Operations Director Apac Jobs (NOW HIRING)

Individual Contributor Direct& Channel Sales Reports to the CRO, GreenRoad

GreenRoad is revolutionizing fleet safety and driver performance, offering cutting-edge AI and the industry’s most comprehensive driving data. Our advanced safety telematics platform provides real-time driver coaching, predictive risk assessments, and in-depth fleet analytics, enabling businesses to significantly reduce accidents, fuel costs, and emissions. With seamless integration and rapid deployment, GreenRoad empowers fleets of all sizes to effect improved and continuous driver behavior, enhance operational efficiency, and achieve sustainability goals.

Trusted by hundreds of companies in 70 countries since 2004, GreenRoad helps companies build a safer, greener, and more profitable fleet.

We are growing and seeking an ambitious and accomplished sales professional to lead our next phase of growth across APAC. As we expand, this region may evolve in line with the company’s strategic objectives. The ideal candidate is equally comfortable selling direct — personally prospecting, negotiating, and closing enterprise deals with end customers — and driving indirect growth through resellers, distributors, and strategic channel partners. This is a hands-on role for a hunter who isn’t afraid to roll up their sleeves and go get the deal, while also building and scaling a partner ecosystem that multiplies reach.

If you have a proven track record of success in the technology sector across both direct and channel motions, and a passion for driving results, join us in building a safer, smarter future for fleets worldwide.

We value initiative, no matter where it comes from. We promote a “can-do” mindset, voice, and approach to make us stronger as a company. We know that it is through team-wide collaboration across geographies that we can make the most positive impact as a company.

Your role’s main objective is to lead and accelerate the growth of GreenRoad’s sales across the APAC region through both direct and indirect channels. As a sales hunter, you will generate new business directly with enterprise customers while simultaneously recruiting, enabling, and managing reseller and distributor partners to extend GreenRoad’s market coverage.

The role requires a well-rounded, hands-on, proactive approach to business as an individual contributor. To ensure success of the region, you will be supported by GreenRoad’s global, multi-disciplinary teams. You should engage, communicate, and align the various company stakeholders — including sales development, marketing, product, and logistics operations — to effectively manage both the direct sales process and the partner-led sales cycle. The Regional Sales Director APAC will report to the Chief Revenue Officer.

• Lead the company’s new business direct-sales effort in the APAC region, personally owning the full cycle from prospecting to close.
• Prospect, qualify, and close new enterprise business deals with end customers.
• Develop target leads and strategize approaches for creating a direct sales opportunity pipeline.
• Articulate GreenRoad’s value proposition, run product demos, and execute product trials.
• Build and maintain senior-level relationships with key prospective enterprise customers.
• Land Net New logo customers in the APAC territory.
• Recruit, onboard, enable, and manage resellers, distributors, and strategic channel partners across NorthernEurope to drive indirect revenue.
• Build and maintain senior-level relationships with reseller and channel partners, and act as their primary point of contact for deal support, pricing, and escalations.
• Develop joint sales and sales supporting plans with the indirect channel, set and track partner targets, and manage the partner-sourced pipeline and forecast.
• Enable partners to independently articulate GreenRoad’s value proposition, run demos, and progress opportunities.

Cross-cutting

• Establish the proper segmented go-to-market approach for the APACregion — across both direct and indirect motions — for Commercial Fleets and Bus & Coach prospects.
• Liaise with sales development and marketing teams to define and execute outbound lead generation and new lead funnel development for both direct and partner channels.
• Provide accurate forecasting across direct and partner-sourced sales pipelines.
• Understand the competitive landscape and market trends.

GreenRoad is looking for a seasoned yet highly entrepreneurial, customer-focused sales professional with a successful track record of building up regions and exceeding targets through both direct selling and channel development — attaining organizational impact by penetrating new regions and shaping the company’s business reality by closing new enterprise deals directly and through partners.

Ideal Skills & Experience

• 7+ years’ experience in enterprise B2B technology sales, specifically SaaS solution-selling roles (IoT or Fleet space — an advantage).
• Proven direct sales experience backed by results, independently driving and closing complex enterprise deals from prospecting to close
• Proven indirect / channel sales experience recruiting, enabling, and managing resellers, distributors, or channel partners, and delivering revenue through them.
• Region management skill set: Ability to balance and prioritize across direct and partner-led opportunities without channel conflict.
• Proven experience creating and executing strategic sales plans across multiple go-to-market motions.
• Ability to work independently and thrive in a fast-paced, entrepreneurial high-tech team environment.
• Very strong interpersonal skills, a flexible mindset, and the ability to “read the room” when working a deal.
• Hunter, self-starter, and “can-do” mindset.
• Ability to communicate, present, and influence at all levels, including executive and C-level, with both customers and partners.
• Experience working effectively in a multicultural, global company.
• Familiarity with CRM systems (Salesforce — an advantage).