Business Solutions Manager - EMEA

ServiceMax ,
London, Greater London
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Role Summary The Business Solution Manager is a sales position within the Professional Services team that will be responsible for driving services sales to a quarterly quota. Key activities to secure services revenue include: solution definition, services scoping, estimation, Statement of Work (SOW) generation and proposal generation using value selling techniques in collaboration with the software sales team and the Professional Services (PS) Practice Directors (PRD). In this role you will strive to scope solutions that balance the client business needs with an effective time to value for Client long-term success with ServiceMax. The successful candidate has a strong understanding of software Professional Services delivery, excellent communication skills for many organizational levels and polished sales skills based on finding solutions to meet customer requirements. Listening skills, confidence and the ability to quickly become a trusted advisor during the sales cycle are traits that separate high performers from others in this role. Reports to : Professional Services (PS) Practice Director (PRD) Location : Remote nationwide. Responsibilities: * Partner with software sales Account Executives to sell the value of professional services. * Establish a strong understanding of customers' business needs by creating value to customers for our solution footprint. * Use value selling techniques to establish credibility, refine the proposed software scope based on the solution engineer demonstrations/discussions and move the prospect to a scope of work that is both within their budget and meets business needs for a strong ROI * Regularly review delivery of scoped engagements in order to fine tune scoping and better address the needs of future customers. * Work closely with the PS Practice Director to ensure ample pipeline, deal progression and quarterly PS bookings targets. Other components include ARR and PS margin Qualifications: * Must have experience in consulting / PS delivery or have been very closely aligned. A deep understanding of the services delivery process for software implementation projects is critical. * Five years' experience in project delivery or services leadership highly desired * Team Selling experience - This role is one of many roles involved in closing new deals * Exposure to Salesforce.com platform and solutions. SFDC certification is a big plus * Experience with field service operations, manufacturing, medical device, oil & gas * Proven track record of services sales OR delivered projects where expansion and negotiation were key components * Creativity and strong problem-solving skills * Strong business acumen with either breadth or depth of business experience, particularly business processes Business Acumen: * Proven ability to articulate value to business and technical stakeholders * Experience with longer term planning for customer's use of our solution and platform for large, complex implementations and rollouts * Experience in planning and executing customer discovery meetings / workshops * Utilize customer's feedback or current top objectives to form a comprehensive understanding of the customers' needs; * Adept at navigating political and hierarchical landscape and facilitates the customer decision making process. Team Selling: * Demonstrate working knowledge of ServivceMax's internal organization within primary industry vertical BU; Knows where / how strategic and commercial decisions are made. * Foresee obstacles, identify workarounds, leverage resources and able to rally teammates. * Demonstrate ability to work with blended teams, including 3rdparty partners and customer personnel. Personal Attributes: * Develop credibility and relationships quickly for effective sales cycle activity. * Identify the challenges faced by our customer's customers; * Communicate in a manner that conveys expertise and intuition; Listen more than talk * Innovative thinker who is able to blend technology and business strategy to develop compelling solution proposals * Ability to negotiate skillfully in tough situations; can gain concessions without damaging relationship; have a "win - win" philosophy * Can express an opposing view while simultaneously working through disagreements toward clarity and agreement; ability to pushback on internal and customer resources * Acts in appropriate transparency and supports our #WinTogether & #CustomerObsessed company mantras Eligibility Requirements: * Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job. * Must be willing to travel50%plus * Must be willing to work out ofa home office or our Pleasanton HQ office

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