Position Summary

• Establish relationships with new customers and secure contracts with new customers that achieve assigned sales quotas and targets.
• Drive the entire sales cycle from initial customer engagement to closed sales (and in some cases through delivery and payment collection as mentioned above).
• Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
• Qualify prospects against company criteria for ideal customers and sales.
• Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each.
• Maintain a high level of relevant domain knowledge to have meaningful conversations with prospects.
• Work with technical staff and product specialists where required to address customer requirements.
• Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis.
• Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
• Report on sales activity (include desired frequency – daily is ideal for accuracy)
• Keep detailed notes on prospect and customer interactions in CRM tools.
• Provide forecasts on best case and most likely sales volumes over relevant time periods.
• Work with delivery teams to proactively address problems.
• Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers.
• Work with marketing to plan and execute lead generation campaigns.
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
• Identify sales support requirements and work with marketing to develop improve sales tools.
• Be a positive representative of the company and its brand in the marketplace.
• Conduct all sales activities with the highest degree of professionalism and integrity.

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Qualifications

• BS/MS in Computer Science or equivalent work experience
• Minimum of 10 years’ experience in new sales activities and client acquisition.
• Strong understanding of the software services industries and solutions
• In-depth understanding/network in the automotive/manufacturing industries is strongly preferred.
• Experience with IT services companies in selling Digital Transformation, cloud migration, managed services, Engineering services…
• Solid English verbal and written communication skills.