•  Identify prospective accounts and relevant contacts within assigned territory selling automotive technical solutions.
  •  Research market information on the target accounts, understand and monitor domain trends and competitive landscape, formulate penetration strategy and action plan.
  •  Nurture relationships with contacts on an ongoing basis.
  •  Network with professional contacts to generate referrals.
  •  Identify and qualify specific business opportunities.
  •  Organize opportunity deal team (engineering SMEs, executives, etc.), and work with external and internal stakeholders to convert opportunities into signed business.
  •  Manage formal approval and sign-off processes (pricing, business terms, legal contracts).
  • Collaborate with the delivery organization to ensure proper fulfillment of customer’s needs (in particular at the start of the relationship).
  • Monitor client satisfaction and assist in problem escalation and resolution.
  • On assigned accounts, manage legal and financial aspects of the business relationships, such as legal paperwork renewal, rate increases, assistance with payment collection issues, etc.

Knowledge and Experience Required
  •  10+ years of experience in a sales role specifically selling automotive technical solutions with direct responsibility for prospecting and closing new business.
  •  Measurable track record of personally generating new account opportunities.
  •  Experience in selling of a) Technology products/services; b) Services and Solutions (as opposed to products); c) Outsourcing and specifically offshore.
  •  Experience in selling to a) Technology focused companies, specifically ISVs and HW OEMs; b) medium to large size accounts; c) executive level contacts, especially VP of Engineering or CTO, or CxO; d) CIOs of technology-enabled enterprises.
  •  Knowledge of the relevant vertical industry/domain and horizontal technology/service.
  • An established executive-level network of connections within the relevant target market.
  •  Education in technology and software, or in marketing, sales, business.
·         Travel: 30-50% of the time, mostly regional/national with 3-4 international trips a year.



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