APAC Key Account Manager - Global Accounts

Company Description

The SEEK Group

SEEK is a diverse group of companies, comprised of a strong portfolio of online employment, educational, commercial and volunteer businesses. SEEK operates across 18 countries with exposure to over 4 billion people and 26% of GDP. SEEK makes a positive contribution to people’s lives on a global scale.

SEEK is listed on the Australian Securities Exchange, where it is a top 60 company with a market capitalisation close to A$6billion and has been listed in the Top 20 Most Innovative Companies Globally by Forbes, and Number One in Australia.

For twenty-seven years SEEK has been an integral part of Australians’ job-search process, and as the country’s leading employment marketplace, it is uniquely positioned to empower Australians with career, education and volunteer opportunities to create productive and fulfilling working lives.

Our SEEK

At SEEK our biggest asset is our people, and we are proud of our community of valued, talented and diverse individuals who really know their stuff. Our culture statement, Our Seek, is all about what makes SEEK unique and a little bit different. Our Seek clearly outlines what we believe in and the attributes of our best people, which include:

• Passion
• Team
• Delivery
• Future

Job Description

The Role

As a Global Key Account Manager, we require a highly capable and dynamic person to lead and manage a portfolio of Strategic Accounts across APAC to drive global commercial offerings and global client solutions. To be successful in this role, the candidate must have a good understanding of global and APAC organisational structures, identifying where centres of decision-making influence exist. The role requires an ability to build and manage strategic relationships across large enterprises where operations may be decentralised, having the skills to lead initiatives and communication, positioning SEEK as the Global or APAC partner of choice for all end-to-end talent solutions. You will have proven executive engagement skills, expert stakeholder management skills, acute commercial skills to execute a deep and wide client engagement model, enabling SEEK to win share of wallet and share of ads from our global competitors such as LinkedIn, Indeed and in-country dominant marketplaces across Asia.

Key Responsibilities

• As this is a new function, work collaboratively and openly to inform, educate, influence internal stakeholders, setting up SEEK to succeed in winning share from APAC and Global Multinational Corporates.
• Work collaboratively, with an inclusive, shared learnings approach with the Global team, ensuring client and market intel is openly shared for the broader SEEK win benefit – operating as one high performing and engaged APAC sales team.
• Design, develop and implement the strategic portfolio and client relationship plan for our APAC and Global Multinational Corporates.
• Lead and manage multiple senior and executive client stakeholders throughout the APAC region and global where relevant.
• Account leadership - Influence an APAC team of in country Key Account Managers, CSM’s and CS Support, according to the account strategy.
• Management and execute SEEK Executive relationship plan and interactions with key clients across APAC and global where relevant.
• Work with your leader and APAC Head of to develop specific strategic commercial offers and pricing suitable to win share from all MNC clients
• Engaging proactively with organisations at a senior stakeholder level to identify opportunities to upsell and cross-sell existing and new solutions across client APAC operations.
• Undertake customer research to lead to a solution engagement plan, regularly keeping this updated.
• Solution development for each MNC, providing feedback into SEEK’s Product, Pricing and Strategy team where customisation is needed
• Manage bi-annual & annual contract negotiations with a key focus on relationship development, revenue growth and market share growth
• Accountability for the introduction, activation and uptake of SEEK’s product suite, suitable to the customer’s needs, where low product uptake exists.
• Management of key internal stakeholders across functions including marketing, product, strategy, commercial, customer service, CSM and operations
• Sales and Revenue growth, Retain and grow product adoption across accounts at an APAC level, through positioning SEEK as a strategic partner to their business
• Conduct regular Executive Account Reviews across the portfolio, drawing on SEEK’s performance and market analytics, identifying challenges or opportunities for the customer, providing solution engagement
• Provide regular updates to your leader, APAC Head of and the executive team regarding relationships, opportunity identification, market intelligence and key trends in the corporate market.
• Design, develop and execute an APAC training program to maximise advertising performance across the portfolio, in conjunction with CSM.
• Collaboration with the CSM team on new product roll-out across APAC
• Provide ongoing feedback to internal teams around end to end client servicing and management.

The Team

The APAC MNC Key Account team is a newly formed team created to service our Multinational Corporations, as part of the broader Sales function. You will work closely with the MNC team colleagues across Australia, Malaysia, Hong Kong and Singapore to build client strategies, develop global solutions and win market share. Reporting to your leader in Malaysia, this role will be instrumental in the building a new line of business to drive and win market share relative to our global competitors such as LinkedIn, Indeed and local in-country employment marketplaces.

Qualifications

Essential Qualifications, Skills and Experience

• Proven experience in developing and growing solution sales relationships with key strategic (recruiter and/ or corporate, government) APAC and global clients
• Proven experience in developing relationships with senior executives (C-Suite) & decision makers
• Proven track record in driving revenue growth across a significant customer segment 
• An outstanding track record of success as past success is a strong indicator of future potential
• Positive competitive nature and internal drive to succeed. APAC sales experience an advantage
• Experience leading a team through strategic conversations and aligning internal resources to drive desired outcomes
• Proactive approach to account planning to drive structure and governance across client portfolios
• Must have expert level or proven commercial acumen and commercial skills
• Proven inclusive and collaborative engagement style, able to influence, leveraging data and insights
• A good understanding of cultural differences in Asia
• Demonstrated ability to manage and leverage cross functional stakeholders to support client’s needs 
• Ability to gather and understand customer insights and make recommendations
• Proven experience in consulting and solution selling, Tech or Digital sector preferred
• Ability to work with third party advisors to help drive relationships and positioning 
• Experience representing the “voice of the customer” internally across all functions for the client benefit
• Accurate forecasting and pipeline management skills
• Energy, passion, humour and enthusiasm
• Have a thorough knowledge of the different products offerings in each country

Essential Qualifications, Skills and Experience

• 7+ years in prior enterprise wide, Technology sector, consultative selling environments
• A solid track record and understanding of talent management – HCM is preferred
• Referenceable and well-defined C-Suite engagement skills and influence
• Experience building business cases to influence and drive change
• Leadership skills and high EQ to lead and manage virtual team members and matrix resources
• Always open to learn and constantly looking for self-development opportunities
• Calm disposition and open mindset with an ability to collaborate and win in a fluid and ambiguous environments.

Additional Information

Additional Information

At SEEK, we are passionate about fostering a culture of inclusion and wellbeing that embraces and values the diversity of our people. We are a purpose driven business that works with heart.

We know teams with diverse ideas, experiences and perspectives are more creative and are critical to ensuring effective delivery and innovating to enable our future success. As such, we welcome applications from people with a diverse group of backgrounds and life experiences, especially as they relate to gender, sexual identity, culture, faith, disability and life stages. If you have the skills, curiosity and an adaptable approach but don't meet every responsibility or qualification listed in this advertisement, please still get in touch with us.