Engineering IT Management & Business Others Marketing and PR
Technical Sales - Product Specialist
Manages the technical sales relationship with accounts and partners in the EMEA region focusing on growing current revenue streams and/or developing new revenue streams. The technical responsibility includes qualification, demonstration preparation, and delivery of demonstrations of Digital Science software portfolio for LIMS, ELN, SDMS, and workflow applications. This position carries a sales quota for the EMEA region.
Effectively demonstrate Thermo Fisher software product & services portfolio and unique value in response to customer needs.
Prepare and deliver compelling, focused technical demonstrations
Prepare and deliver focused Proofs of Concept (PoC)
Support Sales Team with technical qualification assistance
Prepares product for demonstration in accordance with needs of prospective customers.
Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively with account managers.
Ensures that the sales approach is consistent with overall technical capability.
Works with the Service Management team to ensure an effective, efficient and seamless transition to service operations upon completion of the sales process
Builds technical relationships at multiple levels of account and across all constituents.
Responds effectively and promptly to customer requests.
Ensures that Management is involved at critical times and during pivotal opportunities. Delegates to other departments as appropriate.
Provides technical input to deal team calls.
Understands business goals and evaluates and prioritizes opportunities accordingly along with account managers and Director of Sales.
Qualifies potential opportunities early in the sales cycle along with account manager.
Allocates part of every sales call to understanding or clarify the customers’ business challenges.
Establishes initial technical credibility with accounts.
Provides realistic estimation of demonstration preparation time.
Provide technical support for RFx responses in support of the team
Participates in regional meetings to share best practice, and assist with technical training.
Collaborate in development and maintenance of demonstration systems by market. Shares interesting/innovative technical developments with peers.
Has sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
Uses knowledge of the competition in the sales campaign to develop technical/functionally competitive strategies.
Collaborates with other groups within Thermo Scientific Informatics to implement appropriate strategies to address opportunities and overcome obstacles.
Communicates with Product Management and Development to provide field (customer) input on product features and feature prioritization requirements during product operational review meetings
Communicates regularly with the account team to ensure that they are informed on significant product developments and customer issues.
Non-Negotiable Hiring Criteria: (List 3-5 key attributes, skills, or requirements that the candidate must have to be considered for this position)
Scientific university degree or 5 years relevant experience.
Experience and knowledge of services business solutions/enterprise scientific software demonstrations
Familiarity with commercial operations in complex sales cycles
Excellent communication skills, both written and oral
Fluent in English (other languages are a plus)
Ability to develop high levels of credibility and positive professional relationships with customers, peers, and upper management.