Solution Sales

3週間前

Yokohama Bosch Full time

企業概要

ETAS Japan Established in October 1998. ETAS Japan is a 100-percent subsidiary of the ETAS GmbH.

  • We excel in providing innovative solutions that drive the development of embedded systems for the automotive industry and related sectors. As a systems provider, we offer a comprehensive portfolio of integrated tools and tool solutions as well as engineering services, consulting, training, and support.

    • 求人内容

    Purpose /Abstract:

  • 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.

    • Responsibilities

    General

  • 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

    • Collaboration / Interfaces

  • Main interfaces: (Global) key account managers, regional solution field managers, product management, field application engineers

    • 資格

    Education

  • BSc/MSc in science, engineering, or an equivalent education

    • Experience

  • Proven track record in a customer-facing position with a strong technology-related context
  • Experience with complex sales methodologies (, 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

    • Language skills

  • Native level in Japanese and Business level in English

    • その他の情報

    ETAS offers a highly technical and fast-paced working environment, which brings you in touch with latest embedded technology at leading players in the industry. As a medium-sized company, it offers a unique opportunity of taking responsibility and freedom while offering job security and development possibilities within the entire Bosch Group.

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