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 |
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.
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Operational- 15%. Specific objectives:
- Salesforce data accuracy >90%
- Pipeline accuracy > 90%
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Customer-15%. Specific objectives:
- Customer Satisfaction >3.86
- Build “C” level relationships
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People-10% Specific objectives:
- Execute Development Plan
- Coach pre-sale resources
- Build sales culture
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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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