Ensure regional selling resources maintain the appropriate competencies across assigned products and services.
Work with appropriate Business Management and Sales Leadership teams to ensure proper resourcing and competency coverage to support growth
Execute commercial programs related to product responsibility.
Participate in trade shows, seminars and / or similar marketing activities, ensuring technical resources are capable of supporting.
Ensure consultants have appropriate development plans in place to develop and maintain technical and business capabilities
Collaborate and share insights with regional and global peers.
Maintain knowledge of the industry sales strategies, familiarity with outcome-based selling.
Understands the business drivers and KPI’s of the customer.
Ensure Consultant team maintain sales and customer relationship management data up to date in tools (i.e. CRM), optimizing activities by using tools consistently.
Coach and develop Solution Consultants, Technology Consultants, and / or Team Leads
Promote and expand commercial capabilities in the sales organization through Consultants team, focusing sales skills evolution for accelerated growth in terms of new company business value proposition
Accepts Role Requirements
Coaches others / their team to improve performance and achieve their goals.
Establish and maintain appropriate engagement levels for their team of domain experts by providing an environment supportive of employee development and advancement while ensuring the availability of the proper mix of competencies and experience to support the business.
Influence and operate across a highly matrixed organization.
Values working in a team-oriented culture and building consensus with stakeholders before making key decisions.
Actively pursues personal continuous learning, development of skills and knowledge in job-related technical and professional areas.
Actively participates in calls and meetings via phone or in-person, as needed.
Travel to customers within assigned geography will be required.
Information Processing Capability (Factors of Complexity)
Exercise judgment within defined procedures and practices to determine appropriate action.
Leverage business insights in proposing solutions and facilitating change.
Manage multiple priorities and projects simultaneously, ensuring stakeholder expectations are managed appropriately.
Ability to manage competing demands, accept criticism and constructive feedback, while being adaptable and flexible.
Seek out and embrace relevant perspectives when assessing a situation or making a decision; demonstrate clear understanding of multiple viewpoints.
Distill information from disparate data sources and the capability to tell the story’ behind it, as well as recommendations for next steps.
Anticipate and act upon evolutionary trends in the industry and the unique adaptations required by the Company to sustain competitive advantage.
Bachelor’s degree in an engineering / technical related field or equivalent.
Strong solution and application expertise, and related demonstrated sales experience.
Demonstrated experience in Annual Recurring, Lifecycle and Software selling across the industry or other market segments
Fluency with native language and strong command of English (written & spoken).
Ability to work with and gain confidence of senior level personnel (internal and external) in a highly collaborative, matrixed stakeholder organization.
Ability to resolve complex issues in creative and effective ways.
Ability to align and influence critical stakeholders.
Strong supporter of our customer centricity. Understands the importance of demonstrating concern for satisfying customers.
Passionate about developing goals to improve our customer experience.
Ability to set, be accountable for and achieve challenging targets.
Ability to influence, empower, coach and motivate others.
Ability to adapt communication style and messaging to different audiences.
Instill an energetic and enthusiastic response in their team towards achieving company goals and priorities, and encouraging their commitment and support.
Exhibit strong teamwork, customer service and organizational skills.
Act courageously by sharing viewpoints openly and directly with others, providing relevant and timely information and feedback, as required.
Make sound and difficult decisions even in the face of multiple obstacles, particularly when under pressure or in high stakes situations.
Retain and convey a positive attitude in challenging circumstances.
Maintain a positive demeanor during periods of uncertainty, conflict and stress.
Remain open to ideas; integrate multiple perspectives in decision-making.
Ability to motivate others and him / herself
Demonstrate enthusiasm for relationship building and partnership across the organization at all levels to leverage ideas, capabilities, and processes.
Lead and / or manage courageously during organizational change; taking appropriate risks and encouraging others to do so in order to be aligned with a culture that values risk-taking.