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Job Description
- Perform industry analysis across both Government and Oil & Gas markets.
- Quickly come up to speed and articulate industry trends, challenges, competitive landscape, and solution footprint that drives industry roadmaps.
- Work with other subject matter experts to determine product fit for an industry.
- Collaborate and work with inter-departmental teams, customers and technology vendors.
- Work effectively and cooperatively with the senior leadership team. Partner with the other members of leadership team, to define and drive substantial parts of the customer experience.
- Formulate how the roadmap will help in retaining existing customers, acquiring new customers and deepening market penetration by articulating the value proposition.
- Commercial modelling: - Define and negotiate commercial solutions to complex and challenging customer business requirements; driving a value-based, not discount based conversation.
- Contractual negotiation:- Negotiate contractual terms and support the account team to close the transaction.
- Negotiation planning:- Ensure the sales team creates and executes a coherent negotiation strategy backed by a solid concession plan.
- Case management:- lead and manage teams in closing transformational deals (aligning close plans to key dates for processing, and driving the close process); evaluate and manage risk within a deal.
Job Requirements
- 7-10 years of system integration sales experience.
- Minimum 5 years experience in both Government and Oil & Gas markets.
- Strategic thinker who can see the big picture but can still execute on detailed plans and get things done.
- Industry go to market experience particularly with performing market analysis, identifying industry requirements, developing messaging and value propositions, and sales enablement.
- Creative in solutioning customer problems/requirements and be able to translate them for other stakeholders.
- High energy, positive mindset, results-oriented, and looking to make a big impact
- Ability to communicate effectively across different audiences from executive levels to engineers and end users.
- Excellent communication, presentation and knowledge sharing skills.