Senior Sales Executive - SW Solutions
|Job Title:||Senior Sales Executive - SW Solutions|
|Contact Name:||Janne Bate|
|Job Published:||July 16, 2018 15:33|
The Senior Sales Executive is responsible for a coordinated sales approach within Spain coordinating with product suites' internal and external sales resources. This extended team is driven to a common goal within a territory.
You will solidify existing customer accounts, break into new accounts, to elevate the product suite to a strategic partner level, by selling enterprise-wide software solutions that will transform Field Service operations and increase productivity.
Establish a deep understanding of customer's business needs by creating value to customers for our solution footprint
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and the product
Add value to the customer's business and maintain a goal oriented approach to the business partnership
Demonstrate to customers how they benefit by partnering with the company and how solutions deliver results
Develop a solution-selling framework - tailor deal life-cycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals
Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars - Commercial, Product/Technology, Implementation and Support
Analyses sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion
Proven Experience of selling Workforce Automation and/or Field Service Automation software solutions at C Level
Bachelor's Degree in business, marketing or related discipline or equivalent
Very strong software industry experience with proven track record
Leads the implementation of economic value selling throughout customer organisation
Works with individuals across the businesses on how to use Big Data to collect and analyse market information as well as how to present analysis and recommendations to drive strategic commercial decisions
Proactive in seeking out new digital platforms to drive deeper connections with customers - such as heat mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry groups/blogs to gain exposure to target audiences and viewed as a domain expert
Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting the business objectives
50% travel required.
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