Job Title:
Solution Sales Manager, reporting to Sales Director.
Requirements:
- Experienced working in a software company or consulting company with proven success in selling enterprise-level, complex software or services sales.
- Target driven personality and eager to explore new business opportunity
- Understanding of broad competitive solution footprints for the Supply Chain systems
- Knowledge and understanding of Logistics industry pain points and related cost-drivers
- Ideally with demonstrated sales track record with proven sales quota attainment record
- Good listening skills to understand a customer’s needs and tailor a relevant pitch
- Outstanding presentation, facilitation, communication and negotiation skills
- Possess good communication skills and are not afraid to go an extra mile to close the deal
Solution Sales Manager is expected to:
- Responsible for hunting new customers by proactively pursuing new business and sales opportunities and driving engagement to meet the defined sales target.
- Drive sales opportunities through coordination with marketing on lead generation and also sales pipelines.
- Position and sell the full value of Company products and services portfolio to maximize revenue with a proactive, pre-emptive and consultative prospect engagement model, and an established sales process.
- Proactively research and analyze available prospect situational information (Market data, Social Media, Prospect Articles, etc.) to build and position a pre-emptive value proposition to a customer
- Plan and conduct efficient and meaningful prospect presentation sessions to gain valuable insight into your prospect’s business and vision and provide clarity on how Company products and services can help them achieve their goals.
- To provide simple predefined high level product initial demonstrations and gather the necessary feedback and work closely with Presales Consultants to get value added solutions/estimates and provide subsequent detailed demonstrations to prospects by addressing their priorities, objectives and pain points.
- Construct and deliver proposals and responses to RFP/RFQ that are concise, compelling and valuable in the eyes of the prospect or the customer.
- Understand Company competition and effectively position solutions against them to meet or exceed customer needs.
- Managing sales opportunities and tracking in CRM and providing updates as necessary.
- Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration and giving concessions based on win-win partnership model mentality.
- Follow established business practices processes for Sales in order to draft, have approved and legally negotiate contracts with prospect.
- Follow established delivery handoff procedure as applicable for Post Sales and Finance in order to ensure customers efficiently, transparently and fluidly transition from Sales to Delivery/Finance
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