Sales
District Sales Manager(s)
Location(s): Germany, France, Italy, United Kingdom
Key Responsibilities
- Develop an in-depth understanding
of the customer's business, structure, practices, challenges
and requirements within the context of the customer's business
sector.
- Develop and maintain a long-term
strategic Account Development Plan (ADP) under which all
activities will operate. The ADP will include the identification
and championing of new or improved Emptoris offerings to
match the customer's long-term business requirements.
- Direct all activities to
maximize the share of the addressable market through the
provision of Emptoris services and through the penetration
of all parts of the customer's global organization.
- Present ADP(s) to
relevant senior Emptoris management (i.e. Sales Director
and above) and ensure their support.
- Liase with other departments
(e.g. Professional Services, Marketing, Customer Care
) and third party partners (e.g. Systems Integrators) to
create a virtual account team.
- Champion the customer's needs
and issues throughout Emptoris.
- Deliver on-going improvements
in customer satisfaction.
- Provide direction to ensure
efficient application of appropriate Emptoris resources
to progress all issues impacting revenue, new business and
customer satisfaction. Develop business cases, as necessary,
to meet the ADP objectives.
- Lead, manage and motivate both
direct and indirect members of the account team ensuring
that they are aligned with the ADP objectives and are fully
executing their responsibilities.
- Ensure effective implementation
and on-going management of customer satisfaction and
executive contact programs.
- Provide in-depth management
reports to ensure effective communication to senior Emptoris
management of the business relationship.
- Demonstrate a clear
understanding of the concepts of, and proven experience in "solution selling".
- In depth experience of building
successful customer supplier relationships at board level.
- 5 years-successful experience
of sales, in commercial management and/or an account management
role with a leading software / services organization.
- Selling
large capital projects to Fortune 500 companies.
- Selling
high value software products.
- Selling high value services.
A clear and demonstrable understanding of business development
within an international client, where local decision
making authority exits but within a complex global infrastructure.
- The ability to reference individuals
or business levels of multi-million dollar deals.
- Proficient
business communication both written and oral in English.
- Demonstrable track record of consistent
revenue and target over achievement.
- Excellent planning, time
management, organizational and written skills.
- Ability to
function effectively within an international corporate customer
environment.
- PC Literate (MS Word, PowerPoint & Excel or equivalents).
- Ability to think and work both
on a strategic and tactical level.
- Excellent inter-personal
and influencing skills, with the ability to build and leverage
relationships at all levels
across organizations and partners on a global basis.
- Excellent
high-level presentation skills with the ability to address
and impress senior executive audiences.
- An Understanding
of business case methodologies.
- Comfortable with
the preparation of technical strategies.
- Highly numerate.
- Appreciation of account planning
and its importance.
- Highly disciplined.
- Demonstrable
motivation skills.
- Business orientated strategic
thinker.
- Enthusiastic and committed with
professional appearance.
- Demonstrable high level of energy/self
starter.
- Comfortable dealing at all levels
in an international environment, both internally and externally.
- Sense of humor.
- Demonstrably creative.
Presales Engineer(s)
Location(s): Germany, France, Italy, United Kingdom
The role has overall responsibility to help qualify, understand the client’s business challenges, direction and ultimately present a cohesive demo of the application highlighting the business benefits of the solution. In addressing the customer’s needs the Pre Sales Engineer will draw on Emptoris’s full product and service portfolio. The Pre Sales Engineer will work with a global account management team, typically comprising of Account Executives and in some instances other Pre Sales Engineers based at various locations. This role will also have responsibility in working with. Marketing, Customer Service, Professional Services, Business Development, Alliances, etc.
Key Responsibilities
- Develop an in-depth understanding of the customer’s business, structure, practices, challenges and requirements within the context of the customer’s business sector.
- Work with the District Sales Manager to develop and maintain a long-term strategic Account Development Plan (ADP)
- Strong presentation skills and public speaking
- White paper and knowledge management authoring.
- Collaborate on client RFP responses
- Liaison with other departments (e.g. Professional Services, Marketing, Customer Care…) and third party partners (e.g. Systems Integrators) to create a virtual account team.
- Champion the customer’s needs and issues throughout Emptoris
- Provide direction to ensure effective utilization of appropriate Emptoris resources to progress all issues impacting revenue, new business and customer satisfaction. Develop business cases, as necessary, to meet the ADP objectives.
- Standard and custom demonstrations based on client’s business challenges.
- Subject matter expert on functional areas of the application relating to various verticals
Key Result Areas / Success Criteria
- Close business opportunities according to Sales Reps plan
- Master business and technology presentations
- Master functional areas of the application
- Ability to present solution to “C” executives and technology
- Build a strong rapport with prospects to act as a trusted advisor
- Command a clear understand of the value proposition along with an understanding of the competitive landscape.
- Strong public speaking and presentation skills
- Travel will be required for this position up to 50%
Experience requirements:
Demonstrate a clear understanding of the concepts of, and proven experience in “solution selling”; 3 to 5 years-successful Pre Sales experience in selling commercial enterprise software packages; clear and demonstrable understanding of business development within a client, where local decision making authority exits but within a complex global infrastructure; demonstrable experience of team building and motivation; industry sector experience of Telco, CPG, Manufacturing, Financial Services, track record of consistent revenue and target over achievement in a presales role; managed complex proposals, which involve third parties (e.g. systems integrators or complimentary software providers).
Skills required:
Excellent planning, time management, organizational and writing skills; Experience in strategic sourcing; Application, Web Server and J2EE experience, Ability to think and work both on a strategic and tactical level; Excellent inter-personal and influencing skills, with the ability to build and leverage relationships at all levels across organizations and partners on a global basis; Excellent oral and written communication skills, Excellent high-level presentation skills with the ability to address and impress senior executive audiences.
Personal Qualities:
Business oriented strategic thinker; Enthusiastic and committed with professional appearance; Demonstrable high level of energy/self starter; Comfortable dealing at all levels in a business environment, both internally and externally; Sense of humor; Demonstrably creative.
Corporate Sales Representative (CSR)
Location: Swallofield, UK [ Near Reading ] UK (Multi-Lingual)
The Corporate Sales Representative (CSR) will be responsible for identifying and qualifying sales opportunities for Emptoris' European sales executives. The successful CSR is professional and poised, is a self-starter, has excellent telephone skills, is results-oriented with a “can do” attitude and experienced in contacting and conversing with C-Level executives. This individual must be able to work strategically with three or more Territory Sales teams to identity and penetrate Fortune 2000 target accounts to understand their business challenges and to map their challenges to Emptoris solutions.
Responsibilities:
- Manage a territory (s) resulting in qualified leads for the direct sales organization. Proactively develop potential sales leads through outbound cold calling and e-mails.
- Understand target companies business problems through web research, i.e. President's messaging, Annual financial reports and target messaging around data collected.
- Take leads generated through marketing activity and develop them into prospects by communicating Emptoris' value proposition tailored to their needs.
- Effectively utilize lead qualification criteria, as well as documenting and tracking activity with Emptoris' sales force automation tool.
- Maintain the sales database in SalesForce.com, including comprehensive data entry, setting alarms for follow-up, lead tracking, and turnovers.
- Execute lead generation programs to increase attendance at upcoming events, seminars, user groups and to create awareness for the company.
- Perform other related duties and assignments, which may include travel.
Education and Prior Work Experience:
4+ years of Business to Business telemarketing and territory management experience in a enterprise software solutions company (ERP, SCM, PLM, etc)
- Experience with a sales force automation application.
- Result oriented professional, who is capable of bringing prospects to the next step in the sales process.
- Demonstrated success in evaluating customer needs and consultative selling.
- A background in procurement or supply chain is desirable, but not required.
- This is a quota carrying position. Demonstrated experience in meeting and exceeding quotas required.
- Bachelor's degree or equivalent experience.
To apply for any of our
open positions, please send your resume and cover letter in Word or Adobe Acrobat format to careers@emptoris.com.
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