|
SENIOR SALES EXECUTIVE - Government sector
DUTIES
Focus on a small number of named accounts within central government, and responsible for selling concept solutions at board level.
Develop an understanding of the customer’s strategy, direction and infrastructures and the current suppliers, situation and implications from an IT perspective.
Identify and understand the customer’s business drivers and issues and develop appropriate solutions.
Work across the customers’ organisation both from a business and IT perspective at all levels from operational to Board.
Take responsibility for total customer focus working as part of a team with Consultancy, Pre-Sales, Marketing and Support.
As appropriate participate in global accounts in supporting and helping account strategy to drive consistent value for the client and significant revenue for Business Objects.
Participate in account reviews and ensure information on named accounts is captured in SFA.
Engage with Partners, System Integrators and Alliance as appropriate in line with role and company policies.
Work with customers on visioning, pain identification and return on investment.
Take ownership for follow-through, delivery and implementation.
Forecast, engage and execute utilising solution sales methodology.
Understand the Business Objects product and service offerings and the value propositions for the Customer.
Ensure the value is delivered to the Customer.
Report and forecast accurately to management on progress and issues.
Gain the necessary approvals for all customer proposals
Ensure the quantity and quality of pipeline to deliver quota consistently.
Ensure quarterly targets are met and exceeded.
Work within the Pricing Policy Guidelines (PPG) and refer to sales management for issues, which are not covered in this document and where acquired bid authority.
Act with integrity and respect at all times towards colleagues, customers, partners and others with whom engaged in company activity.
REQUIRED EXPERIENCE
Experience of selling Enterprise IT solutions for a minimum of 2 years to the Government sector.
Management and closure of Business led client solutions in excess of £250k.
An understanding of complex and extended solution selling scenarios and consortium bid situations.
Must have sold at board level in major blue chip financial organizations.
An understanding and appreciation of the importance of Business Intelligence within the Enterprise. Knowledge of CRM and Analytics preferred.
Able to convey business benefit in a conceptual sale and to be able to bridge the gap between business objects capabilities and customer’s business pain.
An appreciation of a quarterly driven sales environment
|
Please flag with care
