Unity Industry Sales Manager, SAPAC Interview Guide

Role Overview

The Industry Sales Manager, SAPAC at Unity is a sales and business development role focusing on growing Unity’s presence within industries like automotive, architecture, engineering, manufacturing, and biopharma across the SAPAC region. The role requires a combination of strategic thinking, relationship-building, and strong sales execution. You will be working with large commercial clients, managing the full sales cycle from lead generation to deal closure, and collaborating with internal teams such as marketing and field engineering.

Interview Process

The interview process is comprehensive and typically spans multiple rounds:

1. Initial Screening with HR

The process usually begins with a phone call from a recruiter. During this conversation, the recruiter will assess your fit for the role, your experience in sales, and your motivation for wanting to work at Unity. Expect questions like:

• “Tell me about your experience in sales in the tech or SaaS space.”
• “What excites you about working for Unity, particularly in the SAPAC region?”
• “Can you walk me through how you typically handle a sales cycle from lead generation to closing?”

2. Sales Strategy Presentation

In the second round, often with the hiring manager or senior sales leadership, you will likely be asked to present a sales strategy or a case study. You might be asked to create a strategy for expanding Unity’s business in a specific industry vertical or region. This round is designed to assess your strategic thinking, sales approach, and ability to communicate complex ideas.

Example Task:
You may be given a scenario where Unity wants to break into the automotive industry in SAPAC. You might be asked to prepare a strategy outlining key target customers, sales approach, and how to build relationships with CTOs or senior decision-makers.

Questions you might face:

• “How would you approach selling Unity’s platform to a large manufacturing company?”
• “What are some key challenges when selling technology in SAPAC, and how would you address them?”
• “Describe a situation where you had to adapt your sales approach to meet the specific needs of a particular market.”

3. Behavioral Interview

In the third round, which may involve interviews with multiple team members (sales leadership, cross-functional teams), you’ll be assessed on your behavior and past experiences. They’ll likely focus on how you work in a team, handle complex sales situations, and maintain relationships with clients. Expect behavioral interview questions like:

• “Tell us about a time when you had to close a high-value deal under tight deadlines. How did you handle it?”
• “Describe a situation where you faced resistance from a customer. How did you overcome it?”
• “Give an example of a time when you had to collaborate with an engineering team to close a deal. How did you manage that relationship?”

These questions are designed to probe your ability to handle the day-to-day challenges of the role, particularly around managing customer expectations, navigating complex sales cycles, and working cross-functionally with internal teams.

4. Technical Knowledge and Product Deep-Dive

Unity is a highly technical company, and as an Industry Sales Manager, you’ll need to understand their platform and how it integrates into various industries. In this round, you might have a technical deep-dive where you are asked to explain how Unity’s solutions (like Unity’s real-time 3D engine) can be used in different industries such as automotive, architecture, or biopharma.

Example Questions:

• “Can you explain how Unity’s platform can benefit a construction company looking to streamline design processes?”
• “What are some of the key benefits Unity’s platform offers in the automotive sector? How would you pitch this to a potential client?”
• “How would you position Unity’s products to a CTO of a large engineering firm?”

5. Final Interview (Cultural Fit and Regional Expertise)

In the final stage, expect a discussion focused on your cultural fit at Unity and your understanding of the SAPAC region. The interviewers will be assessing whether you align with Unity’s values and can thrive in a fast-paced, innovative environment. Additionally, they may ask you about your experience in the SAPAC region, your knowledge of market dynamics, and your understanding of local business practices.

Questions you might hear:

• “How do you stay organized and motivated while managing multiple sales opportunities?”
• “Can you give an example of how you’ve adapted your sales strategy to account for regional differences in SAPAC?”
• “How do you prioritize building relationships with key decision-makers in different industries?”

Key Skills and Experience Unity Values

• Sales Experience: Proven success in B2B sales, ideally within the SaaS or tech sector. Experience in closing large deals and meeting or exceeding sales targets is essential.
• Strategic Thinking: The ability to create and execute sales strategies tailored to specific industries and regions. Experience in building relationships with C-level executives and technical teams is highly valued.
• Industry Knowledge: A solid understanding of the industries Unity serves (such as automotive, architecture, engineering) and how real-time 3D technology can provide value to these sectors.
• Collaboration: Strong ability to work cross-functionally with teams such as marketing, field engineering, and customer success to close deals and ensure customer satisfaction.
• Communication: Excellent communication skills to engage with clients, stakeholders, and internal teams. You should be comfortable presenting technical solutions in an accessible way.

Example Scenarios and Questions

• Scenario 1: Unity is launching a new feature for real-time rendering in architectural design. How would you approach a sales pitch to a large architecture firm in SAPAC, and what would your sales strategy look like for this new feature?
• Scenario 2: You are managing a deal with a large automotive client who is hesitant to adopt Unity’s platform due to concerns about integration with their existing systems. How do you address their concerns and close the deal?

Tips for Success

• Research Unity’s Technology: Make sure you understand Unity’s platform, particularly how its real-time 3D engine can apply across different industries. This will be key in both your sales strategy presentation and technical discussions.
• Demonstrate Your Sales Expertise: Prepare examples of how you’ve successfully managed the sales cycle, closed large deals, and built long-lasting relationships with clients. Show that you can drive results.
• Understand the SAPAC Market: Be prepared to discuss the SAPAC region’s unique market dynamics. Show your awareness of regional trends and how Unity can address specific challenges in industries like automotive, architecture, or engineering.