Solution Sales Consultant (Software) - Central Bank/Printworks MEA

at  GieseckeDevrient

JOB REQUIREMENTS

• At least 10 years of Technical software sales experience for enterprise software products in the MEA region.
• Advanced technical or business-related degree with a strong IT background (Operating systems, Databases, Networks, Server HW).
• Experience in the cash industry and/or warehouse automation is an advantage.
• Experience in developing and presenting solution designs as part of pre-sales activities.
• Experience in developing and presenting solution designs as part of pre-sales activities.
• Be able to respond to tender requests.
• Strong analytical, and problem-solving skills, ability for multitasking.
• Detail-oriented and persistent in the execution and follow-up of tasks.
• Excellent communication and presentation skills.
• Capability to listen, comprehend customer’s needs, and derive adequate technical and commercial solutions.
• Mature approach to business and understanding of core principles of key account management.
• Comfortable working in a dynamic, international environment with evolving priorities.
• Fluency in written and spoken English.
• Fluency in written and spoken French and Arabic is highly beneficial.
• Candidates must be willing to travel extensively all over the MEA region. (about 50%).

SCOPE AND PURPOSE

• Technical sales for CB/PW Software Solutions with a strong supporting function for Project Management, Marketing, Strategic Portfolio Management, and Business & Sales Operations.
• Ensure that business opportunities for CB/PW Software Solutions are developed and followed up tightly through the Pre-Sales process, with a seamless handover to Project Management for execution.

RESPONSIBILITIES

• Supporting sales in the creation and management of potential customers and the development of new projects.
• Provide the Sales team with support in tracking leads, conducting sales presentations/demos, and maintaining relationship management on operational and managerial levels.
• Responsible for tracking leads and opportunities on current systems (Salesforce) such as territory and account knowledge including contact information, current product ownership, current plans, and target areas for opportunity.
• Direct interfacing and coordination with clients, partners, and G+D internal staff to prepare technical specifications, offers, and contracts.
• Support the development of product and portfolio strategy, roadmaps, services, and solution offerings.
• Proactively build a broad knowledge base of the industry, customer base, and portfolio. Become the go-to person in MEA for software queries.
• Support the development and execution of the software marketing program, with a particular focus on case studies.
• Focus on triggering new sales opportunities, by finding appropriate solutions using our product mix and sub-suppliers and packaging them in an offer to meet the customers’ requirements.
• Attend to the customer during the complete business cycle and follow up on project milestones in close cooperation with Business & Sales Operations, Project Management, and Service.
• Drive the technical sales part of Customer engagement, which includes answers to the technical part of incoming tenders.
• Acquire a solid and in-depth understanding of customer’s technical requirements and use this knowledge to develop the most relevant solution.
• Where necessary, support Project Management with functional requirement analysis/engineering with the Customer and ensure that in the course of the product sales and implementation cycle, all software-related specifications (functional, design, and user acceptance specifications) are mutually agreed, in place, and executed.
• Pricing of software change requests. Assist with the requirements gathering, supervision, and control of software change requests in the course of the project life cycle.
• Achieve yearly technical sales targets and forecast goals as defined by objectives.
• Report and forecast sales activities. Work with Project Management, Controlling, and Commercial Project Execution to identify risks to the revenue plan.
• Monitor and report competitor activities, products, and services.
• Travel extensively within the sales area to build up and maintain customer relationships with Sales.
• Attend regular global sales meetings, training initiatives, and global performance review sessions
• Work with Procurement and Project Management to analyze potential partners and sub-suppliers.
• Provide coaching and support to other team members, both in MEA and globally.
• Be a constructive, supportive colleague, both in MEA and globally. Proactively share best practices with colleagues in the global Software Sales team.