Description:
This role is open to candidates located throughout continental United States who are able to travel to critical U.S. client meetings 2-3x per month as business pipeline dictates.
Essential Functions
- Identify new Systems & Software Engineering Services opportunities within target accounts aligned to Actalent’s Services strategic focus.
- Provide subject-matter-expertise by understanding competitive landscape in engineering services for transportation, consumer & industrial products, medical device, and/or heavy equipment/offroad.
- Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain
- Achieve growth goals by expanding current account relationships and winning new accounts
- Demonstrate strong business acumen to navigate sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.
- Report and effectively manage account plans and perform root cause analysis to address gaps between performance or evolving account strategy as necessary.
- Provide subject matter expertise in vertical industry to target and win new business in the assigned account(s) as well as possibly supporting other similar account expansion.
- Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources, etc.) to ensure appropriate functioning in large account set-up including contractual requirements, processes, systems, regulatory requirements, etc.
- Demonstrate core leadership skills including relationship building, organizational agility, command skills and institutional stretch assignments.
Minimum Education/Abilities/Skills
- Minimum 10 years of sales/business development experience involving identifying, initiating, cultivating, and managing customer portfolio (Fortune 100/500).
- Minimum 5 years sales experience offering technical services with proven success identifying and developing outsourced engineering projects and/or talent-based service opportunities through variety of onshore/offshore deliver models.
- Demonstrated experience selling engineering solutions required; experience offering systems and software engineering solutions (full stack software development, embedded systems, verification/validation, systems engineering, ect.) required.
- Ability to collaborate with internal partners and work with subject-matter-experts to drive prospective deals to a close.
- Excellent communication skills with ability to present to executive stakeholders throughout Actalent and external client organizations.
- Ability to diagnose customer goals and pain-points and align to Actalent solution offerings and capabilities.
- Ability to utilize sales/CRM systems and document client intelligence information; prior experience utilizing Salesforce preferred.
- Proven ability to effectively align customer goals with company solution offerings and capabilities.
- Ability to travel regionally to customer and/or internal meetings as required, up to 50%.
- Bachelor's degree required.