Job Properties
  • Job Type
    Full-time Position
  • Background
    Engineering
    IT
    Management & Business Others
    Marketing and PR
  • Languages
    English
  • Experience Required
    10+ Years
  • Degree Required
    Bachelor
    • Province
      Eindhoven
    • Date Posted
      September 29,2020
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    Technical Sales - Product Specialist

    Position Summary:

    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.

    Minimum Requirements/Qualifications:

    • 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.
     
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