Responsibilities :

Act as bid manager

• Work with deal team leadership for the development, refinement and execution of strategy and roles
• Ensure deal compliance with internal controls and review criteria
• Manage relationships with teaming partners, subcontractors, third parties and Subject Matter Experts (SMEs)

Act as deal shaper

• Apply company’s sales process and sales campaign management methodology to a sales opportunity after qualification
• Manage interface with sales lead(s), legal, finance, contracting, human resources, recruiting, marketing, and other internal organizations
• Engage directly on all major outsourcing targeted opportunities to conduct or oversee product or offering positioning, key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements
• Perform sensitivity analysis to maximize financial returns while minimizing risk, including competitive pricing analysis (e.g., price range/price-to-win targeting and Black Hat process)

Act as negotiator

• Lead business negotiation for company’s most complex deals, as defined by scope, size, and the nature of the issues
•  Convey to others the disciplined methodology and tools for following company’s preferred negotiation methodology
•  Advise and coach individuals or deal teams on how to develop strategy, prepare, conduct negotiations and debrief and lead negotiation workshops to advance executive skill sets
•  Advise executive leadership on current negotiation trends and behaviors within company and the broader market
•  Meet with clients to help shape the deal/requirements and/or negotiate software license deal terms as appropriate
•  Provide thought leadership on financial deal shaping, including acquisition strategies, contract structure, pricing strategies and incentive plans

Contribute to profitable sales growth as a member of an opportunity deal team

•  Create sales campaign strategy and ensure involvement of Leadership to develop winning, compelling, and compliant win strategies and proposals
•  Develop capture tactics, competitive analysis, and teaming strategies that balance program risk and reward
•  Support client delivery and business development teams in building relationships with client decision-makers and key influencers
• Ensure capture strategy and proposal activities comply with internal controls, ensuring corporate and internal reviews are conducted

Qualifications:

•  Welcome only Thai nationality
•  10 years of ERP/Software product management experience with progressive growth in management and leadership responsibility
•  Minimum 5 years of management of other professionals with a true hunter mentality with deep relationships
•  Strong experienced in selling on ERP / Enterprise Software Solution to the customer such as FSI, Government, Manufacturing, Automotive or retails sector etc
•  Proven strategic approach to developing and maintaining new business with a demonstrable track record in new business development, managing complex sales cycles which are contract heavy
•  Operational excellence in process, systems, pipeline and forecast management
•  Demonstrable success in building and retaining high caliber talent for a rapid growing market
•  Capability to leverage your relationships and your knowledge of the market for deals, and attracting talent and building a strong talent pipeline
•  Ability to build and maintain a strong sales pipeline and to consistently meet or exceed sales goal
•  Ability to manage a long, complex sales cycle in the technology area
• Ability to qualify and close complex and technical sales opportunities
•  High level of initiative to contribute ideas while working in a team environment
•  Enthusiastic can-do attitude!