Digital Solutions Sales Manager

Job Summary:

The Digital Solution Sales role will sell digital solutions into clients and prospect’s companies. The main goal is to win profitable business, with the overall responsibility for individual sales. Digital Solution Sales owns all presales activities, technical competence, creation of comprehensive commercial offers and oversight of client onboarding. The job involves some business development but the main focus is selling existing digital solutions. The Digital Solution Sales Salesperson will call on prospects and work with Account Management to prospect existing accounts. Pushing the account team to setup meetings, make introductions and open doors, but the ultimate solution selling responsibility will lie with this position. The Digital Solution Salesperson is a communicative, extrovert and technically skilled salesperson with deep knowledge about the service portfolio. He/she will have the ability to understand customer needs and possess a problem-solving mentality. Performs other duties as assigned. Follows GDMSAI rules, policies, procedures, applicable laws, and standards. Carries out the mission, vision, values, and quality commitment of GDMSAI.

Job Requirements:

Minimum Education:

• University Degree in Marketing, Business or related field

Minimum Experience:

• 3 – 5 years sales experience identifying opportunities and selling
• Top sales producer with consistent track record of meeting and exceeding revenue targets
• Experience in contract / legal negotiations
• Experience in Consultative Value selling
• Experience in frequent customer interaction
• Experience writing customer proposals and reports
• Proficient in commercial and technical topics
• Experience in R&D and IT, or field engineering also preferred

General Responsibilities:

• Ensure OIT booking and revenue is registered
• Define and develop the business case for customers and internally
• Work with customers to identify training needs and secure training execution for customers in collaboration with Solution SME and Customer Service Manager
• Create demand for new solutions
• Support to and interaction with other jobs and functions:
• Account Management
• Work with Account Management in regard to customer and solution requirements by supporting Key Account Managers in actively driving sales projects
• Solution qualification and constant feedback on market trends, initiatives and requirements
• Support IOR and deal review/approval process
• Support in Solution Sales deal approval
• Prepare technical specifications for RFP / RFQ / Customer Tenders as well as scope software projects including ongoing customization
• Perform high level functional requirement analysis / design engineering with the customer and ensure that in the course of the sale and implementation cycle all software related specifications (functional, design and user acceptance specifications) are mutually agreed, in place and executed
• Develop and present pricing proposals, negotiate and close software projects with customers in conformity with internal cost and pricing guidelines ensuring alignment with involved stakeholders
• Provide required customer turnover for implementation including scheduling and participation in project reviews ensuring project targets (functionality, quality, delivery schedule, project budget, profitability) meet customer and internal expectations
• Follow Professional Services global policies, procedures and tools
• Consider and meet compliance and information security requirements in pre-sales and sales of solutions and services

Skills:

• Speak and read English at a level that is sufficient to satisfactorily perform the essential functions of the position.
• High degree of business acumen in regards to sales skills, pricing strategies and financial management
• Value Based Selling methodology
• Consultative approach with the ability to identify needs and solving problems
• Highly skilled in business case development
• Excellent knowledge of solution portfolio value proposition
• Service and solution sales knowledge
• Service specific knowledge
• Service Lifecycle Management, SLAs, deployment scenarios
• Market trends (e.g. XaaS, Cloud, Virtualization, Digitalization)
• Understanding of IT, Cloud technologies and Security information systems
• Keeping up to date with market development, competition, trends
• Strong customer and service orientation
• Ability to effectively manage time to drive immediate revenue opportunities while building long-term value
• Strong ability to develop senior level relationships with key players within sales organization and with customers
• Accustomed to working with short deadlines in customer engagements
• Entrepreneurial spirit and drive
• Strong interpersonal skills and a likable personality
• Drive for self-learning and improvement
• Ability to adapt to change
• Ability to follow given processes, procedures and work instructions
• Strong verbal and written communications skills, listening and teamwork skills, and effective presentation skills