As the General Manager (GM) of our APAC region, you will be leading a business generating $4.5 million USD in revenue with 55 customers across key markets. Our APAC team covers all go-to-market (GTM) functions, including marketing, business development, sales, presales, professional services, customer success and alliances & channels. The APAC business has strong growth potential, with the opportunity to triple revenue over the next three fiscal years.
Success in this role will be measured by specific KPIs in the next three years: achieving annual revenue growth of at least 30%, maintaining a customer retention rate above 95% (or aligned to company goals), growing partner-led revenue by 25% annually, and expanding team engagement (eNPS) and productivity (Magic Number).
Primary Responsibilities
Strong Leadership & Accountability
Revenue Growth: develop and execute strategies to drive top-line growth through effective leadership of direct sales in collaboration with our partner function, marketing, product development and other company teams and unitsRegional Strategy and Execution: formulate and implement effective regional strategies that align with the company's overall business objectivesCustomer Focus: champion customer-centric approach and value realization (ROI), ensuring exceptional customer satisfaction and drive long-term loyalty and retention through customer success, support and professional services teamsOperational Efficiency: optimize sales process and customer coverage, leverage technology and improve overall customer experience cycle to streamline regional operations, reduce costs and improve sales productivitySales Leadership: Work collaboratively with the Trintech sales organization, Partners, and other functions to help define strategic account strategies and prioritize sales initiativesValue Selling: Work with the sales team to build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating and expanding sales opportunities
Create & Reinforce Culture and Talent Development
Talent Champion: build high-performing teams and infrastructure to challenge and develop talentProfitable Growth: implement processes and tools to accelerate and scale revenue enginePerformance Culture: Track and analyze sales performance metrics, providing regular reports and insights to CCO
Collaborate Effectively with Stakeholders
External Stakeholders: build and maintain relationships with key customers, partners and distributors for mutually beneficial collaboration
Required Knowledge/Skills/Abilities
Strong track record of leading and growing a global SaaS Go-To-Market organizationDeep understanding of market dynamics, competitor analysis and customer segmentationStrong analytical and problem-solving skills, with a data-driven approach to decision-makingStrong preference with familiarity in Enterprise SaaS software; selling to the Office of the CFO a plusExecutive/leadership experience working on digital transformation projects in finance and/or enterprise software deploymentsFormulate and execute comprehensive sales plans, including market analysis, competitive intelligence, and customer segmentation. Identify and pursue new market opportunities to expand the company's customer base and revenue streamsResults-oriented, strategic problem solver that enjoys helping customers "cross the chasm" from current state to future stateExperience in creating executive level presentations that bring together key findings and takeaways in a succinct, impactful mannerHigh degree of comfort working with organizations that have globally distributed teams, with an associated willingness to adapt to cultural standards in targeted organizationsComprehensive knowledge of the competition, their possible competitive advantages, and why opportunities are won or lostThe ability to manage multiple projects with tight deadlines simultaneouslyProficiency with Salesforce.com and all MS Office applicationsThe ability to influence others based on your credibility, confidence and shared respectQuantitative analytical skills, including pipeline management and forecastingSignificant experience with one or more vertical industry markets and experience in positioning products and services to match client needsExcellent verbal and written communication skills, presentations skills and a commitment to collaborate with people
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