Solution Sales Consultant (Software)

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.

Key Responsibilities

1. Supporting Sales in the creation and management of potential customers and development of new projects.
2. Provide the Sales team with support in tracking leads, conducting sales presentations / demos, and maintaining relationship management on operational and managerial levels.
3. Responsible for tracking leads and opportunities on current systems (Salesforce) such as territory and account knowledge including: contact information, current product ownership, current and future plans, and target areas for opportunity.
4. Direct interfacing and coordination with clients, partners, and G+D internal staff for preparing technical specifications, offers, and contracts.
5. Support the development of product and portfolio strategy, roadmaps, services, and solution offerings.
6. Proactively build a broad knowledge base of the industry, customer base, and portfolio.
7. Become the go-to person in MEA for software queries.
8. Support the development and execution of the software marketing program, with a particular focus on case studies.
9. 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.
10. Attend to the customer during the complete business cycle and follow up project milestones in close cooperation with Business & Sales Operations, Project Management, and Service.
11. Drive the technical sales part of Customer engagement, which includes answers to the technical part of incoming tenders.
12. Acquire a solid and in-depth understanding of customer's technical requirements and use this knowledge to develop the most relevant solution.
13. 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.
14. Pricing of software change requests.
15. Assist with the requirements gathering, supervision, and control of software change requests in the course of the project life cycle.
16. Achieve yearly technical sales targets and forecast goals as defined by objectives.
17. Report and forecast sales activities.
18. Work with Project Management, Controlling, and Commercial Project Execution to identify risks to the revenue plan.
19. Monitor and report competitor activities, products, and services.
20. Travel extensively within the sales area to build up and maintain customer relationships with Sales.
21. Attend regular global sales meetings, training initiatives, and global performance review sessions.
22. Work with Procurement and Project Management to analyse potential partners and sub-suppliers.
23. Provide coaching and support to other team members, both in MEA and globally.
24. Be a constructive, supportive colleague, both in MEA and globally.
25. Proactively share best practice with colleagues in the global Software Sales team.

Minimum Qualification Requirement
Diploma or degree in Information Technology, Computer Science, or a related field. Strong technical background in Operating systems, Databases, Networks, and Server hardware.

Minimum Experience Required
At least 5 years of Technical Software Sales experience for enterprise software products in the MEA region. 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. Candidate must be willing to travel extensively all over the MEA region (about 50%). Comfortable working in a dynamic, international environment with evolving priorities. Professional approach to business and a solid understanding of the core principles of key account management.

Technical Competencies
Be able to respond to tender requests. Strong analytical and problem-solving skills, ability for multitasking. Detail-oriented and persistent in 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.