Key Responsibilities
1. China Sales Execution and Revenue Growth
• Execute China market sales strategies aligned with global company objectives.
• Achieve revenue, bookings, pipeline, acquisition, retention, and expansion targets for China.
• Identify new markets, customer segments, applications, and commercial opportunities specific to the China market.
• Maintain direct involvement in strategic, complex, and high-value sales opportunities, including key accounts and SOE customers.
2. Sales Team Leadership and Performance
• Lead, coach, and develop the China sales team, including AEs, Computer Vision AE, and Sales Engineers.
• Recruit, onboard, retain, and support the development of sales talent in China.
• Establish objectives, sales plans, performance expectations, and accountability measures.
• Foster a culture of collaboration, customer focus, and continuous improvement.
3. Strategic Accounts, Partnerships, and Business Development
• Build trusted relationships with executive decision-makers at strategic customers, including SOEs, private industrial groups, and multinationals operating in China.
• Lead executive presentations, negotiations, business reviews, and account-growth initiatives.
• Develop and manage relationships with system integrators, distributors, technology partners, and consultants in China.
• Drive co-selling, referral, and joint-solution opportunities with partners.
4. Sales Operations, Process, and Forecasting
• Implement consistent sales methodology, qualification, account planning, CRM, and reporting practices aligned with global standards.
• Maintain accurate forecasts; monitor pipeline health, conversion rates, win rates, and retention for China.
• Oversee proposals, pricing, approvals, negotiations, and contracting, including bidding/tender processes commonly required in China.
• Escalate significant commercial risks and resource needs to global leadership.
5. Cross-Functional Collaboration
• Partner with global Product, Engineering, Marketing, Finance, and Customer Success teams to address China customer needs.
• Translate China customer and market feedback into product and solution recommendations.
• Develop localized value propositions, use cases, and sales enablement materials for the China market.
6. Market Intelligence and Communication
• Monitor China market trends, competitive activity, industry policies, and emerging technologies.
• Provide actionable insights and recommendations to senior leadership.
• Present sales results, plans, risks, and opportunities in both Chinese and English.
Qualifications
Education/Experience:
• Bachelor's degree in business, marketing, engineering, technology, or a related field.
• Typically 10+ years of successful B2B sales experience in China, including complex, full-cycle sales and strategic account management.
• At least 4 years of progressive sales leadership experience managing and developing sales teams in China.
• Demonstrated success achieving or exceeding revenue and growth targets in the China market.
• Proven experience selling complex technical solutions, large-scale projects, or high-value services to Chinese enterprise, industrial, or technology customers.
• Experience with SOE customers, procurement processes, and bidding/tender procedures strongly preferred.
• Experience building channel, SI, distributor, or strategic partner ecosystems in China preferred.
• Experience with AI, machine learning, industrial technology, IoT, embedded systems, or related fields strongly preferred.
• Native Mandarin proficiency; business-fluent English (written and spoken) for communication with global teams.
Knowledge/Skills/Abilities:
• Advanced expertise in consultative, strategic, enterprise, and solution selling in the China market.
• Deep understanding of China industrial market dynamics, customer buying behavior, and channel ecosystems.
• Ability to translate global commercial strategy into actionable China sales plans.
• Proven ability to lead and develop sales teams in global, matrixed, cross-cultural environments.
• Exceptional bilingual communication, negotiation, and relationship-building skills.
• Strong operational discipline: CRM, forecasting, sales analytics, and pipeline management.
• Ability to understand complex AI/IoT technologies and connect them to customer business value.
