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Description

SDM Print – Southeast Asia Region

eProductivity Software (ePS)  is a leading global provider of industry-specific business and production software technology for the packaging and print industries. eProductivity’s integrated and automated software offerings and point solutions are designed to enable revenue growth and drive operating and production efficiencies. With several offices worldwide, including in Bangalore, and over thirty-years dedicated to delivering best-in-class technology to the packaging and printing industries, it is our deeply held philosophy that eProductivity Software succeeds when our customers thrive. For more information, visit us at www.epssw.com .

ePS is seeking a Sales Development Manager to sell Mid-Market and Enterprise Productivity Software, including MIS, ERP, and Vertical Applications, to the top 25 largest companies in the Southeast Asia Print and Publications industry. The position is a telecommute role, but the individual should preferably reside in Malaysia, with other Southeast Asian countries being considered. The role reports to the Regional Director APAC.

What you will:

• Be responsible for all direct sales efforts from lead generation to close. Also responsible for recruiting, training and supporting new and possibly existing referral agents and re-seller partners.

• Manage all sales activities within existing and new enterprise companies within the Print, Publication and Newspaper

• Build a 1, 3 and 5 year strategic market development and expansion plan that is based on growing from the top tier companies in the region

• Develop regional plans to target net new bookings growth for the top 25 Print, Publication, and Newspaper companies in Southeast Asia.

• Develop and nurture existing accounts to maximize reference potential

• Monthly and quarterly progress reviews against targets and milestones are required.

• Establish effective communication with appropriate sales and technical managers to ensure proper sensitivity to all sales needs.

• Secure EPS and Customer executive sponsorship alignment by mapping key account organizations to the equal EPS roles to foster new relationships and gain strategic relationships

• Manage all full-cycle sales activities within assigned territory including client development, sales of emerging product and multi-product sales, onsite customer presentations, and sales campaigns.

• Provide timely and accurate territory reporting, forecasting to sales management utilizing salesforce.com.

• Follow a 9 step sales process that includes performing discoveries, gaining executive mindshare and buy-in, validating opportunity impact, presenting cash flow and ROI financials relative to budgets, orchestrate and moderate through technical reviews and demonstrations using peer resources as appropriate, configuring final solution offerings, negotiating contractual terms and conditions including all commercial aspects of the sale and properly handing off the new, closed opportunity to the Customer Success team to implement.

• Leverage EPS resources and capabilities inside Marketing, Sales and the Business Unit towards the achievement of goals.

• Provide regular feedback to marketing, sales and product management regarding products

• Establish and build relationships with EPS sales and technical support.

• Utilize all resources during sales process including team sale efforts with product management, professional services, general management and senior leadership when appropriate.

• Communicate regularly through personal visits, telephone calls, etc. with key contacts; field travelling is a must (66%).

• Attend all assigned tradeshows, open houses, association and other EPS events.

• Achieve booking targets within operating budgets.

This role might be a good fit if you have:

• Demonstrated history of selling relationships at the C-level with the largest, top-tiered Print, Publication and Newspaper companies across SEA.

• Demonstrated track record of meeting/exceeding quota in a Sales role with complex sales cycles selling intangible solutions and/or services.

• Experience with ERP/MIS software sales and have SAAS or term selling models.

• A sales process that creates a need and monetizes a solution for a positive cash flow and ROI in 18-24 months.

• Passion about opening new accounts, starting new relationships, prospecting and opening new opportunities to do impact business’s efficiencies, revenues and profits.

• Proven success at starting a selling relationship with something small like a pilot program or 1 location then expanding that into a large enterprise relationship selling multiple locations across multiple products, solutions or services.

• The ability to command the respect and earn the trust of people and organizations across the entire hierarchy of a business from the production floor to the Board of Directors.

• Demonstrated proven success in complex software sales products.

• Expertise in complete complex sales cycle management – prospect identification, qualification, discovering and validating value, proposal and close.

• A good understanding of software technology and can demonstrate the value it brings to the Print, Publication and Newspaper markets.

• A demonstrated ability to build and execute against a strategic sales plan

• A Self-starter ability and are able to work independently with minimal supervision.

• A friendly, hard-working and respectful interpersonal skills, are team oriented and work with a sense of urgency to get things done quickly but precisely.

• A solid 5 to 10 years of experience in solution selling and software sales

• A good understanding of the lifecycle of an order and business processes

• Possess the ability to target, acquire and manage large accounts at a high level within the assigned region.

• Excellent presentation and negotiation skills.

• Excellent English verbal and written communication skills.

• Proficient in English and additional local language.

At ePS, we are a global team that solves unique business challenges for our customers worldwide. We believe in and are committed to fostering an inclusive workplace where our rich diversity fuels continuous innovation and success, valuing everyone's expertise and unique perspective. Our commitment to our customers and to an inclusive culture will be evidenced through our actions, outcomes, and the quality of our products and services

ePS - Empowering Packaging and Print