Company: Western company specialized in automation Work location: Moscow (Russia)
Position: Sales Executive
Function
• Create and maintain territory sales plan
• Identify prospects and create entry strategies for each
• Utilize business and financial knowledge to create value propositions
• Execute competitive sales tactics to win business
• Coordinate deal crafting and positioning
• Lead or participate in contract negotiations
• Manage demand and qualify opportunities
Requirements
• 3 - 5 years of complex, solution selling sales experience in an IPS targeted industry.
• Past experience in closing deals of $5-10 Million in contract value
• Knowledgeable of Business Solutions and Manufacturing Applications
• Track record of meeting/exceeding yearly quota
• Experience in business transformation solutions
• Experience selling solutions with alliance partners
• Superior prospecting skills
• Capability to understand IPS offerings and articulate those offerings to the industry and prospects
• In-depth experience including RFI/RFP proposal strategy, management and response
• Strong contract negotiations and closing skills
• Superior presentation development and delivery skills
• Travel up to 50% Significant experience and demonstrated achievement in one or more of the following fields:
• Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basis.
• Senior level management responsibility within a major firm.
• Senior-level strategic consulting and/or strategy consulting to major organizations
• Established relationships within targeted industries
• A deep understanding of the impact of automation on a firm's business
• A strong knowledge base of targeted industries, both individuals and institutions
• Knowledge, understanding of the predominant people, firms, products, services and solutions that is most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.
• Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of IPS and partner firms, engaged in multiple simultaneous sales initiatives
• A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions
• Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena
• Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.
