Account Manager – Enterprise Offerings (MALAYSIA)
This position is based in Kuala Lumpur
About enreap:
enreap is a partner in the digital transformation journey to help its Customers achieve sustainable competitive advantage with “Operational Delivery Excellence” by envisioning and executing technology enabled operations strategy, be it Agile, traditional or multi-speed (IT) enterprises. Enreap enables & optimizes clients business metrics like Time to Market,
Throughput, Delivery risk and Cost optimization. Enreap offers its solutions in the area of Agile & DevOps, ITSM, Cloud & PPM to 600+ mid and large Customers across India, Singapore & UAE regions. enreap is headquartered in Pune, India over a decade long and expanded its presence in Singapore & UAE in the last 4 Years. We are in the process of Setting up a Company & Office in Malaysia shortly to be closer to its potential customers in Malaysia. The Account Manager (AM-Malaysia) is responsible for identifying, acquiring, nurturing & independently developing Target Accounts. He is an experienced Business Development professional with balanced techno-business acumen to offer client-centric solutions to evolving client challenges.
Primary criteria include
– Has 8-10 Years overall Sales experience with a minimum of 5 years of Account Acquisition & Account Management (AM) experience selling Enterprise IT Solutions, including Strategic Staff Augmentation, Managed Teams & Managed Support/Services to clients in Malaysia.
– Established strong connections with IT & Engineering Dept of Target Accounts (in BFSI, Telecom, IT/ITES, Hi-Tech Electronics, etc), had meaningful technical sales conversations with IT Heads, Engineering Heads, DevOps Heads, PMOs, GCC local Champions and can work within enreap to find a suitable solution to the Customer problems.
– Started his/her career as an Engineer; moved up the ladder to Project Manager / Consultant and now working in a business role will be ideal.
– Proven track record of developing at least a couple of US$ 0.5 Mn/annum major accounts from scratch in a couple of years.
What You’ll Do:
● Develop & Implement Business Plans for target segments / offerings in Malaysia Market to achieve set annual revenue goals.
● Be a successful hunter in targeting & acquiring assigned No. of Enterprise Customers quarter after quarter in Malaysia.
● Participate in design of client centric offerings for Enterprises. Operational Delivery excellence offerings from COEs like Atlassian, AWS, Monday.com, Cloud, DevOps &Digital Services.
● Work closely with Business Unit Head to develop an Account roadmap to Million US dollars and execute a business development strategy for identified Enterprise accounts
● Discover Opportunities working closely with customers or source RFPs from the market. Lead timely submission of quality RFP working closely with internal cross functional teams.
● Navigate various influencers & decision makers within the account and nurture strong relationships across client organizations. Connecting and engaging with the C-level Management will be a crucial competence. Develop & grow multiple engagements withinvVarious groups & divisions of large accounts for business expansion.
● Learn and maintain in-depth knowledge of industry trends and competition.
● Work effectively with Pre-Sales, Architects and Delivery teams during pre-contract & post contract cycle to effectively engage & penetrate into an account.
● Identify and develop strategic alignment with key third party influencers
● Work closely with Marketing and Sales resources to create and manage the pipeline of new business in both existing customers and prospects.
What We Are Looking For:
● Must have 5 years of experience in major Account Management in IT Services Sales to Enterprises in Malaysia.
● Independently handled and groomed large accounts with average deal size of half a Million
Plus per account of IT Services Business; preferably a multiple engagements within an account adding upto 0.5 Million$+.
● Strong experience in sourcing and leading RFPs for IT Services is a must.
● Should have past selling experience in the following industries (IT/ITES, BFSI, Telecom, Healthcare, Pharma, etc)
● Successful track record in SaaS / IT Services sales going through rapid growth during the expansion phase.
● Confidence and ability to engage with C- Level executives or equivalent at large enterprises
● Experience in selling Enterprise Work Management Services & Solutions in the area of DevOps, Atlassian Domain, Customer Service etc. is a must.
● Excellent verbal and written communication skills
● Comfortable working in a fast-paced dynamic environment
● Ability to get involved in complex scenarios and work directly with prospects, customers & cross functional teams.