistently advance the buying process to next the stage.

• Negotiate with potential prospects to secure a win/win agreement and formalize contracts  signing
• Utilize and update all sales related tools (e.g., CRM etc.).

Your profile

• Ability to undertake multiple roles – lead generation and solution selling.
• Experience in selling on-premise business integration solutions, services and/or cloud solutions to corporate prospects and having an overall understanding of prospects demands/requirements in the business integration area.
• Strong prospecting, qualifying, sales cycle management and negotiating skills.
• Good understanding of Business  Applications used by the target verticals viz Ports and Logistics , Financial services , Manufacturing etc
• The candidate  must be  self – motivated,  resourceful and creative practicing strategic selling and conversant with value selling ,
• Comfortable in prospecting and , uncovering business needs and presenting SEEBURGER BIS based solutions in the capacity of a trusted partner/ advisor
• Formulate business closure plans.
• Knowledge of the APAC integration market, competitors, market initiatives, trends and major solution vendors
• Willing to work in an entrepreneurial environment with a global team
• Keeping up to date with advances in integration and cloud services and technologies.
• Experience with CRM software (e.g., Microsoft Dynamics)
• Familiarity with MS Excel (e.g., analyzing spreadsheets and charts)
• Understanding of sales performance metrics
• Excellent organization and time management skills
• Excellent and consistent performance reporting

Standard benefits as per company policy and practices would be applicable for the position advertised.