An experienced sales manager who will call on prospective customers throughout India. The primary job is to sell software/solutions to prospective customers. Applicants should be self-motivated with ability to develop sales strategy and channel partners, prospect for potential customers, manage day to day sales process for new and existing customers, coordinate & lead presentations and demos, write proposals and close sales.
RESPONSIBILITIES: - Develop regional & key account sales strategy
- Develop the market need for dataPARC software products and services by calling on all existing and prospective customers in the defined territory.
- Reach out to existing customers and prospects through emails, cold-calling and networking.
- Perform webinars, presentations and demonstrations to prospective customers promoting the value of the dataPARC product for their business needs.
- Answer commercial & technical questions as they arise in the sales process.
- Develop software and professional services proposals for new and existing customers.
- Manage all annual software maintenance renewals & proposals in defined territory.
- Maintain personal knowledge and skill level with dataPARC products, and advantages over the competition.
- Expedite resolution of key customer complaints and problems.
- Effectively use the available internal resources available in marketing, engineering, sales management and technical support to meet the Sales Managers individual business goals.
- Utilize CRM (MS Dynamics & SalesForce) for managing customers, leads, opportunities and forecasting.
- Regularly meet with sales management and marketing to provide feedback on your needs to grow sales.
- Participate in all training offered by Voith, BTG and Capstone as relevant to department or position.
- Extensive travel within India required.
- Responsible for own personal safety, the safety of the team and those around you.
- Work in accordance with and enforce compliance with all Voith, BTG, dataPARC policies (ex: Safety, Code of Conduct, Commercial Policy, Security Policy and Export Compliance).
ORGANIZATIONAL RESPONSIBILITY STATEMENT Responsible for personal safety and the safety of the team. In addition to the job-specific responsibilities listed above, all employees are expected to support and model BTGs Code of Conduct and support BTGs Values: Innovative, Reliable, Fair, Sustainable and Ambitious. Employees will be held accountable for knowledge and effective application of these principles.
REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES: - English and Hindi speaking. India software sales experience required.
- Excellent communication, negotiation, and deal closing skills.
- Ability to define sales & demand generation strategies in each of the target market segments.
- Ability to prospect to generate leads in each of the market segments.
- In-depth knowledge of driving the entire software sales cycle.
- Qualify a customer and opportunity.
- Assemble and leverage the opportunity pursuit team.
- Hold discovery meetings and link solutions to customer pain points (Consultative Selling / Value Selling).
- Manage to a close plan.
- Experience negotiating contract terms & conditions.
- Knowledge of Process Industries, including Pulp & Paper, Manufacturing, Mining, Oil & Gas and Chemical industries.
Desirable Technical Skills: - Experience working dataPARC or with other process historian and analytical software packages such as AVEVA PI, Honeywell PHD, Siemens XHQ, GE Proficy, MOPS, BrainCube, Wedge, Seeq.
- Operational Technology (OT) and IT experience including: requirements analysis, systems design, continuous process improvement, SPC/SQC, project management methods and tools.
- Experience with PARCmodel or other modelling and statistical software packages & languages such as Minitab, MATLAB, R or Python.
- Basic instrument and controls knowledge, including systems integration and OPC classic & OPC UA.
- IT and database skills consisting of a basic understanding of operating systems, industrial networks and communication protocols, Microsoft Excel, Microsoft Windows Server and Windows 10, and MS SQL Server.
REQUIRED EDUCATION/EXPERIENCE: - BS or MS Degree in Chemical or Electrical Engineering or Computer Science. Automation, Process Control or IT specialization.
- Minimum 4 years of India sales experience with focus on large accounts, including enterprise sales experience at Sr Dir, VP, C-level.
- Minimum 3 years experience working in an operational or engineering capacity in the process industries. Process operations, automation, or maintenance experience an asset.
