Strategic Account Manager - Manufacturing Execution Systems

Mission:

- Develop and execute the indirect sales strategy with Partners in the assigned territory.

- Develop Partners to be autonomous selling solutions in the assigned territory.

- Drive the transformation to achieve the Channel Growth Plan.

- Establish trusted relationships with assigned Partners and act as their focal point.

- Responsible for coordinating the definition and delivery of the Key account strategy for the assigned account in collaboration with Channel Leaders and Distributor channel.

Description :

- Directly responsible for Partner Sales in the Channel business for region. Meet and strive to exceed assigned sales quota through direct sale of all suite of products and services.

- Assist the Partners in improving their business operations model

- Drive with Partners their strategic sales program based on the - what to sell-

- Provide support to extend DS footprint, upsell and cross-sell

- Work directly with customers and indirectly through Value Solutions Partners to position and expand solutions in key territories. 

- Grow and manage assigned Partner efficiently and effectively.

- With the help of Regional Sales & Brand Sales Managers, plan and execute local sales strategy for growth.

- Contribute to establish and grow strategic partnerships with assigned partner through training and enablement. 

- Identify, build, develop and maintain customer and stakeholder s relationships.

- Identify & execute strategic growth drivers for outline initiatives that align with the drivers, and execute them successfully.

- Follow up on the topic and review Partner commitment on a regularly fixed meetings

- Coach Partners through all the LEVERAGE cycle from demand creation, Value Experience Roadmap definition to closing.

- Support Partner in co-marketing activities, motivate all kind of marketing activities needed to build appropriate pipeline

- Manage Sales Partners contract (negotiation & closing), accreditation and renewal validation

- Create and update a Territory Business Plan to include strategy, tactics and milestones as it relates to hitting goals set by the company.

- Collaborate with his/her cross functional team and build target list of accounts for Strategic Engagements.

- Provide Forecasts, business plans and reports as needed by Management. 

- Provide accurate pipeline management and reporting and execute tactical sales plans.

- Attend conferences and organize regional sales events to promote Brand's visibility and generate leads and sales.

- Thoroughly learn and maintain current knowledge of products, services and competitors landscape.

- Become proficient in industry in the pursuit of individual and corporate goal.

- Maintain the highest standards of integrity and respect for co-workers, customers and prospects.

- Help establish and then comply with sales policies, pricing guidelines, and best practices for Product offering.

Desired Profile :

- 12 to 15 years of experience in sales/account management/business development positions;

- Experience of selling high-value technical solutions;

- Good knowledge of PLM/CAD/CAM/CAE/FEA tools or Simulation/Engineering & Enterprise software;

- Experience and good understanding of at least one of the following markets/industries : Automotive, Aerospace, Electronics, Life Sciences, Energy, Industrial Equipment

- Master Degree in Engineering, Computer Science or equivalent experience.

- Assertive, proactive, results oriented ;

- Good team Player ;

- Strong communication skills and excellent presentation;

- Pragmatic and commercial mind set;

- Passionate about technology ;

- Able to keep cool head and to think clearly in unexpected situations;

- Skills : channel sales and management, partner management, training and enablement, account planning and management, enterprise sales, effective communication