Strategic Account Manager

Strategic Account Manager - Accuris
Location: Kuala Lumpur/Penang
Who we are: Accuris is a company long-known for accelerating innovation in engineering workflows and supporting the vibrancy of the engineering community. As of 2023 the company launched as a standalone company. Accuris was formerly known as S&P Global's Engineering Solutions division. The Company is valued for its standards content and workflow solutions like Engineering Workbench, Goldfire, Haystack and Parts Management Solutions.
Under its previous owners, including S&P Global, IHS and IHS Markit, Accuris has been an integral part of the engineering ecosystem for more than 60 years.
About Company Statement:
Accuris delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup. https://accuristech.com/
Our mission: build an evolvable knowledge and data platform that enables STEM professionals to unlock and deliver innovation to the world's most complex problems.
Accuris provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Summary:
You will be an individual contributor responsible for driving sales growth across Southeast Asia, with a focus on Accuris products and solutions in targeted industries. This role involves building long-term client relationships, achieving sales targets, and delivering value-driven technical solutions.
Key Responsibilities :

• Sales Performance: Drive revenue growth by developing new business and maintaining strong relationships with existing clients.
• Industry Expertise: Maintain a deep understanding of the industry landscape, business challenges, and the unique needs of accounts.
• Complex Sales Leadership: Lead client interactions in complex sales processes through collaboration with stakeholders and colleagues.
• Value Proposition: Deliver compelling presentations on technical solutions, clearly articulating our value propositions.
• Territory Management: Plan, execute, and manage account strategies and resources.

Specific Duties :

• Sell Accuris Technology Solutions and Content Services across SEA, directly or through channel partners.
• Maintain and grow the renewal revenue stream.
• Serve as a trusted advisor by understanding customers' future engineering and product management initiatives.
• Develop and manage sales opportunities, from prospect qualification to closing deals and ensuring recurring revenue.
• Lead high-level discussions with C-level executives to position Accuris as the preferred solution.
• Execute strategies with EPC/Consulting Partners to generate pipeline opportunities.
• Continuously analyse the competitive landscape to refine sales strategies and improve win rates.
• Collaborate with internal teams to properly position complex solutions for clients.
• Provide feedback to management, consultants, and product teams to drive product improvement.

Required Education:

• University degree (bachelor's or equivalent) in Engineering or combination of education and experience.

Experience:

• Proven track record in Major Account development and relationship building.
• Consistent achievement of revenue goals.
• Knowledge in ERP/EAM, PLM/PDM, CAD/CAM, or other engineering-related software is preferred.
• Expertise in Challenger Sales methodology and understanding of complex sales cycles.
• Strong network in targeted industries such as Oil and Gas, HiTech Manufacturing, Automotive, Pharmaceuticals, Aerospace, and Defence.

Other skills:

• A strong commercial mindset. Prior experience selling to, speaking to, or interacting with personas in Engineering field is an advantage. A genuine interest in and ability to learn about workflows and personas, developing the industry specific knowledge necessary to have credible diagnostic conversations. 
• Strong communication, organization, presentation, and negotiation skills. Confidence in meetings, presentations and dealing with prospects and customers remotely and in person. 
• Creative thinking and problem solving to drive solutions that address client needs with the Accuris solutions. 

Travel:

• Occasional international travels required, while domestic travel for business as required.