Sales director - melbourne, australia

neues Angebot (28/03/2020)

stellenbeschreibung

Job Description ServiceMax is on a mission:
Enabling field service teams to keep the world running. A career at ServiceMax means unleashing your potential to build, sell, implement and market award-winning products with a #wintogether and #customerobsessed approach. From MRI machines to gym equipment, customers around the globe rely on ServiceMax's cloud-based software platform to keep these machines - andtheworld - running, every single day. Job Description As an Account Executive at ServiceMax, you will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, and ServiceMax ecosystem coordination. You will work closely with the other members across the business to drive and lead growth in service, software, and outcome-driven revenue generation. You will partner closely with leaders to drive the creation and development of an overall sales readiness vision in the context of our global business. Key Responsibilities * Develop a deep understanding of current and potential customer business needs to create value to customers with our solutions * Define and drive account strategies in partnership with internal and external stakeholders to solve our customers' needs * Develop and execute an Account Playbook that formalizes the

"go high / go low"
strategy for the Enterprise account. Where applicable, develop a joint governance process with executive sponsorship that aligns along the following pillars:

Commercial, Product/Technology, Implementation and Support. * Responsible for prospecting, hunting, and closing as many new logos as possible * Build a strong customer pipeline management to drive predictable outcomes * Actively grow and maintain multi-year account plans that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business. * Work the deal through all stages of the opportunity lifecycle * Lead the implementation of economic value selling throughout customer organization. What you will bring to this role We are looking for collaborative Account Executives full of drive and grit! Someone who is a self-motivated hunter with empathy, integrity, and an entrepreneurial approach will succeed on our team. * An obsession with the customer experience * A passion for winning together in collaboration with the broader team * Experience managing your business on a monthly basis vs. quarterly / yearly * Demonstrated ability to build relationships with large enterprise C-Suite e. G. Chairman, CEO not limited to CIO and CTO * An organized, detailed and metrics driven approach to drive the sales cycle from appointment to close * Ability to anticipate potential objections and craft solutions leveraging best practice by getting in front of potential resistance * 10+ years of experience as an account executive selling SaaS Enterprise Software * Experience in

"Direct"
Selling (mean direct sellingto customer not via partner) * Field Service Management solution experience (IFS, ClickSoftware, Oracle, Salesforce, Microsoft) * Strong builder of business from ground zero till close

"Hunter"
attitude (not Farmer) * High performer, former Quota Club Achiever * Country Sales Leader Experience * Good Industry Experience;
Manufacturing, Utilities, Medical Device * Strong contact for partner community like NEC, Accenture, Wipro * Fluent in English speaking (both communication and writing for Japan region hire) * Experience in either WFM, CRM or ERP preferred * Must be able to travel 25% -/+ of the time. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. We do not accept unsolicited headhunter and agency resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with ServiceMax ServiceMax is an equal opportunity employer. We eagerly seek applicants of diverse background and hire without regard to race, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities (or disability), age, sexual orientation, veteran status, or any other characteristic protected by law.

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