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Solution Sales for DAP Solution



Sales & Business Development
Posted on Wednesday, April 5, 2023


職務内容/Job duties • Drives strategic opportunities and acquisition projects in close alignment with account managers by engaging with key business and technical contacts, understanding customers’ use cases and technology priorities, and imparting the value proposition of our solution.
• Solution Sales success is measured by advancement of go-to-market activities of new products, solutions, and services, and by sales achievement for specific portfolio components.

Target Solution field
Data Acquisition and Processing Solutions (DAP)

•Drive complex and strategic opportunities in alignment with the responsible (G)KAM(s) and the (regional) solution field
•Work with regional solution field managers, product management, account managers, and other stakeholders in defining, implementing, and executing go-to-market strategies for new solutions
•Leverage core stakeholders (field application engineers, product management, system architects, engineering, marketing, partners) to succeed in acquisition projects and coordinate them as necessary
•Act as technical sales expert for the SF portfolio at our customers and jointly with the regional solution field manager develop a deep understanding of the customers’ use cases and pain points to be accepted as a competent and respected partner
•Deliver customer success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements
•Share proven practices across the sales organization globally and with internal stakeholders through information exchange and coaching to accelerate sales opportunities
•Communicate confidently with all levels at the customer including upper management to articulate our value proposition and how ETAS can enable the customers’ use cases

Be the interface to the customer in selected acquisition projects and orchestrate a virtual team of resources to solve customer problems
•Identify customer’s business and technology challenges and bring them to agreement on ETAS’ offering and value proposition - including briefing on relevant industry use cases, demos, proof of concepts
•Drive opportunities in alignment with the solution field and the responsible (G)KAM, orchestrating key resources consisting of technical roles and partners, escalating issues for internal business and technical teams, and providing status updates on key opportunities
•Support the (G)KAMs on expanding relationships with customers’ key decision makers
•Mentor juniors of the team and support the community to foster best practice sharing

Stay sharp and support ETAS to deliver increasing value to its customers
•Continuously nurture and expand sales, business, technology, and competitive readiness
•Actively participate in internal communities for sharing customer success stories, references, customer feedback, and best practices
•Provide product and portfolio management with closed-loop feedback supporting refining the product/portfolio update and improving the sales process
応募資格/Qualifications Education
•BSc/MSc in science, engineering, or an equivalent education

•Proven track record in a customer-facing position with a strong technology-related context
•Experience with complex sales methodologies (e.g., Miller-Heiman, Spin selling, consultative selling)
•Experience driving new sales in complex deals using innovative approaches and utilizing internal and external networks
•Deep understanding of customers’ use cases in the responsible solution field area and good knowledge of industry best practices and standards
•Demonstrated outstanding operational excellence - including opportunity management and virtual team orchestration

Entrepreneurial skills
•The Solution Seller is a result-oriented individual with a positive can-do attitude
•Ability to successfully execute on complex opportunities
•Solution Sellers possess a pronounced customer-centric mindset
•Determination to compete effectively against skilled and diverse competition
•Ability to process raw customer and market information and apply it to update acquisition strategies and identify new leads and opportunities

People skills
•Goal-oriented, organized team player with the ability to overcome and work around problems that are inevitable in rapidly growing businesses
•Self-motivated and self-directed
•Positive approach to problem solving, learning, and development of potential
•Strong negotiation, problem-solving, and decision-making skills
•Encouraging to team and staff; able to mentor and lead

Communication skills
•Strong interpersonal skills with ability to build trustful relationships with professionals at all organizational levels
•Outstanding communication skills in both written and verbal form
•A good presenter, but also proficient in leading dialogs with customers
•Ability to convey complex information in a simple and clear language and to offer clear and understandable responses to customer’s requirements and concerns
待遇/Salary & Benefits 給与条件:経験、前職給与、弊社内基準を考慮して決定します
勤務時間:始業9:00 終業18:00
フレックス制度有 コアタイム10:00-16:00
有給休暇(2年目より20日付与)、慶弔休暇 等
計画的年次有給休暇付与制度 有
会員制福利厚生サービス 等
勤務地/Location ETAS本社(横浜市西区みなとみらい)