Area Vice President, Network Sales Asia Pacific

The AVP, Network Sales Asia Pacific will be focused on exceeding the projected sales and revenue goals, as well as leading on the expansion of the sales of new product solutions to both new and existing IPC customers. They will have an understanding of the competitive landscape and can help the team position IPC and its product and services against competitors. Where possible they will establish new business contacts through a variety of networking activities as a point of lead generation for team. There will be the expectation for regional Asia Pacific travel as necessary to build and enhance long-term customer relationships and continue the expansion of IPCs customer base.

Job Responsibilities:

Building Business Cases.

• Ability to create a compelling business case, involving the customer/ prospect in the development of the case and imbed in your proposal for new or additional business
• Focus on making the business case about the customer’s business and not just about positioning your product or service.

Creativity:

• Finding innovative solutions to pressing problems; status as an ‘idea person’.
• Engaging in out-of-the-box thinking for client or sales campaign situations; brainstorming; creating "mashups" of content or techniques.
• Be of a disposition to think of abstract concepts; discerning the value and relevance of new concepts; developing new approaches or techniques; conceptualizing problems and possibilities; producing new ideas that can be tactically applied.
• Pro-active B-end account management for key strategic accounts as identified (e.g – hedge funds, trading venues, etc) to develop into potential A-end accounts

Cross Functional Peers:

• Support marketing efforts which promote new and existing products to maximize sales.
• Take leadership role in major customer agreements and sales opportunities.
• Co-ordinate account activity with colleague teams such as pre-sales engineering.
• Optimize margin where possible on deals and ensure deal guidelines and approval processes are adhered to.
• Develop and implement account / territory strategies with team members to sell and promote the IPC portfolio of products.
• Act as point of escalation for both external and internal matters.
• Ensure client legal / internal contractual processes are followed.
• Ensure customer objectives, issues and needs are understood and strategically approached.
• Build bridges inside the corporate organization; allowing others to take credit for his/her accomplishments
• Provide key contributions to group projects without reservation.
• Work with Customer Solutions and Customer Success teams to formulate best fit solutions for clients and prospects
• Co-ordinate with other regions, territories as needed to support overall IPC sales objectives in conjunction with regional management and sales team/s
• Identify and pass-on potentially cross-selling opportunities for other IPC businesses outside of Network Services (Trading Systems, Managed Services)

Direct Reports:

• Provide direct reports the platform for success, helping them achieve individual quotas and assigned MBO’s.
• Help the team develop account strategies, acquire new logo’s & identify upsell opportunities.
• Coaching of team members, helping to devise deal strategies.
• Provide guidance on finding creative, business-oriented solutions.
• Provide input to training requirements and development.
• Mentor professional growth setting team member annual objectives.
• Understand and effectively communicate IPC value prop.

IPC Management;

• Provide accurate weekly reporting to VP Sales Asia Pacific via internal systems.
• Provide feedback on competitive information, required product(s), features, and new market opportunities.
• Provide accurate, monthly and quarterly forecasts in SFDC, including weekly forecast updates.
• Create and maintain accurate account plans and reviews.

Job Requirements:

• Candidates must have appropriate industry knowledge & experience in Financial Market Network sales.
• They will have achieved / exceeded annual sales targets within assigned territory and accounts.
• Experience in managing and mentoring a team of direct reports across Asia Pacific or other regions if assigned.
• Have been a key part of talent acquisition and acquiring, retaining and recruit talent as needed. Ideally within their own teams previous.
• Strong understanding of electronic trading infrastructure including but not limited to Colo, L2/3, MPLS, WAN, VPN, L2/3, market data and OMS vendors required.
• Experience working in fast moving and high-pressured environments whilst being able to make decisions based on core values; wisdom in counsel; judge of character; reading client situations.
• Ability to focus on the customer’s business problems before trying to solve any problem with their products and or service.
• Be an individual who is success-drive; enthusiastic and high spirited.
• Always being an advocate for the corporate position.