The MDM Seller is the entrepreneur for their assigned portfolio areas – Metering & Consumer Engagement. They leverage knowledge of both the local market and the portfolio to develop and drive sales initiatives through all channels – both direct and indirect. They conduct activities conducive to their business directly with customers, with system integrators / channels as well as through internal organization (e.g. key account managers).

Key responsibilities include:

• Develops and drives the execution of product-specific regional growth initiatives, campaigns, go to market strategies, account plans and opportunity specific capture plans
• Proactively steers & supports system integrators / channels. Constantly drives to increase partner sales, build partner organizations, and onboard new partners
• Maintains sales cadence via using the CRM (Salesforce) - sales KPIs / forecast
• Supports & catalyzes the local launch / roll-out of new offerings
• Applies the MEDDICC and other value selling framework to navigate the buying centre and builds differentiation strategies
• Champions customer presentations, offer creations and deal closure
• Assumes accountability for the end to end sales cycle from lead generation to deal closing.
  
  

In order to be successful in their job, MDM Seller shall:

• Establish and maintain deep relationships with key end customer accounts in their region, incl C-level, as well as system integrator / channels and internal organization (SI Sales, Advanta)
• Maintain clarity and ownership of the pipeline and forecast for their region – across all sales channels
• Maintain a deep understanding of the local smart metering ecosystem, regulatory framework and evolving business models in the region
• Engage in a mutually encouraging way with global sales and product management to ensure local sales activities fit into the bigger global picture and vice versa
• Articulate and spread the key value proposition and knowledge of the product across their region, enabling and encouraging others around them by acting as a trusted advisor
• Keep a “lead and challenge” attitude
  
  

Targets:

• Order Intake achievement for assigned portfolio area
• SW License & M&S revenue as per the set targets
• Pipeline data quality and accurate forecasting
• Acquire new logos – both end customers and channels
  
  

Required Knowledge, Experience, Education:

• 10+ years experience as an enterprise SW sales executive / key account manager
• 5+ years in channel management / growth track record
• Has the ability to work in new environments in a “start-up”-like fashion
• Background and proven experience in the Energy Utility or public sector
• Hunter - proactively owning and focusing on growing pipeline and order intake
• Ability to drive opportunities to closure by demonstrating an understanding of SW contracts, related pricing models, commercial constructs and negotiation tactics