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Head of Digital Sales

  • Job reference: AHG000009
  • Sector: Information Communications, Management Consultancy
  • Location: Hong Kong

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Atkins is one of the world's leading design and engineering consultancies. Atkins Digital is a new business focus within Atkins that is tasked with delivering innovative digital solutions into asset rich customers that enable them to achieve better outcomes. In addition, we are also on a journey to drive improvements in productivity by accelerating automation and the adoption of state-of-the-art digital engineering tools and techniques.

To support this strategy, we have defined an operating model for 2020 and beyond to revolutionise the way Atkins partners with its clients to drive digital innovation to move us from a BAU focus to a Business Value driven organisation. 

Director of Digital Sales is a key position to focus on bringing new revenues to the Group in the areas of Digital Enterprise Asset Management (DAM), Intelligent Mobility (IM) and Digital Engineering (DE). This role will enable Atkins to achieve its Atkins Digital objectives.

The primary purpose of the Director of Digital Sales is to achieve overall revenue goal in the three key areas of focus. In order to achieve this goal, the Director must create a complete territory business plan that generates at least 3x their quota in pipeline opportunities within the first six months. This is a Senior Executive responsible to identify and qualify opportunities, develop and drive strategy. They will be responsible for developing an opportunity plan containing the value proposition for all of Atkins Digital’s targeted line of business solutions (DAM, IM and DE) and services to potential key customers & prospects in the Asia Pacific region. It is expected that the Director of Digital Sales will be adept at creating and nurturing executive relationships on their own while positioning the Atkins solutions. This position will report into Director of Business Development in Atkins, Hong Kong office and work closely with Director of Digital Solutions based in Bangalore, India. Initially, there will be two direct reports supporting inside sales and technical solutioning activities. As the revenue grows, the Director of sales will create a business plan to grow his business by adding sales team members and topline revenue.

  • Works with the Business Development Director (BDD) and Key Account Managers (KAM) to develop and execute programs to drive pipeline & close deals
  • Works with the Regional KAMs to educate target accounts on the solution set and conducts account planning for strategic deals
  • Works to uncover and run sales cycles based opportunities as directed by the BDD
  • Works with KAM team on sales campaigns
  • Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
  • Works to attain various sales objectives related to securing new business opportunities within named customers
  • Develops sales best practices securing repeatable and expansive opportunities across named accounts
  • Should have consultative sales experience and be a techno functional executive who can map Technology to Business Processes
  • Ability to understand and describe how solutions and features can address the business issues that customers are facing
  • Will be responsible for overall process of sales, from generating leads, to reporting, to sales calls, to sales meets, to follow up, to close opportunities.

  • 10+ years of experience selling business software and/or IT solutions
  • Experience selling to CXOs
  • Proven track record in target achievement
  • Familiarity with Infrastructure sector and CEO/CIO relationships is a must. 
  • Knowledge of BIM, EAM, GIS is a plus

  • Bachelor’s degree in related fields (Business / Engineering or Technology)
  • Completion of Sales Methodology training preferred
  • Communication skills
  • Teamwork & Collaboration
  • Presentation skills
  • Sales Product and Solution Knowledge in the Infrastructure Industry

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