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Sales Engineer

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Sales & Business Development
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194557 Requisition #



This role helps to ensure the commercial success of the specified region or regions by providing the management of the Matter Expertise resource to support sales across the specified regions, ensuring that our BDM’s are supported in their bid planning, product demo’s, RFP responses and proposal writing. Commercial success will be achieved through the increased effectiveness of the presales teams in promoting value based, profitable solutions not only demonstrating the breadth and depth of our solution and services, but also working closely with BDM’s and Account Managers to aid in the sales process and help close business with properly qualified prospects.


Essential Duties and Responsibilities

Planning and Operational Management of PreSales


  • Manage and coach resources to supporting new opportunity bid planning, product/solution demos, RFP responses, proposal writing, bid reviews and handover to delivery
  • Identify the key interaction points with customers and other business units and ensure that the sales support team are as effective as possible in ensuring that these interactions are value generating
  • Analyse the sales support needs against the planned budget and develop a plan for providing sales support to the verticals or accounts where that resource will be most effective and deliver most value.
  • Identify top key sales and initiatives from which revenue generation in the financial year is dependant and ensure that these are properly supported
  • Identify capability and product gaps which will influence the teams ability to sell our product and service solutions and create an executable plan on closing these gaps
  • Creation and management of the function within agreed budget, including travel budget.


 



Sales Growth


  • Ensure alignment of PreSales initiatives and programmes with the organisation’s overall strategic sales plan
  • Maximise the revenue generated for all supported sales opportunities across the specific region
  • Ensure that all engagements have clearly defined value based sales propositions which match and meet the client business and technical needs
  • Maximise the effectiveness of the sales support team in supporting the highest priority sales prospects
  • Monitor the actual price value of each deal to identify deviations from plan.



Customer Objectives


  • Develop and maintain relationships in key client organisations
  • Develop and maintain a network of contacts within key external organisations
  • Support and manage the negotiation, execution and follow up of key customer assignments, analysing issues and providing feedback to both internal employees and client stakeholders and management.
  • Ensure that Customer Satisfaction results and action plans are followed through for designated client portfolios
  • Facilitate and enhance relationship building at all levels within target client organisations
  • Act as an escalation point in any potential client problems, liaising with Delivery, Marketing, Finance and other Experian internal functions to ensure resolution of issues and client satisfaction



Experience


  • Commercial acumen including Finance, Legal and Risk management
  • Prior skills in management of Sales/Customer Service resources
  • Good understanding of the stakeholder environment 
  • Proven track record of increasing revenue through generation of leads
  • Confident and persuasive oral and written skills
  • Excellent communication and presentation skills
  • Experience of operating in similar software sales environments
  • Ability to build and leverage client relationships
  • Effective negotiation skills
  • Able to contribute to quality sales proposals, RFP and Tender documentation
  • Experience and ability to work effectively across the matrix, geographies and divisions
  • Highly developed influencing skills.



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