Sales Manager builds a team from scratch and opens the market of private corporations and state-owned enterprises in Northern Vietnam for GreenNode. The position is responsible for the team's revenue targets, bringing Token Factory (MaaS) and AgentBase into customers' real AI problems, while building a long-term pipeline for the following years.
Main responsibilities
- Build and manage the team
- Together with Head of Sales recruit and onboard Account Manager team.
- Allocate accounts and targets to each AM; weekly coaching and quarterly performance review.
- Build sales playbook for the corporate block: account plan, Discovery, POC, procurement and bidding process.
Strategy and market
- Analyze the corporate block market, forecast AI application trends and set annual and quarterly business plans for the team.
- Find segments, use cases and new services to expand revenue.
- Monitor competitors and continuously update market information.
Develop corporate and state-owned enterprise customers
- Create target customer list and account plan for each key corporation.
- Together with Head of Sales open and maintain relationships with leadership (CEO, CIO, CTO, CDO, digital transformation director), directly or through partner networks.
- Find AI problems in customer operations and link with Token Factory, AgentBase.
Sell Token Factory (MaaS) and AgentBase solutions
- Lead long sales cycles with multiple stakeholders: Discovery → solution proposal → POC → negotiation → contract → expansion.
- Coordinate Presales, Product, Marketing, Ecosystem and partners to design solutions, prepare bid documents and implement for customers.
- Feedback corporate block needs to Product for roadmap inclusion.
Business management
- Manage pipeline and forecast weekly on CRM, report to Head of Sales.
- Negotiate price and contract terms within company authorization.
- Monitor service usage to retain and increase revenue from existing customers.
- Ensure team completes contract documents, reconciles payments and collects receivables on time.
Requirements
Mandatory requirements- Minimum 10 years of experience in IT industry, including experience selling B2B technology solutions to large enterprises.
- Minimum 5 years in management position, directly leading sales teams.
- Solid knowledge of software and industry applications: ERP, CRM, management systems, core business systems; understand how enterprises apply IT in manufacturing, retail, real estate, energy, aviation, logistics.
- Have a network of relationships with leaders and IT, digital transformation departments of private corporations and state-owned enterprises.
- Track record of achieving or exceeding sales targets and closing large-value contracts with enterprise customers.
- University degree in IT, Economics, Business Administration or related fields.
Skills and competencies
- Consultative selling: lead long, multi-stakeholder sales cycles; start from customer business problems rather than products.
- Work with leadership: present to CEO, CIO; explain technical concepts clearly to non-specialists.
- Negotiate large contracts: work with customer procurement, legal and finance departments.
- Pipeline management: accurate forecasting, disciplined CRM updates, track team metrics.
- Build teams: recruit, train, retain top talent and create disciplined sales culture.
- Technology understanding: understand AI models (LLM, AI agent) and how to apply them to enterprise business problems; grasp fundamentals of cloud and GPU infrastructure.
- Strategic thinking and proactivity: open new markets independently, handle target pressure, results-oriented.
- English: read technical documents, communicate with international partners.
- Have sold AI, cloud, SaaS or enterprise software solutions to large corporations.
- Have experience with bid documents and procurement processes of state-owned enterprises and large businesses.
- Have built sales teams from scratch or opened a new market segment.
- Have sales experience with partners, ISVs or system integrators.
- Understand data, information security and AI regulations that large enterprises must comply with.
