22.11.2018

2000| Big Deal Sales Executive / BDM (m/w/d)


Our Customer is the world’s leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change.

The Position

  • Responsible for selling large outsourcing deals (50+m Euro) in all customer situations (New Logo, renewal, add-ons, etc.)
  • Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.      
  • Develops long term sales pipeline to increase the company market share offerings
  • Develop a compelling sales strategy to successfully close the pursuit
  • Contribute to enduring executive relationships that establish companies consultative professionalism and promote its total solution capabilities
  • Executes and closes qualified deals in all customer environments
  • Creates and grows reference customers
  • Set direction for business development and solution replication
  • Maintains expertise on IT at all levels-new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives scope and Impact
  • Significant percentage of time spent directly with customer interfaces with all levels
  • Minimal direct time with customer's technical buyers

 Qualifications

  •  University or Bachelor's degree; Advanced University or MBA preferred
  • Directly related previous work experience.
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  • Strong track record of negotiating and closing large deals
  • Considered a mentor of selling strategy
  • Typically 12+ years of related sales experience.
  • German native speaker

 Knowledge and Skills Required

 

  • Uses expertise in consultative solution selling (and business development skills) to align the client's business needs.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer's infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in clients - prospecting, negotiating and closing deals
  • Uses C-level engagement skills in collaboration with client leads to offer value-add solutions to the client
  • Knows strengths and weaknesses of key competitors and how to leverage this knowledge
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
  • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell complex solutions.
  • Excellent project oversight skills
  • Expert knowledge of emerging industry trends (I4.0, IoT, Digitalization, Fintech, etc)
  • Utilizes SFDC as an expert and accurately forecasts business.
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions. 

Haben wir Ihr Interesse geweckt? Rufen Sie uns an unter 089 900 580 0 oder senden Sie uns ihre Bewerbungsunterlagen an kaiser@hjg-gmbh.com. Bitte geben Sie die Referenznummer 2000 an, vielen Dank.

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