Account Director - APAC - Singapore

The Company

Canalys is a leading provider of market analysis and consulting to the converged high-tech industry, its work spanning IT, consumer electronics and telecommunications with a particular strength in channel strategy. Recognised globally, its analysts are respected and influential across such diverse areas as smart phones, smart speakers, wearables, tablets, PCs, unified communications, enterprise security, enterprise networking, data center, and intelligent vehicles.

 

Canalys has also developed the de facto standard in channel events, the "Canalys Channels Forum", which takes place each year in the APAC, EMEA and LatAm regions. Together with the online channel community "Candefero," Canalys has a unique combination of marketing tools enabling IT vendors to communicate with and learn from the channel.

  

The Canalys brand has become synonymous with quality, timeliness and accessibility among a prestigious client base that includes most of the world's leading technology brands. Founded in 1998, Canalys has grown rapidly and now has offices in the United Kingdom, Singapore, China and the US.

 

The Role

Based out of Singapore and reporting into a Worldwide Head of Sales in the UK, this person will be a key driver of the business within the APAC region, excluding China. He or she will be responsible for selling a range of continuous information services, research projects and event sponsorship to IT companies. The primary markets are Singapore and Korea, but Japan, and India are also important markets of opportunity.

An existing impressive list of clients will be inherited within which the candidate will be expected to maintain relationships and renew existing contracts and search for new sales opportunities. In addition the ability to open up new name accounts will be an important element of the role. Selling will be exclusively to vendors of technology products, services and solutions, predominantly dealing with senior management within marketing roles. The successful applicant will need to demonstrate experience, a mature approach and flexibility that will enable them to sell at high level to a wide spectrum of the IT vendor organizations in the region.

As well as assuming individual responsibility for accounts within APAC, co-operation will be required with other members of the global sales team based out of China, the US and UK in selling to major accounts. The team ethic will also be required in working with analysts and managing their time efficiently in sales support or customer care situations.

 

Key Responsibilities 

  • Meet and exceed quarterly sales goals and targets to achieve annual quota through selling Canalys research and consulting services, and event sponsorship.
  • Increase business through greater penetration of existing accounts
  • Identify and exploit business opportunities in “new-name” accounts
  • Manage involvement in joint global sales opportunities
  • Plan and execute regular international sales trips
  • Decide on appropriate usage, and manage the involvement of Canalys analysts within accounts, both in supporting existing business and in developing new opportunities
  • Provide regular reports of activity and monthly business forecasts to the Worldwide Head of Sales

 

Education & Experience

  • Minimum of 6 years proven sales success in high technology markets
  • Degree level
  • Experience of selling information services, and/or event sponsorship useful but not essential
  • Excellent communication and presentation skills
  • Experience of managing own territory autonomously

 

Knowledge & Personal Skills

  • Highly self-motivated sales professional with a proven track record of selling in the b2b arena with a history of significant over-achievement
  • Able to open doors and gain new name business
  • The requisite sales characteristics of tenacity, drive, commercial awareness, and persuasiveness
  • Good written and verbal English important, and Korean, Mandarin also useful.
  • Knowledge of the mobile device markets, enterprise infrastructure markets, and/or the channel ecosystem highly desirable.