Asia Account Executive

This is a remote, full-time position based in Singapore. While we are a global team that leverages the latest technology to communicate with our colleagues and customers across the globe, this role does require travel for in-person collaboration with your team, in addition to customer, prospect and iManage Partner meetings and events throughout South-East Asia (initial territory), and potentially in India, Japan, China (PRC) and South Korea. Being a Senior Account Executive at iManage means… You are a motivated and high energy professional looking to expand your career in technology sales at a market leading and high growth SaaS company, where you will be responsible for actively driving and managing sales throughout your region (initially South-East Asia, with potential expansion into other countries in Asia). You love helping customers embrace cloud solutions for information management and collaboration, and guiding them to solve key business problems with technology tools. You are looking to join a dynamic, ambitious, and highly collaborative team that always strives to deliver the best possible customer experience. You will report to the Asia Director of Sales & Business Development and work closely and collaboratively with supporting iManage teams (Business Development, Pre-Sales Engineers, Marketing, Customer Success, and Reseller Partners) to develop and pursue pipeline and forecasted opportunities, selling the entire iManage solution/product portfolio. Your geographic focus for customer acquisition and expansion will be in the following targeted countries: South-East Asia with potential expansion to other countries in Asia. iM Responsible For… Working with Reseller Partners to manage each stage of the sales cycle, from territory planning to negotiating and closing deals, including acquiring new accounts and cross-selling/upselling to existing customers.Maintaining relevant and current data in the iManage sales automation tool (Salesforce.com) by recording all significant sales activity and producing weekly sales forecasts.Developing and managing relationships with new prospects and existing customers in the assigned territory, across legal, accounting, government, and corporate verticals, and all market segments – large law, mid-market regional and enterprise.Delivering presentations and communications to diverse audiences from end-users to IT Managers to C-level executives. Effectively communicating iManage solution value propositions and the iManage advantage over competitors.Building industry knowledge by staying up-to-date on industry trends and competitive positioning across the iManage solution set (document/email management, mobility, collaboration, security risk and governance, and AI)Studying (a) iManage solution/product information, (b) the continuously evolving iManage Cloud Service, and (c) published go-to-market strategies, to maintain knowledge of product developments and field messaging.Representing iManage solutions at field marketing and thought leadership events, such as conferences and trade shows. iM Qualified Because I Have… 5-10 years of solution-selling experience for Enterprise Software, which includes cloud and on-premises products that address information management/security/productivity and AI requirements of the Professional Services industry.Bachelor’s Degree (BA or BS) in a business-related field.Proven track record of exceeding sales targets and producing accurate sales forecasts.Demonstrated ability to jointly, with certified implementation/reseller Partners, sell cloud-based software solutions which enhance (a) end-user productivity (i.e., DM, Collaboration, Mobility, AI tools), and (b) firm-wide information security postures.Excellent oral, virtual, in-person and written communications skills.Experience developing and maintaining customer and business relationships within a wide scope of roles (i.e., end-users, senior management, IT, C-level executives) and organization sizes (small, mid-market and enterprise).Proactive listener, who encourages information sharing, and consistently delivers on customer/stakeholder expectations.Seasoned negotiation skills.Ability to communicate a value proposition, understand a buyer’s purchasing criteria, and ensure accurate alignment to available solutions/products.Skills necessary to handle buyer objections and to influence prospect’s comprehension of how a technology solution will help them achieve desired business outcomes.Enthusiasm for effective collaboration with senior sales and pre-sales executives and Reseller Partners on complex and diverse opportunities.Desire to travel across assigned geographies and work across disparate time zones. Capable of maintaining an upbeat and positive attitude and working in a self-directed, fast-paced environment.Curiosity and desire to continually seek deeper insights and information.Strong work ethic.Aptitude to function as a team player, who fits in easily with a wide range of pe