Sales

• Own end-to-end sales cycle from prospecting to closure for QAD’s ERP software solutions and other offerings.
• This includes recruiting, developing, planning, co-selling with Partners to scale in the region.
• Drive initial client engagement independently, leading first prospect meetings, uncovering pain points, and establishing business cases.
• Target and pursue net new customers and new leads within existing active customers to expand market share.
• Qualify opportunities based on commercial fit upfront (e.g., ICP).
• Request resources after commercial qualifications, following standardized processes (e.g., fill out templated SE request form to be approved by SSEM / deal team).
• Develop and maintain account plan for Tiered accounts, including strategic objectives, pipeline / whitespace analysis, persona mapping, action plan, etc.
• Collaborate with CSM on account strategy through a regular cadence of touchpoints (e.g., monthly joint account planning for Tier 1 accounts).
• Own commercial engagement for complex renewals (e.g., multi-year, multi-region, strategic at-risk accounts).
• Manage and foster relationships with executive sponsors and key stakeholders.
• Maintain pipeline health, forecasting accuracy, and deal hygiene in CRM.
• Actively capture sales success stories (e.g., wins, competitive takeouts, migration deals) and provide input into pitches and business value narratives to marketing/enablement.
• Own internal cadence and governance of "pod" structure (e.g., with CSM, SSEM, Services PM), ensuring timely and consistent handoffs across the customer journey.

Channel Sales Manager

Account Manager

• 负责高价值客户的开发与维护，深入了解各家产品与解决方案，通过专业够听和定制化的解决方案，推动交易、资产及收入等关键指标的持续增长。该岗位高度 KPI 导向，需要强目标感、快速学习能力，同时能接受高强度出差。
• 通过多渠道（线下拜访、行业会议、社群、转介绍等）挖掘并开发潜在高价值客户（包括但不限于专业交易者、家族办公室等）。
• 能够快速画像并识别高潜力目标客户，建立并维护客户线索池和跟进节奏。
• 建立并维护稳固的客户关系，定期Review，了解用户交易需求、资金规模与产品需求。
• 对所负责客户的 资产规模、交易量、收益贡献等关键指标（KPI）负责，按月度/季度完成业绩目标。
• 深入理解各家主流交易平台的各产品条线（如：现货、合约、期权、Earn/理财、结构化产品等），能够为客户提供对比分析和专业建议。
• 收集客户需求与痛点，协同产品、运营等团队，为重点客户提供定制化解决方案。
• 持续跟进行业动态、竞品策略和新产品形态，快速掌握并消化新知识，形成对客户有价值的观点与建议。
• 定期输出客户/市场反馈与竞品情报，为内部策略和产品迭代提供一线视角。

Relationship Manager

• Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices.
• Build a consistent client pipeline through industry events, peer referrals, and in-person visits, and drive partnerships to closure efficiently.
• Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly.
• Maintain regular and in-depth engagement with clients, foster long-term trust-based relationships, and continuously drive growth in assets under management, trading activity, and platform stickiness.
• Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution.
• Consistently meet monthly and quarterly targets for asset onboarding and business activation, and optimize client value output over time.
• Develop deep expertise across the platform's full product suite — including spot, derivatives, structured products, and institution-exclusive services — and provide tailored product recommendations based on each client's investment strategy and business objectives, helping clients optimize returns or achieve risk management goals.
• Gather and synthesize institutional client pain points and customization requests. Coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients.
• Stay current on institutional crypto market trends and competitor service strategies.

Institutional Relationship Manager – VIP

• Managing accounts from onboarding to renewal
• Managing and guiding clients on all levels: technical, business, and product (collaborating with other teams)
• Working on quotes, agreements, and NDAs – making sure the client’s onboarding journey is smooth and quick
• Researching & identifying potential prospects based on strategy development aspects
• Maintaining highly targeted outbound outreach (incl. email, phone, LinkedIn, etc.) to source meetings with key prospects
• Introducing clients to the new features and handling new feature releases

Sales Operations Specialist – Partnerships, APAC

• Lead the presentation of Aireon's ADS-B data services to new prospects and drive qualified Commercial Data Services (CDS) opportunities confidently and efficiently through the sales pipeline
• Actively seek out and nurture new CDS leads to ensure a constant flow of active opportunities that align with organizational objectives
• Measure and regularly present the performance of opportunities and accounts via key metrics
• Identify opportunities to expand new data services to existing clients
• Actively identify opportunities to create case studies and other marketing material based on closed deals, to showcase Aireon's services and inspire further growth via market proof
• Build and maintain strong long-term relationships with key prospects and industry contacts across the APAC region
• Act as the primary point of contact for top-tier accounts, ensuring high levels of customer satisfaction via responsive and knowledgeable communication and active problem solving
• Negotiate contracts, develop and manage client-specific pricing strategies, and drive renewals to maximize profitability
• Develop and maintain a thorough understanding of the content and structure of key client contracts and associated commercial arrangements
• Maintain a deep understanding of Aireon's ADS-B technology, data services, and applications
• Provide technical insights to clients, successfully bridging the gap between technical teams and non-technical stakeholders
• Collaborate with cross-functional teams (e.g., product, engineering, operations, legal, and sales ops) to deliver comprehensive solutions to new key customer accounts
• Keep up to date with new product developments — including the timeline of new releases and the content of new service offerings — and connect this knowledge to new sales opportunities
• Work with the CDS Sales Director and BD Lead to identify and prioritize target markets, customer segments, and industries for ADS-B data sales across the APAC region
• Monitor emerging trends, competitor activities, regulatory changes, and global aviation developments, and ensure feedback is shared with the product team to build and maintain Aireon's competitive edge
• Collaborate with Product, Sales Ops, and Marketing teams to guide offerings and associated material to meet the needs of customers and wider industry expectations
• Support and advocate for CDS products and services both internally and externally, contributing to a positive culture of open innovation and collaboration within and around the sales team
• Professionally represent the company at trade shows, conferences, and industry events across the APAC region and beyond, to enhance visibility, grow our network, and generate leads
• Contribute to the generation and development of industry white papers, presentations, and webinars to showcase the company's expertise in ADS-B data applications
• Identify and explore relevant industry memberships and partnerships to drive Aireon's profile and growth

See all jobs on JobTailor

Channel Sales Manager

Relationship Manager

Institutional Relationship Manager – VIP

Sales Operations Specialist – Partnerships, APAC

Sales Manager, APAC – Commercial Data Services

Sales Operations – Partnerships, APAC