AVP Sales – Digital Procurement (APAC)

· Identify, Build & Manage Prospects pipeline in APAC

· Engage with C-level prospects to position BCT’s Digital Procurement value proposition and steer the deal to closure

· Manage existing accounts by maintaining, developing and expanding client relationships on an ongoing basis

· Understand the competitor landscape in the practice area and key differentiators for BCT

· Identify and explore new markets, partnerships and services for BCT

· Build compelling proposals highlighting BCT’s value.

· Work closely with OEM vendors (Coupa, GEP, Ivalua etc) on lead generation and oversee project execution, ensuring referenceable clients for both OEMs and BCT

· Work with OEMs and internal teams to lead and support marketing events and other customer outreach programs

· Adopt a consultative business value selling approach

· Build out an account penetration model that encourages multi-angle access into key accounts

· Build relationships with the broader BCT organization and collaborate on account planning and execution of multi-practise opportunities

Requirements

Track record of over-achieving sales quota in digital procurement software & service sales (coupa, GEP, Ivalua) and strong experience in Asia Pacific region

· Strong and demonstrable direct enterprise-level sales experience in the software Industry, particularly within the Supply Chain and Digital Procurement domains

· Strong Experience in selling Digital Procurement Solutions Coupa, Zycus, Ariba, GEP etc

· Willingness to travel on a regular basis

· Experienced in consultative selling to stakeholders using ROI and TCO models, rather than competing on pricing and features alone

· Equally successful at engaging with all levels in an organization (bottom-up & top-down)

· Assertive, Passionate, Consultative, driven to take the practice to the next level

· Great at building relationships and working within a team selling environment

· Ability to work under pressure and deal with complexities and ambiguities in the sales cycle

· Outcome focused and not role or designation focused

· Strong belief in maintaining integrity in selling

· Bachelor’s degree with about 15 years of IT Service Sales experience with the last 5 years being in Digital Procurement Sales role