Account Executive - ServiceMax
1 日前

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.

Essential Responsibilities

  • 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 :

  • Bachelor's Degree.
  • A minimum 10 years of professional experience.
  • Eligibility Requirements

  • Must be able to travel 25% - / + of the time.
  • Desired Characteristics

  • 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.
  • Leadership :

  • 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.

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