Account Manager

Job Summary

InterSystems Singapore has a new hiring opportunity for an Account Manager to drive sales of our new product, the InterSystems IRIS Data Platform, which Database and Interoperability products certified by Gartner as Leader position. This roll will focus on managing all aspects of prospective and existing direct and partner accounts in order to generate sales revenue and ensure a productive and profitable business relationship, non-healthcare vertical enterprises. The Account Manager’s key accountabilities are to win new business and develop long term revenue streams from new customers and some existing accounts in Japanese market.

This Account Manager is responsible for selling our cutting-edge technology led products and solutions primarily to general business which may include Healthcare, Logistics, Retail, Finance, Manufacturing and highly focusing on Cloud market. This person will possess a strong understanding of enterprise technology (in particular Cloud, XaaS, Interoperability platform, Database, SOA, Big Data, Analytics, and IoT) and have the proven track record of sales targeting such major players as enterprise companies, system integrators and national government. The successful candidate will have a demonstrable track record of successfully articulating, and subsequently selling, technology-led products and solutions to new customers directly and through partner channels. 

Responsibilities

• Discover, qualify and develop new InterSystems IRIS business opportunities.
• Develop relationships with new Partners of which profile and categories are specified by InterSystems from time to time.
• Develop new opportunities in both of the enterprise end user and the business partners. The successful candidate is required not just to sell license but to develop and create new business model with such end users and business partners so that continuous revenue stream for InterSystems can be expected.
• Build healthy pipeline of new activity for InterSystems IRIS within and outside the customer base.
• Develop new and expand existing customer and partner relationships, identify sponsors, and nurture technical, alliance and sales relationships to drive sales of InterSystems IRIS.
• Develop and execute sales plan/account plan to exceed revenue goals.
• Provide accurate forecasting to the country/regional management team.
• The ability of travel extensively nationwide.
• Coordinate internal technical and non-technical resources to educate and to equip Business Partners with all the information they need to be successful.
• Meet with senior executives (including such job titles but not limited to CEO, VP Development, VP Business/Operations, CTO, and CIO) on a regular basis to identify a strategic and tactical opportunities, detailing “must solve” problems.
• Represent InterSystems at conferences to promote InterSystems.
• Manage internal sales administrative/approval processes such as commercial relationship approvals, pricing approvals, contractual processes and any approvals required from time to time.
• The successful applicant will have entrepreneurial qualities and will develop creative strategies to increase new business through new channels.
• Partnering with InterSystems internal stakeholders (such as technical, marketing, products and business development teams) to develop compelling solutions for prospective customers.
• Other duties may be directed by the Company from time to time.

Experience and Qualifications

• Self-driven “Hunter” who is driven by success and results.
• In depth experience in and understanding of the enterprise sales channel within South-east Asia.
• 7+ years related sales experience in preferably dbms (database management systems) business with above quota performance.
• Proven experience in developing and successfully executing against a sales plan.
• Hunter profile with proven track record of increasing revenue through new customer acquisition through customers and/or channel partners.
• Excellent communication, presentation, and interpersonal skills.
• Proven track record in selling software solutions into diverse vertical markets, primarily the Non-Healthcare Sector.
• Strong understanding of Cloud, XaaS, database, interoperability, Big Data, analytics and IoT markets.
• Strong problem identification and objection handling skills.
• Capable of quickly learning new software product(s) and clearly communicating its value proposition.
• A proven closer, able to garner commitment every step of sales process.
• Proven experience in opening and developing new channel accounts through resellers or distributors of software solutions for data-rich industry needs.
• Evidence of sales success through customers or channel partners
• Excellent listening, written and communication skills both in Japanese and English.
• Able to understand business requirements and to derive equitable solutions.
• Proven ability to present effectively at C-level executives.
• Established relationships with potential contacts/partners and customers.