• Vice President Sales, APAC

    Job Locations HK-Kowloon
    Job ID 2018-1104
  • Overview

    What do you get when you bring together the brightest minds and place them into an exciting, fast-paced environment that fosters intellectual growth and rewards based on impact, not tenure? 

    You get one of the most pioneering, leading edge technology companies in the world. Welcome to Solarflare!  

     

    The Managing Director, APAC Sales will be responsible for the APAC regional sales team leadership, customer development and revenue growth in the territory. The candidate will build and manage the appropriate team(s) to close business, win key customer design win opportunities and drive sales and customer satisfaction within the assigned region.

    Responsibilities

    • Formulate and implement an effective growth strategy for the region. With specific experience in selling HW/SW solutions into:
      • Cloud Service providers
      • Content Delivery Network providers
      • WEB/App hosting providers
      • Enterprise IT organizations
      • Storage Solution Providers
      • Electronic Trading Organizations
      • Supporting ecosystem providers like OEM/ODM’s, VAR’s, SI’s and Distributors
    • Must demonstrate good understanding of the modern data center environments using technologies such as SW load balancers, virtualized application hosting (Containers), content delivery and database accelerators (Redis, Memchached) solutions / open source applications as well as HW networking and ethernet adapters.
    • Responsible and accountable for the revenue objectives for the given geographic sales region
      • Hit targeted revenue goals for the quarter and year in the region
      • Leverage the channel and grow Distributor and VAR base in the Region in line with overall objectives
      • Consolidate business with existing business in region, while expanding Solarflare business in the region into our targeted vertical market(s)
      • Grow the Solarflare presence (product and brand) geographically into a wider set of areas in region
      • Negotiate agreements through to closure
      • Work closely with technical team to generate solutions for customers
    • Work with the designated Territory Inside Sales Manager to add in and update opportunities in the region into CRM for accurate forecasting and revenue attainment status and goals
    • Manage and drive the sales funnel in region to maximize the sales efficiency and opportunity in the region
    • Evangelize Solarflare products and brand to End Customers and work with partners to track leads and close opportunities
    • Formulate customer presentations
    • Work with Channel Development Manager and Territory Inside Sales Manager to recommend and build sales partners in region such as VARs and Distributors
    • Work with Marketing and Business Development to:
      • Look for and develop new opportunities in existing accounts
      • Develop new business in new verticals within region
      • Help manage and expand relationship with Technical Ecosystem Partners within the Region
      • Supplement account management on existing and/or new accounts to help manage workload
    • Work with Channel Marketing Manager and Territory Inside Sales Manager to support, recommend and work on lead generation and relationship-building activities in the region
    • Work with the Technical Sales Engineering Manager to collaborate on customer POCs and evaluations in the Region and make sure overall progress is being made in a timely fashion and to completeness.
    • Develop and track ODM business opportunities in Taiwan/China as well as Si Valley

    Qualifications

    • Proven negotiator
    • Proven Leader
    • Ability to close business and leverage contacts and experience in the region
    • Accomplished presenter
    • Strong commercial acumen including the ability to analyze the P&L potential of a business opportunity
    • A bachelor’s degree is required or equivalent experience
    • Typically at least 15 years’ experience in sales or business development related roles in the territory
    • Experience of developing profitable business across APAC
    • Demonstrable track record achieving sales goals through consultative selling of technology products and solutions to blue chip companies with complex requirements
    • Leverage contacts and resources to drive key partnerships and business opportunities
    • Position will reside in the territory (TBD) but one should be able to travel within the APAC region frequently

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