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The DOW Sales Specialists will be focused on selling compute, and some software to the DOW clients. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.
Job Responsibility:
Responsible for creating and driving their sales pipeline
Capture leads outside of specialization and use closed-loop lead management
Maintains knowledge of competitors
Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities
Provide support to Account managers and provide input regarding business development and solution expertise
Development of quota objectives and future direction for defined product category
Some specialists also responsible for selling outsourcing deals
Establish a professional, working, and consultative, relationship with the client, up to and including the C-level
May invest time working with and leveraging external partners
For Services Consultants: Focus on growing contractual renewals
Directs or coordinates supporting sales activities
Requirements:
University or Bachelor's degree preferred
3+ years of compute experience (lesser years considered with extensive client relationships)
Typically 6+ years of similar sales experience, selling to DOW/DOD
Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface
Extensive selling experience within industry and on similar products
Project management skills required
Expert knowledge of products, solution or service offerings as well as competitor's offerings
Understands the industry and market segment in which key accounts are situated
Understands and applies program/project management methods and processes
Understands the role of IT within area of specialization
Account planning and accurate account revenue forecasting skills
Collaborates with management and sales teams
Cultivates & maintains positive relationships with customers
Establishes a professional working relationship, up to the executive level, with the client
Demonstrates leadership and initiative in successfully driving specialty sales
Deep knowledge of products, solution or service offerings as well as competitor's offerings
Utilizes Siebel as an expert and accurately forecasts business
Understands and sells high value software solutions
Understands selling of services sales
Maintains expertise of industry trends, associated solutions, and key partner/ISV solutions