Regional Sales Manager, Sr.

JOB SUMMARY 

• Subject matter expert. Build trusted advisor relationships with key customer business decision-makers, helping them to build the solutions for defined customer outcomes. The role will use industry experience, expertise and credentials directly with customer business decision makers to engage and create sales solutions & opportunities. Structure deal terms and negotiation strategy.

MAJOR RESPONSIBILITIES 

• Sales Solutions
  • Translate business outcomes to develop an ecosystem solution, and identify and architect partnerships that can drive significant new businesses for PAC.
  • Participate on a high-performing team to collaborate with stakeholders across the company (engineering, marketing, sales, support, finance, and legal) in development of sales solutions.
  • Expert on current industry trends. Keep current on competitive, market dynamics, product and technology trends.
• Commercial Execution
  • Identify, evaluate, and prioritize complex sales opportunities in support of the broader partner strategy including developing the business case for strategic partnerships
  • Creatively structure complex deal terms, and develop a negotiation strategy
  • Lead negotiations.
  • Communicate with all stakeholders at all stages of the deal process to secure buy-in and approvals.
  • Drive deals to closure while maintaining a willingness to walk away from deals which do not meet business objectives or introduce an unacceptable risk.
  • Monitor deal performance and track efficacy relative to expectations post-close.
• Foster External Relationships
  • Maintain a network of relationships across the industry with partners, potential partners, acquisition targets, competitors, investors, thought leaders, etc.
  • Leverage relationships in opportunity identification and transaction execution.
  • Maintain ongoing relationship with partners to ensure compliance and commitments are fulfilled.

EDUCATION/EXPERIENCE REQUIREMENTS 

• BS/BA in Business or related field
• MBA preferred
• 8 years of aviation sales experience.
• SaaS Solutions, Connectivity sales, BI solution sales highly preferred.
• Lean Six Sigma experience highly preferred

KNOWLEDGE/SKILL REQUIREMENTS 

• Demonstrated ability to build relationships with Customers and create positive end to end customer experiences
• Demonstrated ability to identify Technology Services that open new growth opportunities
• Demonstrated ability to develop Innovations in business models and partner alliances.
• Demonstrable experience of achieving and exceeding sales targets
• Business strategy and market development expertise with deep analytical and business modeling skills
• Ability to lead, influence and drive results in a complex and highly ambiguous technical and business environment
• Excellent negotiation skills with the ability to understand the customer needs, negotiate complex sales and total value offerings to customers
• Anticipate future trends accurately; learn quickly and think independently to adapt as required
• Exercises expertise and leadership in managing functional area, programs, or projects where coordination with others (internally or externally, which may include matrix management or third-party contractors) is important.
• Acts as advisor to colleagues and/or customers (internal or external) in meeting schedules or to resolve administrative, operational, or technical problems.
• Works on complex issues where analysis of situations or data requires in-depth evaluation of variable factors, including an understanding of current business or technical issues and trends.

OTHER REQUIREMENTS 

• Travel up to 30