Based in Shenzhen, China

Our client is a leading US Cloud Infrastructure Service Solution vendor. Most of the world leading Dot-Com and E-Commerce companies are their customers. 

A Client Executive is responsible for the global sales relationship with a target account. We are hiring for a sales leader to lead our global sales efforts with a Shenzhen based Internet, mobile commerce and content company.

In this role the Client Executive will be measured on sales and revenue growth worldwide, and be responsible for partner and business development opportunities. The client executive will also oversee programs and resources to develop the overall customer experience.

We are seeking a Senior Sales professional, with multiple years of industry and solution sales experience. English and Mandarin language is required.

• Develop and maintain relationships with regional/global customer executives to drive global bookings/revenue growth in assigned accounts
• Manage the engagement with the customer as a strategic alliance relationship
• Identify larger trends in customer issues across the account and develop action plans for long term improvements, implementing best practices
• Engage related internal company's executive who can also support the growth of the Account

 

2) Account Strategy and Planning

• Develop global strategic account plan from detailed strategic region/territory plans
• Manage account activity relative to quarterly and fiscal year plan, create executive reports with understanding of customer life cycle
• Influence long term planning for account
• Drive coordinated selling approach and account planning with global counterparts and continually communicate global account strategy to internal partners and stakeholders in the region/globally

 

3) Contract Management

• Develop detailed understanding of commercial terms and problem solves regional/global implications, make decisions on more complex issues to drive deal alignment and with long term strategy
• Proactively address high churn risk customers, leverage internal resources and external partner to resolve issues
• Drive customer contract renewals and negotiations to protect revenue
• Develop, define, and implement global channel/reseller relationships with targeted accounts

 

4) Pipeline Management

• Monitor and update on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
• Manage prioritization of opportunities for short- and long-term pursuit to achieve regional/global objectives
• Analyze trends across the account and develop plans to minimize and forecast churn

 

5) Negotiation

• Lead complex commercial offer and contract negotiations, leverage internal resources as needed to obtain best commercial terms possible
• Understand commercial levers and problem solves to make initial recommendations on deal structure; overcome objections and positions at senior levels in account
• Partner with sales leadership to present at regional/global deal review

 

Requirements

Based in Shenzhen, China (at this stage, will also consider candidate who is not currently living in Shenzhen but can relocate there after accepting the role)

• Fluent in English and Mandarin
• University Graduate or equivalent
• Good inter-personal communication skills
• Previous Global Account Leadership experience
• Advantage to have strong understanding of the current Cloud Marketplace and Trends in China which are led by Baidu, Tencent and Alibaba in China.
• Advantage (not a must) to have previous experience selling solutions to either Baidu, Tencent and/or Alibaba. 
  

 

Job keywords/tags:  Cloud