Enterprise Sales

Enterprise Sales - Manufacturing Software/AI

Key Responsibility

• Enterprise Sales & Business Development
• Develop and execute sales strategies to expand the company’s manufacturing software and AI solutions (DxFACTORY, AI Agent products) across manufacturing enterprises in Vietnam and Southeast Asia.
• Identify, approach, and develop relationships with key decision-makers, including COO, Plant Managers, Production Directors, and CIOs.
• Lead the full B2B enterprise sales cycle, from prospecting, needs assessment, solution presentation, and PoC proposal to contract negotiation and deal closing.
• Take ownership of assigned revenue targets and drive high-value software deals with manufacturing clients.
• Build and maintain a qualified sales pipeline, ensuring consistent progress toward quarterly and annual business targets.
• Enterprise Relationship & Partnership Development
• Build and maintain strategic relationships with manufacturing enterprises, particularly FDI factories and industrial groups.
• Develop partnerships with ERP/MES implementation partners, system integrators, and industrial automation solution providers.
• Identify opportunities for collaboration, including referral partnerships, solution distribution, and co-selling arrangements.
• Maintain long-term relationships with key accounts to identify upselling and cross-selling opportunities.
• Market Development & Solution Consulting
• Understand manufacturing operations and identify business challenges that can be addressed through software solutions such as MES, ERP, WMS, CMMS, IIoT, and AI.
• Analyze customer needs and translate operational challenges into business value propositions and ROI-based solutions.
• Lead PoC discussions and demonstrate how technology solutions can improve production efficiency, operational visibility, and cost optimization.
• Work closely with Product, Engineering, and Presales teams to develop suitable proposals and ensure alignment between customer requirements and product capabilities.
• Provide market feedback, competitive insights, and customer requirements to support product positioning and pricing strategies.
• Sales Performance & Reporting
• Take full ownership of sales KPIs, revenue targets, and deal conversion performance.
• Maintain accurate sales pipeline records and regularly report on opportunities, deal progress, forecasts, and win/loss analysis.
• Represent the company at manufacturing, technology, and industrial digital transformation events.

Qualification Requirements

• Must-have Requirements
• At least 3 years of experience selling software or technology solutions to manufacturing enterprises, preferably in MES, ERP, WMS, CMMS, IIoT, industrial automation, or related solutions.
• Proven track record of independently closing at least one software/technology deal worth VND 3 billion or USD 120,000 or above within the last 3 years.
• Experience selling directly to senior decision-makers such as COO, Plant Manager, Production Director, or Factory CIO.
• At least one employment period of 24 months or longer within the last 5 years.
• Strong understanding of enterprise B2B sales processes, including solution consulting, PoC development, contract negotiation, and deal closing.
• Strong business acumen with the ability to understand manufacturing operations, identify customer pain points, and communicate business value and ROI.
• Good communication, negotiation, presentation, and relationship-building skills.
• Working proficiency in English, particularly for business communication with international clients and partners in Southeast Asia.
• Nice-to-have Requirements
• Existing relationships with manufacturing enterprises, especially Japanese, Korean, and Taiwanese FDI factories in Binh Duong, Dong Nai, and Long An.
• Experience converting Proof of Concept (PoC) projects into commercial contracts.
• Experience working with ERP/MES implementation partners or industrial automation solution providers.
• Understanding of AI/LLM and the ability to communicate its business value to manufacturing executives without requiring deep technical expertise.
• Experience in technology startups or product-based software companies.
• Personal Skills
• Strategic thinking and strong business ownership.
• Proactive, independent, and results-oriented.
• Strong resilience and ability to manage long enterprise sales cycles.
• Comfortable working with ambitious revenue targets and performance-based KPIs.
• Strong collaboration skills when working with Product, Engineering, Presales, and Management teams.

Expected Outcomes

Perform