Sales Snr Director - NetSuite Thailand

Overview

Oracle is leading the digital revolution. We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. You will connect the biggest enterprises of today with the tools to compete in the digital economy of tomorrow.

About Oracle Netsuite

NetSuite built the first unified suite of cloud applications that companies can use to run their entire business – all in one place. One unified business management suite, encompassing ERP/Financials, CRM and E-commerce for more than 42,000 customers globally. Organizations around the world use NetSuite to easily grow and adapt to change.

Oracle NetSuite helps companies manage core business processes with a single, fully integrated system covering ERP/Financials, CRM, E-commerce, Inventory all through the Cloud. Our software is used by high-growth and mid-sized companies and divisions of large enterprises to run mission critical operations without the high costs and inefficiency of on-premise systems. 

Description

We are looking for enthusiastic and motivated individuals with strong business acumen and exceptional sales ability to be the Country Sales Director for our fast-growing Thailand business.

To be successful in this role, you must have the following personality and characteristics:

• Proven success & track record in Sales Management and consistently exceeding budget
• Strategic & Matured leader who is able to analyze the business & market potential, develop sound strategies, and execute relentlessly to obtain the desired outcomes in a systematic & programmatic manner
• Strong personal network of relationships with customers, partners, associations at the CxO/Snr leadership levels
• Very good interpersonal, communication and presentation skills, able to multi-task, and work well in a fast-paced environment.
• Excellent people management skills. Ability to recruit/retain, coach, motivate a team of channel sales reps and build a high performance team
• Organized and have excellent sales and closing skills

What You’Ll Do

• Lead the NetSuite Thailand business to achieve growth and ARR targets
• Manage a team of channel sales managers to achieve their individual sales and growth targets
• Develop and execute on a comprehensive pipeline building plan, activities and results to maintain a minimum of 5X rolling 12-mth pipeline for New Business
• Harness and synergize cross-functional & regional resources (Solution Consultants, Channel Marketing, A&C, Value Mgt, Competitive Intelligence etc.) to align and support the Thailand business success effectively.
• Conduct weekly sales cadence and submit the Thailand sales forecast which is accurate and reliable & predictable.
• Ensure each Sales Rep develops and maintains an individual sales plan to meet their personal pipeline and ARR targets.
• Manage and grow the eco-system of Channel Partners achieve targeted growth and results:
• Establish strong relationships, commitments & investments with Partners Business Owners to grow NetSuite business.
• Identify, recruit and develop new partners to maximize the coverage of NetSuite in the different industries and geographies.
• Develop strategic territory plan by partner for achieving annual quota and business growth by hitting their monthly, quarterly and annual revenue targets.
• Identify key target account list, find, craft and manage large strategic deals in said list through each channel partner.
• Identify and develop joint go-to-market strategies and lead generation activities with channel partners with support from NetSuite Channel Marketing Team.
• Direct and coach partners on successful engagement of business opportunities and manage negotiation helping partners win deals at optimum value, and providing accurate forecasts.
• Conduct regularly Business reviews with partners’ C-levels and ensure Channel Sales Reps conduct weekly sales cadence with partners’ sales leaders and sales rep to provide accurate sales forecast, increase revenue, share of revenue and market share from partner ecosystems
• Educate partners in Oracle commercial practices. Maintains a good understanding of Oracle technologies and articulates Oracle value propositions to partners and their customers
• Engage with prospective clients with the channel partners at key milestone events such as executive briefing, discovery, demo, proposal walk through and closing where necessary to ensure partners’ excellent execution of sales process to ensure Oracle NetSuite is the solution of choice, via online and in-person customer meetings.
• Collaborate with relevant Associations, existing Installed Base customers and extended eco-system partners to drive more awareness and leads for NetSuite
• Establish strong relationships, commitments & investments with Partners Business Owners to grow NetSuite business.
• Identify, recruit and develop new partners to maximize the coverage of NetSuite in the different industries and geographies.
• Develop strategic territory plan by partner for achieving annual quota and business growth by hitting their monthly, quarterly and annual revenue targets.
• Identify key target account list, find, craft and manage large strategic deals in said list through each channel partner.
• Identify and develop joint go-to-market strategies and lead generation activities with channel partners with support from NetSuite Channel Marketing Team.
• Direct and coach partners on successful engagement of business opportunities and manage negotiation helping partners win deals at optimum value, and providing accurate forecasts.
• Conduct regularly Business reviews with partners’ C-levels and ensure Channel Sales Reps conduct weekly sales cadence with partners’ sales leaders and sales rep to provide accurate sales forecast, increase revenue, share of revenue and market share from partner ecosystems
• Educate partners in Oracle commercial practices. Maintains a good understanding of Oracle technologies and articulates Oracle value propositions to partners and their customers

Required Skills/Experience

What You’Ll Bring

Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for:

At least 10 years of sales management experience in applications or tech sales and at least 5 years' experience as a country sales leader, possessing excellence people management skills in a revenue generating capacity.

Strong relationship with Partner ecosystem and proven track record of successfully overachieving target and growth 

Strong communication, value selling, and presentation skills. Experienced and excel in selling to C-level executives and senior management from conglomerates accounts or high growth digital native companies.

Experienced in managing complex and large deals with strategic accounts.

What You’Ll Do

• Lead the NetSuite Thailand business to achieve growth and ARR targets
• Manage a team of channel sales managers to achieve their individual sales and growth targets
• Develop and execute on a comprehensive pipeline building plan, activities and results to maintain a minimum of 5X rolling 12-mth pipeline for New Business
• Harness and synergize cross-functional & regional resources (Solution Consultants, Channel Marketing, A&C, Value Mgt, Competitive Intelligence etc.) to align and support the Thailand business success effectively.
• Conduct weekly sales cadence and submit the Thailand sales forecast which is accurate and reliable & predictable.
• Ensure each Sales Rep develops and maintains an individual sales plan to meet their personal pipeline and ARR targets.
• Manage and grow the eco-system of Channel Partners achieve targeted growth and results:
• Establish strong relationships, commitments & investments with Partners Business Owners to grow NetSuite business.
• Identify, recruit and develop new partners to maximize the coverage of NetSuite in the different industries and geographies.
• Develop strategic territory plan by partner for achieving annual quota and business growth by hitting their monthly, quarterly and annual revenue targets.
• Identify key target account list, find, craft and manage large strategic deals in said list through each channel partner.
• Identify and develop joint go-to-market strategies and lead generation activities with channel partners with support from NetSuite Channel Marketing Team.
• Direct and coach partners on successful engagement of business opportunities and manage negotiation helping partners win deals at optimum value, and providing accurate forecasts.
• Conduct regularly Business reviews with partners’ C-levels and ensure Channel Sales Reps conduct weekly sales cadence with partners’ sales leaders and sales rep to provide accurate sales forecast, increase revenue, share of revenue and market share from partner ecosystems
• Educate partners in Oracle commercial practices. Maintains a good understanding of Oracle technologies and articulates Oracle value propositions to partners and their customers
• Engage with prospective clients with the channel partners at key milestone events such as executive briefing, discovery, demo, proposal walk through and closing where necessary to ensure partners’ excellent execution of sales process to ensure Oracle NetSuite is the solution of choice, via online and in-person customer meetings.
• Collaborate with relevant Associations, existing Installed Base customers and extended eco-system partners to drive more awareness and leads for NetSuite
• Establish strong relationships, commitments & investments with Partners Business Owners to grow NetSuite business.
• Identify, recruit and develop new partners to maximize the coverage of NetSuite in the different industries and geographies.
• Develop strategic territory plan by partner for achieving annual quota and business growth by hitting their monthly, quarterly and annual revenue targets.
• Identify key target account list, find, craft and manage large strategic deals in said list through each channel partner.
• Identify and develop joint go-to-market strategies and lead generation activities with channel partners with support from NetSuite Channel Marketing Team.
• Direct and coach partners on successful engagement of business opportunities and manage negotiation helping partners win deals at optimum value, and providing accurate forecasts.
• Conduct regularly Business reviews with partners’ C-levels and ensure Channel Sales Reps conduct weekly sales cadence with partners’ sales leaders and sales rep to provide accurate sales forecast, increase revenue, share of revenue and market share from partner ecosystems
• Educate partners in Oracle commercial practices. Maintains a good understanding of Oracle technologies and articulates Oracle value propositions to partners and their customers

Career Level - M5

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s challenges. We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity. 

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