Join our team as a Sales Executive in Industrial Software and play a key role in driving business growth and meeting annual orders targets for Emerson’s Industrial Software Portfolio in assigned accounts! You will develop and leading account penetration plans and the global Emerson team supporting these accounts!
In this Role, Your Responsibilities Will Be:
- Grow Software License, Subscription and Services Orders for Industrial Software:
- Responsible for achieving or exceeding annual order targets in enterprise accounts and within an assigned geographical territory;
- Own the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while growing existing footprint;
- Build Trusted Advisor Relationships:
- Establishes relationships with C-Level Business, Digital & IT executive sponsors on assigned accounts; participates in the development of Software solutions to improve client’s business operating metrics and represents Emerson in their QBR’s by bringing in value of counsel, and expertise, value of solutions, and value of implementation expertise;
- Builds a foundation on which to harvest future business opportunities and accurate account information and mentor;
- Demonstrate Customer and Situational Awareness:
- Actively understand the assigned account’s technology footprint, strategic growth plans, technology strategy, and competitive landscape;
- Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect;
- Drive Account Leadership:
- Lead the development & execution of designated account plans, and customer mapping, addressed partner priorities & struggles, and optimized sales cycles, using value-based solution selling methodologies with a focus on reason definition, return on investment, and business outcomes;
- Target to make nominated accounts to become Emerson Customer Success references;
- Develop a high-level strategy for data management, analytics taking into account managing positioning in respective enterprise sales pursuits;
- Close enterprise agreements with assigned strategic accounts and their sites regionally or globally;
- Practice Sales Excellence:
- Practitioner of standard process Solution Selling Sales Methodologies Communicate customer, needs, sales strategy, and account plans to internal management and the sales team;
- Lead and handled the end-to-end sales process through the engagement of appropriate PreSales, Professional Services, and Industry Solution Group resources;
- Lead internal sales team through Opportunity Review, Deal Approval processes. Effectively articulate customer drivers, needs, and sales strategy to leadership and team.
Who You Are:
You persist in the face of challenges and setbacks. You articulate a compelling, encouraging, and relatable vision. You anticipate the impact of new technologies and make vital adjustments. You build immediate rapport even when facing difficult or tense situations.
For This Role, You Will Need:
- Bachelor's degree in Computer Science, Engineering subject areas, or Business-related field;
- Minimum 3-5 years experience in software platform sales or business development and selling enterprise software to IT decision-makers (CIO, CTO, C-level targets);
- Proven record in engaging C-level contacts for the purposes of solution selling, establishing peer relationships, articulating strategic vision, and closing deals with customers and IT leaders;
- Understanding the client’s buying and decision-making process; demonstrated ability to work optimally at different levels and influence key decision-makers of the client organization;
- Knowledge of coordinated operations, functional architectures, financial models and impact of technology, and able to translate business needs into functional requirements;
- Excellent analytical, technical, presentation, leadership, consensus-building, and communication skills;
- English proficiency to business standards are required;
Preferred Qualifications that Set You Apart:
- 8-10 years’ proven experience;
- Proven track record as an enterprise sales/account manager in the OT (Operational Technology) and enterprise software field (real-time infrastructure, historians, data processing, analytics and asset management);
- Achieving business objectives including revenue goals, high NPS and customer focus in a highly dynamic business environment.
Our Offer To You:
We understand the importance of work-life balance and are dedicated to supporting our employees' personal and professional needs. From competitive benefits plans and comprehensive medical care to equitable opportunities for growth and development we strive to build a workplace that is encouraging and exciting.
Depending on location, our flexible work from home policy allows you to make the best of your time, by combining quiet home office days with collaborative experiences in the office so that you can personalise your work-life mix.
Moreover, our global volunteer employee resource groups will empower you to connect with peers who share the same interests, promote diversity and inclusion, and positively contribute to communities around us.