Strategic Account Manager

Strategic Account Manager - Accuris
Location: Kuala Lumpur/Penang
Summary:
You will be an individual contributor responsible for driving sales growth across Southeast Asia, with a focus on Accuris products and solutions in targeted industries. This role involves building long-term client relationships, achieving sales targets, and delivering value-driven technical solutions.
Key Responsibilities :

• Sales Performance : Drive revenue growth by developing new business and maintaining strong relationships with existing clients.
• Industry Expertise : Maintain a deep understanding of the industry landscape, business challenges, and the unique needs of accounts.
• Complex Sales Leadership : Lead client interactions in complex sales processes through collaboration with stakeholders and colleagues.
• Value Proposition : Deliver compelling presentations on technical solutions, clearly articulating our value propositions.
• Territory Management : Plan, execute, and manage account strategies and resources.

Specific Duties :

• Sell Accuris Technology Solutions and Content Services across SEA, directly or through channel partners.
• Maintain and grow the renewal revenue stream .
• Serve as a trusted advisor by understanding customers' future engineering and product management initiatives.
• Develop and manage sales opportunities, from prospect qualification to closing deals and ensuring recurring revenue.
• Lead high-level discussions with C-level executives to position Accuris as the preferred solution.
• Execute strategies with EPC/Consulting Partners to generate pipeline opportunities.
• Continuously analyse the competitive landscape to refine sales strategies and improve win rates .
• Collaborate with internal teams to properly position complex solutions for clients.
• Provide feedback to management, consultants, and product teams to drive product improvement.

Required Education:

• University degree (bachelor's or equivalent) in Engineering or combination of education and experience.

Experience :

• Proven track record in Major Account development and relationship building.
• Consistent achievement of revenue goals.
• Knowledge in ERP/EAM, PLM/PDM, CAD/CAM, or other engineering-related software is preferred.
• Expertise in Challenger Sales methodology and understanding of complex sales cycles.
• Strong network in targeted industries such as Oil and Gas, HiTech Manufacturing, Automotive, Pharmaceuticals, Aerospace, and Defence.

Other skills:

• A strong commercial mindset. Prior experience selling to, speaking to, or interacting with personas in Engineering field is an advantage. A genuine interest in and ability to learn about workflows and personas, developing the industry specific knowledge necessary to have credible diagnostic conversations. 

• Strong communication, organization, presentation, and negotiation skills. Confidence in meetings, presentations and dealing with prospects and customers remotely and in person. 

• Creative thinking and problem solving to drive solutions that address client needs with the Accuris solutions. 

Travel:

• Occasional international travels required, while domestic travel for business as required.