Job Description
To target the set of target accounts and create a pipeline of qualified opportunities in conjunction with key stakeholders in LOBs.
To continuously refine the target set of accounts database based on the customer buying behaviour, external competition and internal capabilities in the given territory
To follow up with potential clients leading to a sales presentation, demos or other sales opportunities for the target accounts
To leverage the organization capabilities and map the key people in prospect organization with appropriate people from the internal organization
To ensure compliance to sales process and ensure periodic reporting to the Regional Head.
To maintain an ongoing and productive relationship with clients specially where the potential for business is high
To ensure revenues and collections are as per target
To manage the local alliance/sales partners and source business through them
Qualifications
Should have good knowledge in Smart Manufacturing, IOT, Digitization, Automation etc.
Must have experience in Solution Selling especially to large conglomerates
Must have done consultative solution sales. Candidates who have sold MES products, IT solution, Automation, IOT solutions will have an advantage.
Should have done at least 5 years of solution sales.
Experience in SAP/ Oracle ERP solution sales OR core solution sale will be advantage. Core solutions are referred as - Production scheduling, Inventory Optimization, Warranty Management in Manufacturing organization
Must be able to understand customer requirements, make presentations on solutions without pre-sales support
Proven track record of selling software solutions to enterprise customers (Enterprise Customers - Turnover greater than 800 MUSD)
Demonstrable evidence of opening business in large enterprise customers in Middle East
Demonstrable evidence of working with different business units in the organization in order to come up with a winning proposal.
Evidence of proactive selling solutions to CXO and senior business people in the organization
Knowledge of contracts/ financials
Negotiation skills and strong Articulation skills.
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