• Solutions Sales Specialist, DACH Region

    Location DE-Dusseldorf
    Job ID
    50004
    Function
    Sales
  • Overview

    The Solutions Sales Group, EMEA is chartered to help customers achieve transformational business results from Enterprise Asset Intelligence (EAI) based Solutions. We help realize the “Capture your Edge” statement for our customers.

     

    We are looking for an exceptional sales professional and team player to work as part of our Solution Sales team EMEA, based in and covering the DACH region. The Solution Sales Specialists will lead the coordination of multifunctional teams to identify, develop, drive, and close solutions opportunities throughout the sales process. The role will execute the solution specific one-to-one account growth plans with the account teams. Critical to the success of this role will be the ability to demonstrate Zebra’s solution (vertical, business and technical) approach in C-level customer engagement and closing business. The role will manage the solutions and services pipeline and forecasting (with account teams) for the DACH region. Additionally, the Solution Sales Specialist will develop customer business cases, ROI and specific use cases. The role is also responsible for driving business development activities within the region. This will include identifying customer prospects, potential partners and activities required to develop the solution business within the region.

    Responsibilities

    Responsibilities:

     

    • Be a solutions advisor to the customer and the internal sales team;
    • Identify explicit/implicit customer problems, needs & initiatives;
    • Develop sales strategy and account-plan jointly with Key Account Managers and Partner Account Managers;
    • Define, analyze and validate cases and workflows with key customer stakeholders;
    • Build ROI for potential projects;
    • Develop local partnerships and overall ecosystem for solutions offerings;
    • Lead and coordinate multi-functional teams needed to close deals. This might include:

    o Internal: sales, finance, solutions architects, product, engineering and legal;

    o External: IT vendors, IT solutions providers, integrators, carriers, and channel partners.

    • Develop winning proposals and close plans;
    • Work with key stakeholders to support and drive solutions within the customer organization;
    • Proactively engage internal executive sponsors to develop strategic customer relationships and to sell internally Solutions opportunities;

    Qualifications

    Qualifications & Experience:

     

    • Extensive Solution sales background and management of sales teams
    • Fluency in German and English
    • Strategic account planning experience required
    • Must be able to effectively coordinate across various groups and functional teams both inside and outside of the business
    • Bachelor’s degree preferred (in Engineering, IT, or Computer Science ideally); MBA and/or advanced degree preferred
    • Experience in leading sales and developing proposals for complex technology or service projects
    • Must have excellent relationships with senior leadership of customers, IT vendors, IT solutions providers, integrators, and carriers in the marketplace
    • Trained in industry known Solution Sales skills/methods
    • Experience in developing ROI models for technology projects
    • Experience selling large solutions systems or large, long-cycle complex deals or acting as a consultant in large sales deals
    • Experience creating solutions that meet RFP requirements that include services, systems, devices and application
    • Experience in influencing RFPs
    • Experience creating solutions that meet RFP requirements that include services, systems, devices and application
    • Has experience proactively identifying and responding to customer needs analysis
    • Experience working with 3rd party vendors and channel partners
    • Self-starter who enjoys working in a team to accomplish goal
    • Excellent written and verbal communication skills, good listening and presentation skills and good attention to detail

     

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