About the role
ROLE OVERVIEW We are seeking for a Regional Sales Manager for Indonesia. The successful candidate will: - Independently own annual sales and collection targets across banking, digital finance, payments, consumer finance, e-commerce, and telecommunications sectors. - Sell enterprise risk decisioning and anti-fraud software through multiple commercial models, including software licensing, API usage, and Agent-based offerings. - Acquire leading local customers and expand existing accounts by introducing additional product modules. - Coordinate with presales, delivery, customer success, and ecosystem partners to manage the full commercial lifecycle, from contract signing through renewal and expansion.
KEY RESPONSIBILITIES - Take ownership of annual and quarterly sales targets for assigned accounts in Indonesia, including new ARR, API usage revenue, and collections, with accountability for quota attainment and forecast accuracy. - Manage the end-to-end Lead-to-Cash process, driving contract signing, invoicing, and timely payment collection. - Develop account strategies and a Target Account List covering leading banks, digital banks, P2P lenders, fintech companies, licensed payment service providers (PJP), consumer finance companies, e-commerce platforms, and telecommunications operators. - Build and maintain a healthy sales pipeline, manage opportunity stages using MEDDIC or similar methodology, and provide rolling sales forecasts. - Proactively prospect and build relationships with senior customer stakeholders, including presidents and board directors, heads of risk, credit and fraud management, CIOs/CTOs, and compliance leaders. - Use a consultative sales approach to understand customer challenges in fraud prevention, credit decisioning, anti-money laundering, AI adoption, and AI governance, translating needs into compelling product value propositions. - Develop plans to expand product adoption within existing accounts, growing customers from single product to three to five modules to improve customer lifetime value (LTV) and net revenue retention (NRR). - Partner with Customer Success to ensure successful implementation and renewals, turning customer outcomes into reference cases and referrals. - Lead RFI/RFP responses and coordinate with presales solution consultants on solution design, product demonstrations, POCs/trials, and value validation including ROI assessments. - Lead negotiations on pricing, discounts, and commercial terms, balancing deal velocity, gross margin, and contractual risk to close deals. - Develop and manage local channel and ecosystem partners, including system integrators (SIs), cloud providers, and consulting firms to expand customer reach. - Represent company at industry exhibitions, association events, and customer activities to strengthen brand and professional reputation in Indonesia's risk decisioning market. - Monitor regulatory developments from OJK (Indonesia's Financial Services Authority) and Bank Indonesia, as well as the local competitive landscape including FICO, SAS, Experian, Equifax, and Pega. - Provide market and competitive analysis, and share customer needs and competitive intelligence with Product and Marketing teams. - Coordinate with Delivery, Legal, Finance, and other internal teams to ensure a positive customer experience.
Role requirements - 6-10 years B2B sales experience with direct ownership of sales quotas and demonstrable track record of exceeding targets - Based in Jakarta, Indonesia with legal authorization to work in Indonesia - Fluent in Mandarin Chinese with business-level English proficiency - Experience selling software to financial services industry - Bachelor's degree or above - Experience managing complex B2B sales with long sales cycles, tender processes, and POC-led deal conversion - Excellent consultative selling and executive communication skills with ability to engage C-level executives - Proficiency in pipeline management, sales forecasting, and CRM tools
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