Serve as the Subject Matter Expert (SME) in executing and leading HERE s sales process methodology and tools.
Ensure the effective use of HERE s sales tools and maintain consistency in the sales approach across the region.
Orchestrate client discovery efforts, including assembling temporary teams of HERE SMEs with regional solution architects.
Identify and engage with client stakeholders, conduct interviews, gather data, and document current state operations.
Synthesize client data to identify gaps and opportunities, validate findings, and collaborate with SMEs to develop tailored solutions.
Create compelling business cases to demonstrate HERE s value and support AEs in delivering persuasive executive presentations.
Train, mentor, and coach the sales team on the Value Based Selling process, tools, and technologies.
Drive the adoption of Value Based Selling as the standard sales culture, aiming for highly efficient and scalable sales practices that enhance effectiveness and efficiency.
Provide actionable feedback on Value Based Selling methodology, identifying process, tool, and technology gaps based on market insights and client discovery efforts.
Field test new Value Based Selling processes, tools, and technologies prior to their rollout to the sales team.
Who are you
10+ years of in depth B2B VBS methodologies/ processes or equivalent consulting experience
MBA preferred; bachelors degree acceptable or combination of education and relevant experience
Proven experience in sales enablement, sales operations, or a related role, with a strong understanding of sales processes and methodologies.
Experience working with sales tools and technologies, and the ability to drive their adoption and effective use.
Excellent communication and presentation skills, with experience in creating business cases and delivering executive presentations.
Demonstrated ability to generate, advance, and close large ($2M+ transaction value) complex software transactions
Strong analytical skills to synthesize client data and develop strategic recommendations.
Demonstrated ability to train and mentor sales teams, fostering a culture of continuous improvement and high performance.
Ability to collaborate and operate in a team-based sales environment
Ability to engage C-level executives in business conversations
Ability to deliver executive presentations and discuss business and financial impacts
Ability to work independently and manage time productively and effectively
Ability to provide constructive feedback and test new processes and tools effectively.
