Laxton is looking for a senior sales executive to take full ownership of a sales region spanning across APAC. The role is based in South-East Asia but requires work with a global team (Europe and Asia).
The Vice President Sales Territory Job Role is focused on business development, sales successes and customer/partner management of the Territory.
The territory is split into specific target countries and solution opportunities, backed by extensive ongoing field marketing data, providing the VP Sales with a highly focused role of business development against specific deals. Dependency will be on industry solution and product knowledge, territory awareness and market experience, financial acumen, business development capabilities and demonstrable performance against an annual sales target.
Responsibilities
1. Sales
- To achieve the Sales Target as defined in the KPI schedule, within the Financial Year
- To consistently focus on target deal pipeline development through proactive customer and partner interactions
- To position yourself and Laxton to interact directly with target customers, leveraging support from local partners
- To constantly progress the sales cycle and close opportunities
- Negotiate, with support by the company, on proposals, deals and contracts, with the support of the company resources
- To leverage the internal resources available to progress the sales cycle
- To accurately report on sales activities, pipeline development initiatives and forecasting in the CRM system
- To position the Laxton and its solutions proactively within the territory
- To be the primary driver of proposals, tenders and quotations
- Present, represent and exhibit Laxton in the territory
- Manage all sales, marketing, commercial and legal needs with the customer or partner
- Manage local partners through the entire sales process including attending physical or virtual meetings with the partner and/or their customer
2. Solution Selling
a. To be familiar with Laxton solutions, hardware, software and services offerings, so that you are in a position of expertise to market the company within your territory, across the following:
i. Elections – including full lifecycle election management
ii. Identity – across National ID, Passports, Census, and including Population Registry, CRVS, IDMS, ABIS, Credential Management, Personalisation, Cards and other relevant technologies
iii. Security – across passport control, border management, law enforcement and military technologies leveraging biometrics and smartcard technologies.
b. To demonstrate clear knowledge of applicable press, laws, regulations, and guidelines within the respective industry to ensure solutions are positioned in the appropriate context
- c. To be fully familiarised and compliant with the internal processes of Laxton, to interact with your colleagues internally as efficiently as possible
Competencies
Key requirements include:
- Proven experience in solution selling across all, or some of, the core Laxton solution portfolio of Elections, Identity and Security
- Strong track record of sales successes in similar solution sales in the territory
- Good working understanding of CRM, preferably, or similar to Hubspot
- Willing and able to travel as needed in the territory, or globally as needed by the company
- Experience leading business development teams to define complex integrated solutions backed by financial and legal frameworks to be commercially attractive
- Demonstrated ability to open doors in countries and customers new to Laxton, constantly seeking to expand the global footprint at Laxton
- Strong English communication skills, both spoken and written
- Multi language capabilities as required in the territory
Experience
The Job Role requires:
- Extensive sales experience in similar industries and solutions
- Senior level interactive experience with executives and political persons – a demonstrable high-level network in the territory
- Demonstrable territory-based industry network across vendors, industry bodies and government entities
- Leading roles in presentations, exhibitions, workshops, press interviews, stage interviews and customer delegation hosting
Profile
The ideal candidate is:
- Pragmatic, execution-focused, and highly accountable for their successes and failures
- Comfortable operating at both strategic and tactical positions
- Strong people influencer and leader
- Handles pressure and prepared to put in the hours as needed
- Bias towards action, clarity, and follow-through
- Based remotely in South-East Asia, but working with the international resources within Laxton
