Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise and data insights to clients across the globe. We're here to help you make smarter decisions with insightful technology, industry expertise and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we're there. And through it all, we deliver confidence with the right solutions in moments that matter.

Summary:

The purpose of the role is primarily to develop and execute regional and country-level sales strategies primarily for our software offerings, achieve and exceed sales targets, drive market share, and other key performance objectives across the APAC region, as well as to provide leadership to the day-to-day operations of the APAC Sales teams. The successful candidate will meet our customer acquisition and revenue growth objectives by acting as a change agent to define new models and processes in order to grow our business.

• Build and execute strategic plan to drive sales growth, profitability maximisation and expansion of customer base in new and existing markets
• Establish tactics to further penetrate our targeted vertical markets - including public and private corporations, law firms, private equity, venture capital and accounting firms
• Set achievable, but challenging sales revenue and profitability targets
• Collaborate with product and marketing teams to ensure consistent messaging and value proposition to help sales teams penetrate untapped markets and competitive accounts
• Partner with the sales teams on client meetings and outings to understand client challenges, needs and service experience
• Serve as sales lead in efforts related to securing high-value, strategic client opportunities
• Prepare regular sales pipeline and sales forecast reports for internal stakeholders such as Global Sales leadership and Senior Management within the business
• Ensure effective sales processes and systems are in place
• Regularly assess each team member's vertical focus and account mix in order to drive account penetration
• Drive adoption of social selling and CRM tools
• Provide input into sales compensation structures that drive sales results in support of strategic goals and reward sales performance
• Communicate regularly with both Sales Representatives and RVP - Head of International to ensure alignment regarding market trends, product enhancements, and deal traction
• Work with and guide Marketing to define and execute marketing strategies to drive market awareness/account penetration and drive pipeline/sales
• Monitor and focus marketing events to secure positive ROI on marketing activities
• Ensure transparency and maintain cost control of the marketing budget
• Guide and manage Inside Sales/Business development to ensure alignment with the overall sales strategy and focus
• Provide RVP - Head of International and other members of the Leadership Team with tracking and reporting against sales targets and strategy
• Participate in and contribute to the monthly International Leadership Team meetings.
• Have overall responsibility for the overall APAC business strategy and success.
• Maintain cost controls while driving profitable revenue and market share growth
• Deliver ongoing coaching and training in sales skills, solution selling, value selling and both technological and competitive trends.
• Build strong relationships with the sales teams to keep them engaged, motivated, and ensure they feel supported by the organisation and leadership teams
• Facilitate and coordinate continuous learning for in-depth knowledge of for all DFIN products, services and partnerships
• Attract, hire and develop high performing Sales team members in a SaaS environment

• Significant sales experience in B2B software/technology-enabled sales or relevant experience of financial services industry; experience selling into enterprise level accounts a plus
• Enterprise software/SaaS experience is preferred
• Cross-border sales management experience in leading teams of 15+ sales representatives
• Proven ability to develop and execute fully integrated go-to-market sales strategies for SaaS products
• Excellent communication skills with all levels of internal and external audience
• Effective analytical and problem-solving skills
• Ability to motivate and hold sales teams accountable for meeting targeted objectives
• Experience in defining marketing strategies aligned to overall sales strategy
• Ability to work effectively in a matrix management environment
• Strong experience in applying and driving adoption of structured sales methodologies
• Experience in managing inside sales/business development
• Ability to motivate teams and influence the way people think or behave, individually or in groups
• Flexible and adaptable leader who can understand the nuances of how and where to capture and drive profit
• Ability to hold oneself accountable, accept responsibility and develop this trait through the organisation