Specialised Sales Software Lifecycle Management
il y a 2 semaines
Job Function:
Software & Cloud Services Why SoftwareONE?:
The role:
Specialised Sales Software Lifecycle Management / VAS
A Specialised Sales Specialist (SSS) is a solutioning expert against customer problems/business needs and is the connection between the broader Sales organization and the pre-sellers in the Delivery organization.
The SSS identifies, develops, and lands opportunities for defined portfolio elements in cooperation with the wider Sales Organization ensuring proper handover to delivery.
The SSS priority is to help and assist with current and new customers engagements (ensuring renewals with SM's, but also cross and up-sell in existing accounts).
The SSS is a hybrid position between the more hunting role of a BDE and a pure tech pre-sales within S&S.
Role and Responsibility
- Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s) for instance by leveraging current stakeholders.
- Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing and handover to delivery. You will drive the sales cycle and create SoW's together with the wider Sales organization and Presales.
- Work with Service Management to ensure renewal and cross and upsell within existing customers.
- Work with Account Managers to ensure that the overall account strategy and goals will be followed and achieved.
- Work with the rest of the wider Sales organization to grow the complete footprint, not just for a service line specific within a customer.
- Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects.
- Have technical indepth knowledge on key areas of assigned portfolio and local market requirements and/or legal requirements within specific markets.
- Cooperate with the delivery consultants in order to create new products and services to expend and improve our portfolio.
- Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation.
- Construct service contracts and associated commercials/cost model based on scope and customer's desired outcomes
- Liaison and manage partnerships with key vendors like for instance Snow/Flexera/Apptio, ensuring we use programs and get leads through indirect channels.
- Create a name for SWO in the local markets by using Marketing outlets, providing thought leadership of specific areas.
What we need to see from you:
Functional Skills
Business Development-Advanced
Improves organization's market positions and revenue growth through identifying and acquiring new clients and business opportunities.
Value based Selling-Advanced
Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.
Sales Prospecting & Qualification
Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.
Cross-Selling-Advanced
Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.
Building commercials for customers-Expert
Can build innovative commercial constructs while having a solid understanding of competitor rates and win price.
Demonstrates a solid understanding of general business strategies, the concerns and challenges of leaders, customer acquisition and retention, and the financial metrics that matter to executives.
Funnel of opportunities-Expert
Manages a funnel of opportunities to meet or exceed his sales target including managing pipeline on various horizons, investing in long-term big bets and building a good mix of leads in pipeline to increase predictability of sales closed.
Sales Prospecting & Qualification-Skilled
Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.
Foundational Skills
***
Negotiation
Ability to overcome or minimize barriers and address needs and preferences of key decision makers, using assertive tactics when appropriate and has the ability to achieve a win-win outcome for SWO and the customer.
Leading Self
Interacting with others, you understand the need to first focus on your own mindset, skills and behaviours. You are both approachable and accountable when working with others inside and outside the company. You are also flexible and adaptable while doing your job. You embody our values, intrinsically modelling them to all around you. You invest in increasing insights on your strengths and development areas, seek feedback and
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