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Strategic Account Manager Asia

1 month ago

กรงเทพมหานคร, Thailand SiteMinder Full time

At SiteMinder we believe the individual contributions of our employees are what drive our success. That’s why we hire and encourage diverse teams that include and respect a variety of voices, identities, backgrounds, experiences and perspectives. Our diverse and inclusive culture enables our employees to bring their unique selves to work and be proud of doing so. It’s in our differences that we will keep revolutionising the way for our customers. We are better together

What We Do

We’re people who love technology but know that hoteliers just want things to be simple. So since 2006 we’ve been constantly innovating our world-leading hotel commerce platform to help accommodation owners find and book more guests online - quickly and simply.
- We’ve helped everyone from boutique hotels to big chains, enabling travellers to book igloos, cabins, castles, holiday parks, campsites, pubs, resorts, Airbnbs, and everything in between.
- And today, we’re the world’s leading open hotel commerce platform, supporting 34,000 hotels in 150 countries - with over 100 million reservations processed by SiteMinder’s technology every year.

About the Strategic Account Manager ASIA role...

Enterprise team at SiteMinder is responsible for the Groups and Chains segment, managing brand collections, portfolios and multi property operators, and providing a suite of technology solutions to the Groups, including some of the largest hotel groups in the world.

Core focus of this role is to establish and grow SiteMinder’s enterprise business throughout Asia markets, by creating new partnerships with hotel groups and chains, and unlocking growth within existing accounts, with keen attention on East Asia and Thailand subregions.

In an individual contributor role, you will be joining an established high performance team, to assume responsibility for creating new opportunities through acquisition of new multi-property groups and collections, and/or via fostering excellent relationships with existing accounts, to generate new revenue and unlock growth.

You will be an experienced commercial operator, with a background in SaaS business development, partnership management, strategic account management, or a similar senior commercial profile with strong business acumen.

What you’ll do
- Active listening: deep understanding of customer goals, strategy and long term objectives, to formulate plans to unlock new revenue opportunities and mitigate attrition risks. Initiating conversations and solutions that deliver against customer buying needs
- Consultative selling: you will hold a creative and ambitious talent for driving new business and strategic account management, alongside our Enterprise BDMs and AMs across APAC region
- Hyper Collaboration: You will have experience in working with multiple teams and stakeholders to create a winning strategy for unlocking growth in APAC to lead SiteMinder to be the preferred partner for multi-property groups in the region.
- Coordinate large group discussions and bring in the relevant buying authorities to influence and drive the business to sale-won
- Stakeholder management: influencing and liaising with variety of internal stakeholders, across multiple departments (Product solutioning, Onboarding, Support, Sales, Marketing, Finance, Support, Customer Success)
- Proactive engagement: implementing plans to increase product adoption, service satisfaction, product updates and customer feedback
- Protection of revenue by ensuring customers are committed to term agreements and managing the contract renewal process
- Travel requirements: regular travel within the region to attend trade shows, conferences and Quarterly Business Reviews with high value accounts

What you have
- In-depth understanding of the hospitality/hotel industry and the travel technology landscape, and the infrastructure of large hotel groups
- Experience in SaaS sales or product/technology partnership management, with 3+ years experience in consultative selling to C level personas within a technology or hospitality-travel technology business
- Proven track record in closing >$1m new businessStrong communication skills to build rapport and trusted, long-term relationships with customers and ability to bring together multiple stakeholders internally and externally to match buying authority and knowledge sets
- Excellent negotiation skills to overcome objections and navigate complex buying structures to influence multiple buying identities
- Creative problem-solving skills and ability to manage expectations
- Highly resilient self starter, operating well independently, with positive attitude to winning deals
- Proactive and tenacious at unlocking opportunities
- Fluent in English and Mandarin

Our Perks & Benefits
- Equity packages for you to be a part of the SiteMinder journey
- Hybrid working model (in-office & from home)
- Mental health and well-being initiatives
- Generous parental (including secondary) leave policy
- Pa