Position Summary
- A quota-carrying hunter role focused on acquiring new logo accounts for our software/IT solutions. The successful candidate will spend the majority of their time prospecting, opening doors at C-level, and closing new business.
Key Responsibilities
1. New Business Acquisition (Primary Focus)
- Own and deliver an individual new-logo revenue quota.
- Proactively prospect and cold-outreach (calls, email, LinkedIn, events, referrals) to generate self-sourced pipeline; do not rely on inbound or marketing-generated leads.
- Identify and qualify opportunities in assigned target markets and industry verticals.
- Build and maintain a healthy pipeline at 3–4x quota coverage, with accurate forecasting and disciplined CRM hygiene.
- Map stakeholders and navigate complex buying committees to reach economic buyers and decision-makers.
- Establish rapport with potential clients, secure first meetings, and advance opportunities systematically through each stage of the sales cycle.
2. Deal Closing & Commercial Management
- Close new business by coordinating requirements, structuring commercial terms, negotiating contracts, and handing over cleanly to delivery.
- Develop quotations, proposals, and RFP/RFQ responses tailored to client business needs.
- Structure pricing and deal terms in line with margin and risk guidelines.
- Work with pre-sales and technical teams to build solution-led technical proposals.
3. Market Development
- Track industry trends, competitor activity, and regulatory changes to identify new market opportunities.
- Develop entry strategies for untapped segments and territories.
4. Account Growth (Secondary)
- Following successful onboarding, identify upsell/cross-sell opportunities and build an expansion roadmap for accounts won.
- Monitor account health, flag commercial risks early, and coordinate with delivery teams to protect revenue.
5. Administration & Other
- Maintain BD documents, reports, and pipeline records related to departmental work.
- Other duties as assigned by the supervisor.
Performance Indicators
- New logo revenue vs. quota
- Number of new accounts closed per quarter
- Self-sourced pipeline generated
- Meetings/qualified opportunities created per month
- Forecast accuracy and win rate
Education and Experience
- Bachelor's degree in Business Administration, IT, Computer Science, or a related field.
- Minimum 5–7 years in a quota-carrying new business development / sales hunter role, with a proven track record of selling software solutions (SaaS, Enterprise Software, IT Solutions).
- Demonstrable history of consistently meeting or exceeding new logo targets — candidates should be prepared to discuss specific deals closed, deal sizes, and sales cycles.
- Hands-on experience with consultative/solution selling methodologies (SPIN, MEDDIC, Challenger Sale, or equivalent).
- Existing network in target industries (Enterprise, Financial Services, Government, or Conglomerates) is a strong plus.
Skills and Abilities
- Fluent in Thai — speaking, listening, reading, and writing (business-level, able to lead client meetings and write proposals in Thai).
- Good command of English, both written and spoken.
- Strong proposal writing skills — compelling proposals, RFP/RFQ responses, and commercial offers tailored to client needs.
- Solid understanding of software/IT solutions and the ability to translate technical capability into business value.
- Familiarity with CRM tools (Salesforce, HubSpot, or similar) for pipeline and activity management.
- Strong commercial acumen — able to structure deals, pricing, and contract terms.
- Excellent communication, presentation, and negotiation skills at C-level.
- Proficient in Microsoft Office; able to develop high-quality presentation materials.
- Result-oriented, self-driven, resilient, and comfortable with rejection and aggressive targets.
- Able to work independently with minimal supervision.
- Good interpersonal skills and able to work well with others under pressure.
