One of our largest clients is an American multinational corporation that provides B2B information technology services and seeks an enthusiastic individual to join the Cloud Sales Team in Germany for its clients like; Lufthansa and Lockheed Martin.
Main Responsibilities
- Develops sales pipeline to increase company's market share in offering area;
- Use offering expertise to seek out new client opportunities and expand opportunities with existing clients to build pipeline and drive pursuits;
- Collaborate and build strong relationships with X Account Teams like Account Executives and Technical Solutions Consultants, and X Partner Sales Teams to ensure proper engagement with these teams and customers.
- Provide support to the Account Executives in account/client planning activities, lead generation and closing opportunities relative to their offering.
- Accountable for achieving or exceeding of signings, sales, and revenue targets for the full X Cloud, Platform and Security Services Portfolio
- Accelerate growth through lead generation and closing new business engagements;
- Achieve targeted win rate for qualified pipeline.
- Support the development and delivery of the regional offering sales plan;
- Participate in forecasting process to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
- Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
- Drive and win Cloud, Platform and Security Services Portfolio deals up to $50M total revenue or annual booked revenue.
- Assists in opportunity qualification and risk assessment.
- Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
- Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
- Lead negotiations for Cloud, Platform and Security Services Portfolio deals
- Proactively manages all resource requirements throughout deal pursuit.
- Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology, and process adoption
- External and internal stakeholder management in the direction expectation setting, strategy, financials etc.
Requirements
- Minimum of 8 years of sales experience and technical knowledge in the area cloud platforms or security, solutions, (Private, Hybrid, Public Cloud and/or Cybersecurity), Application Transformation, Journey to Cloud
- Consultative sales experience especially around the adoption of cloud services in the infrastructure space.
- Highly developed consultative approach, solution selling and business development skills with an ability to consult with CXO's of global companies.
- Offering Vertical experience or Industry Vertical experience - advantage;
- Relevant experience in selling and closing deals from $25 to $50 million contracted revenues with scope and complexity in cloud area.
- Leads sales engagements where specialty field is key to profitable and successful delivery;
- Experience selling "Next Generation" services, aaS offerings and consumption based," pay as you go" services, cybersecurity
- Experience with international or global clients.
- Highly trusted individual who maintains and expects high standards for self and team.
- Able to work across multi-functions/multi-individuals to achieve desired results.
- Unique and comprehensive Cloud Services industry knowledge in multiple key industry IT domains both internal and external to X
- Capable of working with clients to develop their high-level IT strategy and roadmap.
- Capable of entering into a dialogue about value exchange for pricing innovation where Xis not the low-cost provider.
- Proactively creating small but significant consulting assignments that shapes RFP's before they are issued, reducing risk for clients and increasing probability of success for X.
- Capable to gain and build in-depth knowledge about the customer's business, strategy and challenges.
- Knows X's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
- Credible board level transformation advisor.
- Familiarity with program & project management methodologies.
- Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
- Highly developed business development, negotiation skills and ability to influence contract content.
