Role Summary / Purpose
You will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, and ServiceMax ecosystem coordination while leading a team of sales executives.
You will work closely with the other staff members in all ServiceMax businesses to drive and lead growth in service, software, and outcome-driven revenue generation.
You will partner closely with leaders to drive the creation and development of an overall sales readiness vision in the context of our global business.
Develop a solution selling framework for ServiceMax tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Establish a deep understanding of customers’ business needs by creating value to customers for our solution footprint.
Add value to the customer’s business and maintain a goal-oriented approach to the business partnership.
Demonstrate to customers how they benefit by partnering with ServiceMax and how our solutions deliver results.
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals.
Develop and execute an Account Playbook that formalizes the go high / go low strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars Commercial, Product / Technology, Implementation and Support.
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including : Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and ServiceMax product.
Qualifications / Requirements
Basic Qualifications :
A minimum 10 years of professional experience.
Must be able to travel 25% - / + of the time.
Develops acceptable strategies to mitigate risks triggered in RFP's and / or customers' T&Cs while meeting ServiceMax business objectives.
Leads the implementation of economic value selling throughout customer organization.
Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some connection to seemingly independent problems.
Identifies and prioritizes critical ServiceMax resources needed to further the sales effort, negotiating with stakeholders for utilization.
Technical Expertise :
Trains others on how to thoroughly analyze market data and present findings and recommendations in a way that is easy and simple for management to make decisions and act quickly;
Links analysis to overall business objectives and strategies.
Effectively manages and possesses working industry knowledge and skillset (of self or others) in assigned vertical; Utilizes industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem-solving definition;
recommends decisions that inform commercial growth strategies.
Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency;
Helps to develop sales team relationships with key contacts.
Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities for ServiceMax;
Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing customer needs.
Business Acumen :
Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business;
Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer - actively reviews accounts, meets with customers, observes sales force, etc.
Coaches and trains others on how to manage account relationships to proactively identify and address client needs and convert competitive installs to ServiceMax solutions.
Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and goodwill;
Coordinates role responsibilities with that of others to achieve mutual goals; Encourages groups to work together to efficiently resolve problems.
Leads the process of developing a clear and winnable strategy to deliver the vision of what the ServiceMax-customer relationship can be;
Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities beyond the obvious.
Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives;
Presents in a manner that is compelling, engaging and relevant to senior leadership and customers.
Trains others on Commercial Operations processes in a way that makes it easy and simple for management to make decisions and act quickly;
Proactively leads in translating strategies into specific actions; leads in streamlining deal flow, minimizing peaks and troughs, and simultaneously managing multiple deals.