Job Title : Country Sales Manager Location: Malaysia Department: Revenue Reports to: CRO We are seeking dynamic and experienced Regional Sales Managers to join our team in the Philippines. The candidates will have a proven history of selling either counter-fraud or AML software to banks in their respective local markets. Experience selling similar products for our competitors is essential. This background ensures that candidates understand client needs in the AML and counter-fraud space and can effectively showcase the market need for these solutions in their specific regions. Candidates should demonstrate significant growth in their career paths, highlighting their success in driving sales and expanding market presence. They must be self-motivated, driven, and capable of working autonomously with minimal supervision. Successful candidates will be adept at building trust quickly with prospects and internal stakeholders, possess strong interpersonal skills to foster relationships, and drive alignment across cross-functional teams. Excellent communication and negotiation skills are essential, along with a hunter mentality and a strong customer-centered sales approach. Candidates should thrive in a dynamic sales environment and have a desire to succeed. Roles & responsibilities: 1. Identifying Market Opportunities and Developing a Sales Pipeline Market Research and Profiling: Conduct comprehensive market research to profile targeted clients, primarily financial institutions, and gather pertinent market intelligence. Showcase the market need for AML and counter-fraud solutions in the respective local markets. Developing a Robust Sales Pipeline: Build and progressively qualify a sales pipeline based on Tookitaki's Ideal Customer Profile (ICP) to meet annual sales targets. 2. Sales Development and Closing Initiating and Managing Sales Cycles: Initiate and manage the sales cycle to maximize the potential of each opportunity. Closing New Business: Develop and close new business opportunities by leveraging deep knowledge of Tookitaki's solutions and understanding client needs in the AML and counter-fraud space. Engaging Prospects: Engage prospects meaningfully in a respectful but persistent manner to guide them towards closure. 3. Solution Presentation and Client Engagement Presenting Value-Driven Solutions: Present Tookitaki's solutions as simple, value-driven propositions aligned with clients' needs. Understanding Client Organizations: Navigate complex client organizations and sales processes effectively. 4. Sales Objectives and Forecasting Meeting Sales Objectives: Meet monthly, quarterly, and annual sales objectives with accurate and timely sales forecasting. Sales Plan Development: Jointly create an overall sales plan with your manager and establish5. tracking metrics to monitor the plan&aposs health and ensure successful achievement of sales targets 5.Product Knowledge and Internal Collaboration Product Training and Expertise: Train extensively on Tookitaki products and solutions to present oneself as an expert, thereby better qualifying and nurturing prospects with appropriate insights. Internal Collaboration: Collaborate with internal team members such as pre-sales and product managers, providing market insights to enhance product collaterals and roadmap. Requirements: Experience: A proven history of consistently achieving and exceeding sales targets in a B2B enterprise sales environment with at least 10 years of experience, in AML and/or related compliance technologies including fraud detection & prevention. Experience selling similar products for our competitors is a must. Demonstrated experience in finalizing deals and agreements, and adept at structuring sales proposals and contracts that meet client requirements and align with company objectives. Counter-Fraud/AML Software Sales: Experience in selling counter-fraud or AML software to banks in the respective local markets, with an understanding of client needs in these areas. Career Growth: Demonstrated career growth with a track record of increasing responsibilities and achievements. Personal Attributes: Strategic Thinker: Able to see the big picture and develop long-term strategies while also paying attention to detail. Problem Solver: Capable of troubleshooting and resolving issues quickly and efficiently. Adaptable: Able to thrive in a fast-paced, dynamic environment and manage changing priorities. Collaborative: Works well with others and can build strong relationships with team members, vendors, and stakeholders. Creative: Brings innovative ideas to the table and is always looking for new ways to engage clients and improve sales strategies. Key Metrics to Track: Qualified Lead Generation: Number of marketing-qualified leads (MQLs) and sales-qualified leads (SQLs) generated from each sales initiative, focusing on conversion rates and lead quality. Client Engagement Levels: Measure engagement through client interactions, follow-up meetings, and feedback to assess satisfaction and interest. Sales Growth: Evaluate the growth in sales and market penetration in key regions by tracking revenue, number of new clients, and market share. Pipeline Health: Monitor the health of the sales pipeline by tracking the number of active opportunities, their stages, and the expected close dates. Introducing Tookitaki Tookitaki: The Trust Layer for Financial Services Tookitaki is transforming financial services by building a robust trust layer that focuses on two crucial pillars: preventing fraud to build consumer trust and combating money laundering to secure institutional trust. Our trust layer leverages collaborative intelligence and a federated AI approach, delivering powerful, AI-driven solutions for real-time fraud detection and AML (Anti-Money Laundering) compliance. How We Build Trust: Our Unique Value Propositions AFC Ecosystem - Community-Driven Financial Crime Protection: The Anti-Financial Crime (AFC) Ecosystem is a community-driven platform that continuously updates financial crime patterns with real-time intelligence from industry experts. This enables our clients to stay ahead of the latest money laundering and fraud tactics. Leading digital banks and payment platforms rely on Tookitaki to protect them against evolving financial crime threats. By joining this ecosystem, institutions benefit from the collective intelligence of top industry players, ensuring robust protection. FinCense - End-to-End Compliance Platform: Our FinCense platform is a comprehensive compliance solution that covers all aspects of AML and fraud prevention-from name screening and customer due diligence (CDD) to transaction monitoring and fraud detection. This ensures financial institutions not only meet regulatory requirements but also mitigate risks of non-compliance, providing the peace of mind they need as they scale. Industry Recognition and Global Impact Tookitaki's innovative approach has been recognized by some of the leading financial entities in Asia. We have also earned accolades from key industry bodies such as FATF and received prestigious awards like the World Economic Forum Technology Pioneer, Forbes Asia 100 to Watch, and Chartis RiskTech100. Serving some of the world's most prominent banks and fintech companies, Tookitaki is continuously redefining the standards of financial crime detection and prevention, creating a safer and more trustworthy financial ecosystem for everyone. Show more Show less