Position Details

 

Job Title: Enterprise Sales Manager – Public Safety and Security  

Location:Beijing/ Shanghai

 

BUSINESS UNIT SUMMARY

Intergraph Security, Government & Infrastructure (SG&I), serves a broad range of clients, including local, regional, and national governments; Utilities providers and Public Safety emergency and non emergency management agencies. Intergraph SG&I focuses on providing software and services that enable our clients to make the right decisions at the right time using the right information.

Position Summary/Purpose:

Generate and close your new business order target in the Security/Public Safety Markets for Intergraph.  You will position and interpret Intergraph’ offers including CAD, CAD / MIS and Asset/Security/ Operations Management specifically into Government Public /Security/Safety Agencies and Critical National Asset Infrastructure including Airports, Rail and Shipping with a specific focus on National, Provincial, City and County Security and Emergency Operations Centers.

Main Activities:

• Develop and maintain a Territory plan to communicate strategy and define activities (Holden)

• Build, develop, qualify and close a pipeline of new business orders required to achieve the order targets for Intergraph’s software and services within the specified markets.

• Map, navigate and understand prospects’ informal and formal decision criteria, budget process and decision makers.

• Build “C” level relationships with prospects measured through access to their diary
• Understand and interpret prospects’ operational, financial and political drivers
• Understand, interpret and counter attack Intergraph’s competitors
• Develop and lead negotiation strategy and execution

• Maintain SFDC pipeline accuracy
• Manage the balance between sales and delivery
• Actively develop a multi disciplinary team environment.
• Promote a sales culture
• Develop virtual team members.
• Execute Development plan

• Provide leadership to the pre-sales and technical pre-sales resources.  Coach and council as needed.

Objectives –June 2011 -

Financial- 60%. Specific objectives: $ Meet targeted new business orders.  Commissions paid as per ICP.	Operational- 15%. Specific objectives: Salesforce data accuracy >90% Pipeline accuracy > 90%
Customer-15%.  Specific objectives: Customer Satisfaction >3.86 Build “C” level relationships	People-10%   Specific objectives: Execute Development Plan Coach pre-sale resources Build sales culture

Performance measurement

• Meeting all expectations and objectives will result in a level 3 performance rating.

QUALIFICATIONS and Experience Required:

• Over five years experience successfully selling Enterprise Applications into Security and  Public Safety Markets
• Business qualifications or relevant experience in finance and risk management
• Proven track record in large sales/ bid team management through influence and leadership
• Experienced in prioritisation effort, resources and

Key Skills and Experience Required:

• Reference able  track record in closing large systems sales into Security / Public Safety  customers

• Proven negotiation skills, persuasive ability and excellent relationship building and communication skills – both oral and written.

• Showing evidence of clarity and effectiveness of written and oral communication.  Includes win-win negotiation and constructive criticism.
• Encouraging and promoting teamwork, motivation, cooperation, mentoring, relationship building and delegation.

• Time management and organisational skills in managing multiple priorities and projects.
• Strong business acumen including  finance and risk management
• High standard of professional and personal business conduct/presentation.
• Ability to set team objectives and communication to stakeholders to achieve results

Behavioural Competencies Required:

• Self motivated and enjoys autonomy

• The ability to reassess major priorities and see a sale through to completion

• People orientated with positive interpersonal skills
• Performance driven, seeks accountability and feedback
• Takes pride in seeing others perform
• Actively addresses problems and often innovates

Enterprise Sales Manager 
Public Safety and Security          ____________________­­­­­­­­­­­­­­­­­­­­­­_____________ Date: _______________

Sales Director                     _________________________________ Date    _______________

Business Unit Manager        _________________________________ Date    _______________

 

 

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