Country Sales Manager - ANZ

Job Summary

The Country Sales Manager is responsible and held accountable for all aspects of InterSystems business in Australia and New Zealand. The focus of the role is to increase revenue and sales by acting as an ambassador to our customers and the marketplace. It is ultimately accountable for the business’ Profit & Loss, and is charged with developing and executing the strategy that should result in ongoing maintenance of a satisfied and stable install customer base. The Sales Country Manager is also responsible for expanding the customer base within, but not exclusively in, the emerging markets.       

The Sales Country Manager is also an ambassador to the customers and marketplace, as well as being a spokesperson for the company.  Since many of the people we deal with are owners of companies, the Sales Country Manager must be someone they see as adding value to discussions with them.

Several departments report directly to the Country Sales Manager.  In particular:

• Sales
• Sales Engineering

Other department staff do not report directly to the Country Sales Manager, in particular:

• Implementation & Technical Implementation Services reports directly to the Professional Service Director for SEA and ANZ, who reports to the Regional Managing Director.
• Software support worldwide reports directly to U.S. Worldwide Response Center, which provides 24-hour per day support 365 days a year. At the discretion of the support director there may be people in the country who work for support and report to the U.S. office.
• Finance reports directly to the U.S. Dotted line to the Sales Country Manager
• Marketing reports to the Director of Marketing ,

As not everyone in the office reports to the Country Sales Manager, the Country Sales Manager must work in a more sophisticated manner, often using influential and persuasive skills.

Functions & Responsibilities:

The Country Sales Manager will be responsible for the following:

• Initiate, develop, and implement sales-oriented customer events, activities, campaigns, company and product presentations and trade fairs
• Provide operational leadership to the team
• Develop and execute the annual business plan for the region
• Conduct an analysis of the market data, trends, and customer needs to align with executive management on market opportunities and threats within the region.
• Maintain and build relationships with customers, government bodies and other important industry stakeholders.
• Oversee the management of the sales team, through assigning individual or team targets, supporting and motivating sales executives in achieving their plans, and providing mentoring and career development opportunities
• Focus on enhancing relationships with our existing client base and developing and winning new customers in Australia and New Zealand.
• Develop and evaluate KPI’s aligned to the business plan for short-, mid-, and long-term adjustments.
• Develop relationships with local large Systems Integration partners, including co-development of opportunities, joint bid activities, and allocation of resources
• Coordinate the deployment of pre-sales resources in sales activities in conjunction with the pre-sales leadership, including qualification of leads and priority setting
• Negotiate and influence at “C level”, resulting in contracts and agreements
• Ensure the smooth and effective handover of customers to the Professional Services team, with ongoing care and attention to ensure 100% reference ability of customers within the region
• Act as a role model in line with InterSystems’ standards of conduct
• Work in cooperation with other Business Units across InterSystems, both locally and globally, ensuring a cohesive team environment
• Encourage strong employee engagement through inspirational and entrepreneurial leadership
• Participate in the recruitment and selection of staff, retention, and career development for employees

Experience

• At least fifteen years of relevant experience in the information technology software and services market in Australia, 10+ years of experience, selling at senior executive levels (C level), 5+ years of sales management experience in a large multinational software vendor
• Possess a demonstrable track record of driving organizations to success and increasing revenue Quarter on Quarter
• Proven experience successfully managing and motivating sales individuals to achieve performance goals. A team builder with a drive for high-performance teams to deliver on market needs while securing high customer intimacy and engagement
• Demonstrable understanding of the Technology market in Australia and New Zealand.
• The ideal candidate should have a strong enterprise software background, including experience working in mid-sized or large enterprises
• The ideal candidate should have strong business-to-business technical sales and sales support capabilities
• The ideal candidate should have demonstrated effective coordination with regional and worldwide-centralized resources for second-level technical support, marketing, customer service, and administrative operations

Additional Personality Traits:

• Excellent technical selling abilities, a persuasive and effective communicator
• A self-starter and a results-oriented individual.  A person who is capable of working independently from the corporate headquarters, but is able to draw from and leverage centralized resources
• Hard working, with demonstrated initiative and “hands-on” style
• Willingness to travel extensively in the region, with occasional visits to Singapore (Regional HQ) and Boston (Corporate HQ) 
• A person capable of anticipating market demands. Someone who feels comfortable with the fast development of technology and is motivated to constantly learn new things.
• MBA or similar tertiary qualification as a minimum
• Prior experience working for an American company remotely or another Western organization with an appreciation of the cultural differences
• Languages:  English, oral and written, are a must.