IHG (VIETNAM), LLC 3.7 ★

A Business Development Director (BDD: Individual Contributor) is a sales expert against customer problems/ business needs. The BDD is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions. Good technical understanding and the ability to transform our customers challenges into commercial solutions. The BDD identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management.

Key Responsibilities: Cloud (Azure), Modern Workplace and Application Services business growth in Vietnam.

Accountable for hunting new Cloud (Azure), Modern Workplace and Application Services Opportunities along with Field Sales ensuring that the customers’ needs are met or exceeded. Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new & existing customers.

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s).
• Work with Account Managers to ensure that the overall account strategy and goals are followed and achieved.
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects.
• Work with Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers.
• Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation.
• Construct service contracts and associated commercials/cost model based on scope and customer’s desired outcome.

• Existing Full-Time Work Rights in Vietnam
• Ability to commute to our office in Ho Chi Minh City and visit clients in Vietnam
• Full professional proficiency in Vietnamese and working proficiency in English (including verbal communication)
• Min. 5 years' relevant Sales/Business Development experience with Microsoft Azure/Modern Workplace (M365) solutions and services.

Technical Qualifications:

• Able to articulate use cases of cloud transformation specific to the customers industry and size and understand where the customer is on their journey.
• Engage with stakeholders from IT all the way to C-level, understand the Customers business requirement & challenges, create an IT transformation roadmap covering (not limited to) Cloud services, Modern Workplace and position the right support model and articulate the business value of the offering.
• Position cloud Services & Modern Workplace advisory and/or professional services to customer depending on their requirements.
• Articulate the importance and value of adoption and change management in customer journey towards increasing productivity. Understanding of the Microsoft 365 technologies and the role they play in enabling a secure and flexible workplace environment.
• 10+ years enterprise technology strategic sales/pre-sales experience with a good knowledge on selling cloud and digital transformation solutions, specifically around Microsoft Azure.
• Functional understanding of key technologies and trends in the cloud domain, Modern Workplace, Application Modernization, Data & Analytics, containerization, cloud operating models, Cloud economics.
• Experience preparing, presenting formal proposals to customers. Leading negotiations, coordinating complex decision-making process, and overcoming objections to closure.
• Strong knowledge in public cloud market in Asia and strong understanding of cloud consumption economics.
• Expertise in enterprise solution selling techniques and selling cloud-based solutions.
• Effective territory/account management and leading sales teams: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management and proposal response, pipeline management, large dollar licensing and deal negotiation required.
• Experience and expertise selling to c-suite and executive business decision makers by aligning & reinforcing the value of Cloud transformation to the customer's overall business and/or strategic opportunities and decision criteria.
• Experience leading large cloud engagements, especially those involving infrastructure modernization and migration.
• executive level speaking and presentation skills, and good written communication skills, exceptional demonstrated decision-making, conflict resolution, problem solving and negotiation skills.

Please note that SoftwareOne does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement (Job-Specific per our global standard) with the agency/recruiter, SoftwareOne will not consider or agree to payment of any referral compensation or recruiter fee.

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