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Global Account Director
Location: North East Asia-Hong Kong-Hong Kong-Hong Kong
Purpose of the Role:
Based in Hong Kong, the Regional Account Director will be responsible for BT’s sales and overall client-relationship with key strategic accounts within specific verticals.
Account Director is a senior sales role that requires the holder to develop and close business opportunities that secure profitable business growth for BT. This will be achieved by developing both industry and customer specific business propositions that leverage BT’s standard products and services to create compelling, value-based solutions for our clients. The Account Director will be comfortable presenting these solutions and representing BT at the C Level within the client base.
The Account Director will be able to build business/account plans that accurately and expertly describe how they will achieve their goals, they should be comfortable working and motivating cross-functional teams to achieve their goals. The Account Director is also expected to mentor and support less senior team members in either a formal or informal management role.
To lead the overall sales activity to nominated clients. To maintain and grow existing business. To identify new opportunities for profitable growth. To execute on sales campaigns and develop account specific campaigns as appropriate.
To achieve annual targets for new sales, revenue and customer satisfaction in line with BT’s rewards structure
To develop strong relationships with client contacts not only in IT but also major business functions, up to the C Level
To develop and maintain in depth knowledge of the client’s business and technology environment and drivers, relevant for the application of BT’s network and IT services.
To develop and maintain an understanding of BT’s Global Services portfolio, including major vertical portfolios, to effectively develop and be able to present business led propositions to clients.
To develop and maintain professional, forward looking account plans at either the global or regional level. To lead activities around the plan review constantly the strategies for success around each client.
To assist the Head of Sales and peers in developing and nurturing teamwork, sharing best practice and learning to maximize the team’s capability and effectiveness.
To understand and adhere to the Global Services’ operating model and processes, relevant to sales and account management. This includes mandatory regulatory and legal requirements, governance procedures for winning business and accurate opportunity management in the CRM system.
These responsibilities may require some travel within the Asia Pacific region and occasionally to other regions.
Delivering value to BT’s clients will be at the forefront of everything you do. As an Account Director you will take the lead in defining an executing sales strategies that deliver profitable business growth for BT.
Capability to successfully sell BT’s solutions based on a proven track-record of complex, solution-based selling. Proven sales experience (>10 years) and verifiable track record of achieving/exceeding targets.
Excellence in client management, including developing effective client relationships at all levels
Excellent communication and presentational skills, ability to build trust and enthuse the client
An ability to understand the basics of and the value delivered by key product sets, including; Data services, Voice services, Security & Cloud-based infrastructure.
Strong commercial acumen – understanding of various financial models and the ability to provide cost justification to clients
Positive and energetic attitude, challenging, strong on internal stakeholder management, and experienced in leading and being part of virtual teams
Experience & Language Requirements
10+ years of experience selling Telecommunication/IT solutions
Fluent written and spoken English. Chinese in a business context useful but not a requirement.
Experience selling to CXOs
|Career Level||Lead (more than 10 years)|