Regional Account Executive - APAC

at  Pros

Reporting to the Regional Vice President for Sales, the Regional Account Executive (RAE) is a primary direct sales team member who works to prospect, manage and close business opportunities for enterprise-scale PROS solutions, across new and existing customers.
Supporting the RAE is a regionally and globally-based team of PROS colleagues from Sales Management, Legal, Finance, Sales Operations, Marketing, Account Development, Pre-Sales Solutions Consulting, Professional Services, Research & Development and Customer Success.
Established 40 years ago, PROS powers modern commerce with dynamic pricing science, and is the leading provider of pricing and revenue management solutions to the aviation industry. It is also a leading provider of dynamic price optimisation and configure-price-quote solutions to multiple industries globally. The company is headquartered in Houston, Texas, with offices around the world. In APAC, PROS maintains satellite operations in Singapore, Hong Kong and Australia.
Our ideal candidate is self-driven, thrives on the pursuit of sales and loves winning, they understand that to win requires solid product knowledge and business awareness, have an ability to build trust widely within a prospect, show persistent but tactful pursuit of deals, love to travel, and value self-organisation and discipline.

A Day in the Life of the Account Executive - About the role:

• Develop multiple strategic relationships with key senior executive and influential team members for each account. In person, on the phone, and via email.
• When required, drive an opportunity from prospecting to contracting with vigor.
• Detail-oriented, making sure all aspects of the sales cycle are executed with precision.
• Develop and implement account strategies and direct activities needed to achieve sales objectives.
• Build a sales pipeline to ensure continued meeting of sales targets, documenting all strategic activities within Salesforce.com.
• Manage client relationships, identifying influencers, recommendations, key decision makers.
• Accurately and consultatively articulate the value proposition of the PROS solution set to prospective customers at all levels
• Specifically identifies appropriate target customers in a defined geography within the travel industry.
• Work internally with R&D, product marketing and others on positioning products, product development requirements, getting back to the prospect with timely answers, and/or designing demos.

Required Qualifications - About you:

We are looking for candidates who possess the rare combination of the following achievements, skills and behaviors:

• At least 5 years of business development experience in SaaS Software solutions for airlines, or enterprise-scale SaaS solutions for other industries.
• You have a global mindset, with a sensitivity to and willingness to work across cultures and time zones. You love to travel.
• Proven track record of sales success and clear evidence of ability to meet or exceed sales goals.
• Ownership mentality to independently develop and manage sales opportunities.
• Experience managing sales opportunities with long sales cycles.
• Experience building and executing region-specific sales strategy.
• Strong attention to detail and clear communicator and listener, both in-person and virtually.
• Ability to deliver clear and compelling offers to senior level and technical airline teams.
• Excellence in simultaneously managing multiple sales opportunities.
• Digitally savvy with a genuine interest in/good understanding of SaaS; ability to understand our niche technology and clearly communicate our solutions’ value.
• A logical, data-driven mindset backed up by a creative and diligent approach to relationship building.
• Proficiency in Salesforce, Excel, PowerPoint, Word.

EDUCATION

• Bachelor’s Degree, ideally in Marketing, Business/Commerce, Communications or related field.

Skills & Personal Characteristics:

• Ownership
• Care
• Innovation

Why PROS?
PROS culture and the truly extraordinary people who work here are at the very core of our success. We have a passion for what we do, and we won’t stop until we’ve delivered on our promises. We’re committed to the success of our customers. That’s why we think harder and dream bigger – so our customers can go even further than they ever imagined possible.
This is a unique opportunity to join a company that has 30+ years of proven success with a long runway of more success.
Our people make PROS stand out from the rest. If you want to be a part of something truly extraordinary, come help us shape the future of how companies compete and win in their markets.
Work Environment:
Most work activities are performed in an office or home-office environment and require little to moderate physical exertion. Work activities may require periods of extended hours, critical deadlines and stressful situations. To successfully complete the tasks of this position, individuals must be able to communicate clearly (in writing and orally), comprehend business terminology, interpret numerical data.
This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position

• Develop multiple strategic relationships with key senior executive and influential team members for each account. In person, on the phone, and via email.
• When required, drive an opportunity from prospecting to contracting with vigor.
• Detail-oriented, making sure all aspects of the sales cycle are executed with precision.
• Develop and implement account strategies and direct activities needed to achieve sales objectives.
• Build a sales pipeline to ensure continued meeting of sales targets, documenting all strategic activities within Salesforce.com.
• Manage client relationships, identifying influencers, recommendations, key decision makers.
• Accurately and consultatively articulate the value proposition of the PROS solution set to prospective customers at all levels
• Specifically identifies appropriate target customers in a defined geography within the travel industry.
• Work internally with R&D, product marketing and others on positioning products, product development requirements, getting back to the prospect with timely answers, and/or designing demos