Position Details


Job Title: Enterprise Sales Manager – Public Safety and Security  

Location:Beijing/ Shanghai


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To Apply, submit your resume, please contact hrchina@intergraph.com



Job Type:

Full Time


Job Category:

Sales & Marketing


Post On:

Sep.1, 2011


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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