Sales Manager, SMB
Defined.ai
Job Level
Lead
About the role
- Full accountability to develop and build business opportunities in assigned APAC markets (excluding China and Hong Kong)
- Achieve order intake targets in the region in line with profitability and cash objectives
- Lead an international team of ~6 sales and supervise a broader span of control (~10 additional persons and up to 20 for large campaigns)
- Manage and maintain relationships with local and regional accounts and prospects (MNOs, VARs, government, enterprise)
- Report in business reviews and liaise with Airbus Defence and Space Key Account Managers
- Lead marketing decisions and engage marketing and communication teams (exhibitions, events, reseller seminars)
- Ensure Airbus processes are followed, especially Ethics & Compliance
- Support development of trust relationships with assigned MNO/VAR accounts and identify customer power base
- Acquire understanding of MNO/SMVNO needs and identify customer pain points to propose technical, commercial or operational solutions
- Position PSS portfolio and drive initiatives with 3rd parties and systems integrators to cover gaps
- Support creation of business development and market capture plans; participate in technical and commercial proposal preparation when required
- Use PSS digital tools to update opportunity status, prepare progress reports and forecasts
- Support qualification of campaigns and actively engage with Airbus digital marketing teams to create opportunities
- Manage and report on selling expenses for the region
- Comply with Airbus Singapore management policies and embrace Airbus Code of Conduct
Requirements
- At least 12-15 years of experience in Telecommunications or related field
- Bachelor's Degree in Telecommunications, Business, or related
- Market knowledge of the APAC region in Telecommunications, ICT, public safety, or large enterprise customers
- Demonstrated experience leading large account management teams
- Strong listening, communication and interpersonal skills with aptitude in building relationships with executives of all organizational levels
- Solid leader with track record of managing employees
- Proactive approach and ability to influence at a senior level and perform hands-on tasks (tendering, marketing campaigns, reporting)
- Track record of successful leadership in change management projects
- High motivation for new business development
- Strong co-ordination skills
- Ability in problem-solving and solid decision maker
- Availability to travel in the region about 50-100 days per year (~50%)
- Fluency in English (working language)
- Awareness of potential compliance risks and commitment to act with integrity
